You may want to ignore them. You may want to just forget about them. Millennials can certainly test people’s patience with their attitude. Born to Baby Boomer parents, this generation grew up at a time when cars were marked “Babies on Board”. But if you’re honest-to-goodness into real estate sales, you’d do well not to take them out of the picture.
Why It’s simple actually. Stats show Millennials buy the most real estate compared to other generations. And they’re not stopping anytime soon. Housing experts predict the years 2020 and 2021 belong to millennials. So? Where does that leave you? If you don’t cater to the biggest chunk of the real estate market, you’d be losing the chance of cornering a share of that lucrative pie.
The million-dollar question now is how do you make it happen. Thankfully, Dale Carnegie’s sales approach should bid you well. That’s how AICDC’s sales strategy should help you. Know millennials as digital natives are not the easiest to close. And that’s what makes AICDC so effective. It can be your secret weapon. For starters, it gives you greater chances to win millennials over. Check out the essentials below.
The Wonderful World of Millennials
Right from the get-go, a definition of terms. Millennials as a word have been thrown around for some time. Strictly speaking, however, millennials are those born between the period of the 80s to the early 2000s. Yup, that’s the reason why they’re called millennials. They existed at the turn of another millennium or 1000 years.
In America, millennials have numbered about 75.3 million by 2015. Today they are in a position to look for a place to settle down, with their ages ranging from 18 to 34 years old. Now to capture this burgeoning market, you need to study its quirks and characteristics.
First up, though millennials are generally harder to please, 89 percent or more than the majority of them utilize the services of a real estate agent. That’s a plus for you.
Secondly, millennials are digital natives. Meaning they’re more engaged in social media compared to any other market. On average, a millennial will have a credit rating of 625. That makes them eligible for mortgage loans that are FHA-insured.
Take note that millennials love comfort. For example, a condominium for sale that boasts of top-shelf amenities such as round-the-clock guards and gated parking garages should be appealing to them. In this regard, you should appeal to their finer tastes.
AICDC: How to Make It Work?
You’d be in a better position to get in touch with millennials if you use technology. That should mean texts, chats, and emails over smartphones, laptops, and PCs. As such, they are highly likely to respond to online ads than to traditional marketing.
Using AICDC to the hilt to attract millennials should be wise. A product of the Dale Carnegie Professional Sales Course, AICDC stands for Attention, Interest, Conviction, Desire, and finally Close.
To apply AICDC, you must attract attention first. You can do this via social media. The trick is to grab your potential client’s attention. Next, you must cater to their interest. This can be done by using probing questions when talking to them. The goal is to know their heart’s desire. What kind of real estate pleases them most?
Then, you should cement that interest. Let them have a most favorable opinion on the real estate at hand. You can do this by utilizing the bandwagon effect. Simply put, when someone sees that many are actively favorable to an idea, a person hearing all those would want to follow.
You can use social proof: Testimonials from people who have bought real estate from you in the past for instance. Subsequently, you should fan the flames of desire. Continue providing social proof. Showing inspiring videos of people who are enjoying the comfortable lifestyle they desire.
Lastly, don’t forget to close. It’s the logical conclusion. Even if you do the steps to a sale right but don’t close, you still have not done your job. To close you can just tell them to choose. Ask them which real estate option is best.
Take note that the sales process does not start on the day you meet your millennial prospect online or offline. It starts when you do your preparation. Why? That’s because if you don’t do your due diligence, you’re bound to botch the sale.
As sales and marketing is a skill that can be learned, you should take time to master your craft. Know the strong points of your real estate. If you’re focused, you’re like a laser light. Thanks to its focus, laser light can cut a diamond. And only then can the gem show its real brilliance.
