Monday, December 26, 2011

Prospecting for a New Consumer

Statistics continue to point that the trend of using the internet to learn about literally any topic and to interact is not only not going away but is getting greater. We continue to see individuals reaching toward their peers to get information about products and services instead of relying on advertisements to help them identify brands and make purchases.
Real estate consumers are always becoming more adept at researching without the assistance of a real estate agent. They easily obtain information on communities, researching schools, proximity to amenities, prices, and more before reaching out for the services of a real estate professional. This new consumer is a confident researcher able to make choices based on the availability of endless information.

Though stated many times in the previous decade, real estate agents are no longer the gateway to the information. The role of the agent is changing rapidly as much of the control of the real estate transaction is moved into the hands of the consumer. The availability of information is only paled by the ease of communication. The new consumer is relying on peer recommendations, referrals,
and independent rating systems to aid in choosing a real estate professional. This savvy consumer bases service provider selection on relationship over advertising. Simply stated, the consumer demands a relationship based on trust. This trust relationship must be earned by the
agent and cannot be underdeveloped.
Looking positively at the new consumer, the agent can now truly focus on providing superior service and invaluable intricate knowledge about the real estate transaction. Agents can focus more on providing a singular place to gather information regarding specific communities and the transaction. Agents can once again truly specialize and provide develop a niche market.

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