• Real Estate Agent Advertising | Homes.com

        Real Estate Agent Advertising | Homes.com »

        Real estate agents and brokers, market your listings on Homes.com to reach buyers and sellers in your area.

      • Home Builders

        Home Builders »

        Capture leads and market your communities with native advertising options from Homes.com.

      • Property Managers

        Property Managers »

        Many of today’s renters are tomorrow’s buyers! Property managers, get your foot in the door now by helping them find their next rental with Homes.com.

      • Consumer Brands

        Consumer Brands »

        Moving takes more than a real estate agent and a mortgage professional; promote your business on Homes.com.

      • Mortgage

        Mortgage »

        Connecting Mortgage Professionals with more homebuyers.

      • Lead Generation

        Lead Generation »

        Proven strategies from Homes.com to fill your real estate sales pipeline with future business.

      • Lead Management

        Lead Management »

        Systems and tools from Homes.com that can help you convert your contacts into closed sales.

      • Business Growth

        Business Growth »

        Everything you need to know to build a profitable real estate business from Homes.com.

      • Live Events

        Live Events »

        Homes.com brings world-class training to your city or office with SecretsLive.com events as well as Local Lunch and Learn sessions.

      • Webinars

        Webinars »

        Homes.com free webinars provide thousands of real estate professionals tools to turn those leads into closed deals.

      • eBook Library

        eBook Library »

        Useful real estate business guides and consumer resources that you and your clients are sure to love.

      • Reviews

        Reviews »

        What agents are saying about Homes.com leads, products, and service.

      • About Us

        About Us »

        The history and philosophy of Homes.com, one of the top 5 real estate websites.

Friday at the 2011 ERA International Business Conference in Las Vegas, Matthew Ferrara, President and CEO of Matthew Ferrara & Company, spoke on real estate marketing for the next generation. Mr. Ferrara points out that real estate today was built by Baby Boomers, for Baby Boomers. That’s great, but the next generation of buyers and sellers are not Baby Boomers! What they value is a lot different than what we have been prepared to sell. Hence the problem.

He challenges real estate agents to “go where no real estate professional has gone before.” And part of that concept is to start selling homes the way buyers want to buy, not the way sellers want to sell! Real estate professionals need to market to tech-savvy, quality-focused consumers.

How does he recommend doing that? Real estate professionals need to think “outside the box” as cliché as that sounds.  Don’t be misled by the notion that there is only one way to sell a home or attract a buyer.
Homes.com
Another tip is to bridge the gap between what you know and what you do about it. You know that today’s buyers have changed. They’re receiving information on different platforms and deciding on their own how they want to use that information; they’re innovative and they have high expectations. Bridge what you know about them with what you’re going to do about it. How are you going to reach them on their level? How are you going to provide information to them? How are you going to incorporate technology into your business so you can meet their expectations? These are all questions you need to think about in regards to your marketing strategy. While they may be technologically savvy, that doesn’t mean they are real estate savvy. This is your opening!

Figure out what you have to offer a home buyer/seller that differs from other agents. Define your specialty and how you can market that to the tech savvy consumer in a way that will appeal to them. It’s time to “Go where no real estate professional has gone before” and use what you know to get those LISTINGS!

To see the conversation about the ERA International Business Conference follow #ERAIBC on Twitter.