Smaller than the baby boom, generation X makes up 50% of all first-time homebuyers. These prospects are stern, brash and reluctant to beat-around-the-bush selling tactics. They’re smart, independent, pragmatic and expecting you to perform. So how do you, the modern Realtor, make this demographic your customers? Here are a few tips to satisfy the expectations of your next home buyer:

1. Clear facts. Help them along in their journey by giving them the information they need to improve their odds of buying the right property. Are they interested in townhouses or condos? Do they want a detached home in a more established neighborhood? If you have the facts and appropriate information at your fingertips, you may have your next customers.

2. Trust. Develop a relaxed conversation with your buyer. Talk with them. Help them with their decisions. Enable the buyer to see options available to them. In these ways, you engender the trust necessary to develop a lasting and fruitful relationship with your Generation X customers.

3. Value. The Xer is not brand loyal, but decision loyal, so you will want to help them see the value of your services. You want to help them understand that because of your value to them, they will make the best decisions, but only with your help.
For the stay-at-home mom who may not have much time on her hands, offer to compile any information she has found on her own.

4. Knowledge and Credibility. They’ve done their homework and are not afraid to move on to another realtor. Offer your client knowledge about the market ahead, and tips to help simplify the home-buying process. Compile industry news and present it along with your own researched findings; show them how this information will get them closer to the desired outcome.

These simple steps demonstrate your professionalism and establish credibility. Buyers are very savvy these days, but they want someone more savvy than themselves. And they will look to you to negotiate the purchasing process.

Hopefully, these tips will take you a step closer to conquering Generation X.

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