5 Key Factors To Convert First Time Home Buyers
It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more. Or maybe you have a creative project to share with the world. Whatever it is, the way you tell your story online can make all the difference.
Don’t worry about sounding professional. Sound like you. There are over 1.5 billion websites out there, but your story is what’s going to separate this one from the rest. If you read the words back and don’t hear your own voice in your head, that’s a good sign you still have more work to do.
Be clear, be confident and don’t overthink it. The beauty of your story is that it’s going to continue to evolve and your site can evolve with it. Your goal should be to make it feel right for right now. Later will take care of itself. It always does.
They are on a time limit
Many first time buyers are on a time crunch for buying a home. While the details change from lead to lead, generally, there’s a handful of things going on that make the clock a huge factor for first time buyers:
They are probably coming to the end of a rental lease
They are likely buying in a price range that attracts competition
They are likely working with a smaller budget, and renewing a lease will probably tap into that if they don’t get into a mortgage
Considering all of these factors, you have to make sure you prioritize explaining the timeline of the loan process, how long they should expect certain parts to take, and how vital it is that they respond to your requests as quickly as possible to keep a timeline moving.
They have questions
This is an opportunity for you to leverage all that knowledge you have to educate your lead.
Questions and answers make up a huge portion of the sales part of the funnel. Making sure you know not only how to answer those questions, but nudge your clients further down the lead gen funnel is a critical skill for sales folks.
These are the customers that likely have dozens of questions about everything from down payment to future refinance options to even what renovations they should plan for the next 10 years.
And all of these questions will need to be met with transparency and support. There’s a reason some loan officers and real estate agents don’t want to take on first time buyers: it’s hard work.
Making the effort to support those clients in every aspect of their first time can pay off in spades in the long run.
They are scared
The narrative most Americans have grown up hearing is that homeownership is not only a major milestone we should all aim for, but also the biggest financial decision you’ll probably ever make.
There’s a lot of pressure for a buyer! Especially when they have never done this before.
Here’s another chance to exercise your empathy. Empathy in action is being able to anticipate the needs of your customers.
Do this by beefing out your content options to be able to support their journey. This way, you can “make” the content once, and use it over and over again for your career to fill the gaps in your customer journey funnel.
They expect you to wear several hats
If you’re fulfilling all the roles your clients (likely) need, you will be wearing several hats through their process. This can include, but isn’t limited to: financial coach, therapist, marriage counselor, city guide, moving expert, credit expert, and more.
First time home buyers are a unique type of lead in that if you nail their process, they will most likely be customers for life. That’s a tall order!
Creating content that helps you fill those above roles without requiring 24 hours a day of attention from you can seem scary, but it’s doable!
Make a content stack. Think of this as your tool chest of content that will support your clients through every touchpoint in their buying journey.
We have a whole guide on building this tool chest. Get started with our suggestions and you’ll be on your way to effortlessly balancing all those hats.
