What is the Real Estate Online Consumer looking for?

By
Real Estate Broker/Owner with WebTech Dezine, Gabrielle Jeans Real Estate Coach

This is one of the most misunderstood aspects of the online consumer.  Having easy access to great amounts of real estate information and having become very accustomed to researching during college or university, these consumers typically turn to the internet for information even if they’re not currently actively seeking a home.

  They often start their online research several months before they begin seriously looking at houses.  So it’s key you ask these people at what stage they’re at in their home search and give them what they want, when they want it, and in the way they want it. 

They will probably contact you by email, so reply to their requests via email.  It’s a great way of sowing seeds that will blossom into sales once these prospects start searching for a home.

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Show All Comments
Rainmaker
552,878
Gary Frimann
Eagle Ridge Realty / Signature Homes & Estates - Gilroy, CA
California Broker and REALTOR

I agree that most people do stat their search long before they are actually able to buy.  It does seem the buyers have become more aware in recent years...

Jun 04, 2012 01:04 PM #1
Rainer
137,443
Gabrielle Jeans
WebTech Dezine, Gabrielle Jeans Real Estate Coach - Toronto, ON
Real Estate Web Solution, Real Estate Trainer and Coach

They definitely have. Which is why the real estate professional needs to stay up to date and target their customers where they are most active and looking. 

Jun 04, 2012 01:08 PM #2
Rainmaker
974,887
Adrian Willanger
206 909-7536 TheHomeFunnel.com - Seattle, WA
Profit from my two decades of experience

Gabrielle, so true, online buyers usually have a long lead time, very good suggestions.

Jun 04, 2012 02:45 PM #3
Rainer
25,804
Kevin Sembrat
Diversified RCS Inc; http://www.ManhattanPropertiesGroup.com - Manhattan, NY

Hi Gabrielle,

Super summary -- very succinct! :-)

Best,

Kevin

Jun 04, 2012 02:49 PM #4
Rainmaker
693,861
Gene Mundt
www.genemundt.com - 708.921.6331 - New Lenox, IL
Chicagoland Mortgage Lender - 37 yrs experience

I've found that what you say is exactly how it typically happens when people are thinking of buying a home and seeking mortgage financing, Gabrielle.  They put "feelers" out there ... dip their toes into the water a bit at a time.  Periods of time can go by where you hear nothing from them.  And then "poof" they're back on the radar too.  Your advice to ask at what stage they find themselves is great ... no use in reinventing the wheel or wasting their valuable time and attention ...

Gene

Jun 04, 2012 03:12 PM #5
Rainmaker
541,132
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

Gabrielle, I totally agree. The people that start looking online could be months or years out from actually purchasing.

Jun 04, 2012 04:30 PM #6
Rainmaker
794,885
Mike Cooper
Winchester Real Estate Sales, Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Pro

Good advice, Gabrielle.  I love the quick and easy use of email with real estate.  It helps people stay in touch with me and me with them.  Texting is starting to have that same appeal with my clients.

Jun 04, 2012 05:46 PM #7
Rainmaker
977,730
Sharon Alters
Coldwell Banker Vanguard Realty - Fleming Island, FL
Your Fleming Island Relocation Agents.

Gabrielle, I have worked with people a year out. Email is to fast and simple. My clients and I LOVE texting! It's not for every situation, but covers a multitude of tasks. It's a new kind of farming :)

Sharon

Jun 04, 2012 07:12 PM #8
Rainmaker
1,068,952
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

Gabrielle -- a quick response is key.  Most folks do start looking on the internet for many months before they contact a real estate agent.

Jun 04, 2012 07:19 PM #9
Ambassador
1,096,233
Joni Staples
Berkshire Hathaway Home Services - Anderson Properties - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®

I love email requests. Its easy for them to ask their question, and its easy for me to answer! A fast response makes a lasting impression.

Jun 04, 2012 07:26 PM #10
Ambassador
1,232,144
Tammie White
Benchmark Realty, LLC (615) 495-0752 or www.TWRealtyGroup.net - Franklin, TN
Franklin TN, South of Nashville

Gabrielle, this is where consumers are searching so we better have an on-line presence or we'll soon be in extinction like the dinosaurs.

Jun 04, 2012 07:47 PM #11
Ambassador
1,564,026
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 800-610-7253 DRE01267479 - Costa M
Gabrielle - I think asking the online consumer where they are in the process makes a lot of sense. It helps us to know what info. they may need.
Jun 04, 2012 10:38 PM #12
Rainmaker
573,702
Phil Leng
Keller Williams Eastside Market Center - Kirkland, WA
Phil Leng Team - Residential Real Estate Experts &

Hi gabrielle,

Sometimes they come online and want to buy right away.

Sometimes they want to lurk, and will not get serious for 5 months, or 8, or 18!

Phil

Jun 05, 2012 03:38 AM #13
Rainmaker
313,710
Sandy Acevedo
951-290-8588 - Chino Hills, CA
RE/MAX Masters, Inland Empire Homes for Sale

This is so true. And usually at first they want to remain very anonymous. So if they give you their email, they are a little more into the process.

Jun 05, 2012 08:48 AM #14
Ambassador
979,831
Amanda and Jared Christiansen, YOUR Fort Wayne Realtors
Century 21 Bradley (260)704-0843 - Fort Wayne, IN
Century 21 Bradley.

This is exactly why I set up my internet leads on a drip campaign.  Most are not even close to being ready to buy, but would rather do some online looking.  Great post.  Couldn't agree more. 

Jun 05, 2012 09:00 AM #15
Ambassador
987,062
Bob Crane
Woodland Management Service - Stevens Point, WI
Forestland Experts! 715-204-9663

Thanks Gabrielle, It does save a lot of time to know upfront that they are not looking for several months or more

Jun 05, 2012 10:06 AM #16
Rainmaker
196,281
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Never underestimate the importance of qualifying your leads :)

Jun 05, 2012 11:24 AM #17
Rainmaker
1,274,832
Richie Alan Naggar Author PEARLS SERIES of books
People first then business! Ran Right Realty Riverside, Ca - Riverside, CA
on LIFE and LOVE plus Real Estate too!

I like you and I like your post...thank you Gabrielle...

Jun 05, 2012 12:52 PM #18
Rainmaker
654,862
Evelyn Kennedy
Gallagher & Lindsey, Alameda, California - Alameda, CA
Alameda, Real Estate, Alameda, CA

Gabrielle:

Most people start looking at real estate sites way before they are ready to start looking in earnest.  

Jun 05, 2012 01:37 PM #19
Ambassador
1,087,987
Debbie Reynolds
Prudential PenFed Realty, "The Real Debbie Reynolds" Your Clarksville Real Estate Professional, 931-920-6730 - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent
Gabrielle, The online customer is first seeking distant from contact with the agent then the information and all of it on the property. When they are ready they will contact us.
Jun 05, 2012 06:31 PM #20
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Rainer
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Gabrielle Jeans

Real Estate Web Solution, Real Estate Trainer and Coach
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