Fall Homebuyers: Yes; they're out there!

Agents might think the home buying season is over once the calendar turns into October.  It's getting darker sooner -- and cooler, there's all sorts of school and sports programs underway and home shopper traffic might seem few and far between.

And, buyers could mistakenly assume if they buy in the Fall they won't see much progress on their home before cold, rain and snow potentially slow construction progress -- and waiting until prime buying season in the Spring could seem reasonable.

Get visual in your storytelling! Make interest rates & process more relevant.

But, says Builderonline in a recent article, "Fall and Winter are a great time to start working with a builder."  After all, much of today's new home sales are "built to order" requiring the "upfront planning and legwork that goes into a new construction home," according to Brian Brunhofer of Meritus Homes.

What can an agent do today to bring today's home shopper to a purchase decision?

Tell your story effectively: Interest rates are bumping around all time lows today.  It is fair to think they aren't going to get any lower. And, today's buyer is that much closer to reaping green benefits!  Use your touchscreen system to calculate payments, illustrate green benefits -- and remember women and millennials two "green leaning" demographics!

Explain your process: While some buyers are interested in a "quick delivery" home, most will be a part of the standard process including approvals, permits, structural option decisions, design center selections.  Let them know your 8-point process or 15 steps to home purchase -- build their confidence in your organization and how the process will create a positive result.  If you can do this visually, all the better as women appreciate creative story-telling.

Get into Process 2.0: Brunhofer suggests that builders are just starting to finalize 2016 vendor bids and many will adjust their home prices reflecting increased costs.  Once buyers understand the time frame involved and the process, suggesting a purchase today is consistent with your story. Show them your construction schedule; introduce them to a Buyer Portal with schedule updates as well as stage of construction photos.

Work Your Co-op Program: Many areas see co-op agents bring in most of their traffic; do you have an established co-op program?  Such a program helps bring in traffic -- and it also helps with co-op sales.  Offer to put your home shopper in touch with one of your co-op program participants; help them understand Spring selling time frames and let them coordinate what is needed for a summer move-in.

Remember: there are all sorts of touch points associated with the buying process.  Information gathering is critical for many of today's buyers -- especially millennials.  Visual presentations and storytelling are key for women shoppers.  Take advantage of the slower traffic season to strengthen the tools necessary in today's market!