Patience A successful practitioner must have patience! Realize that the purchase of a second home is completely discretionary, plus the timing has to be right for the buyers. In resort areas, buyers may vacation at the destination for several years before deciding to purchase. Experienced practitioners often report that the purchase transaction is frequently made off-season. Furthermore, it can take several years for a buyer to make a decision about purchasing a second home. Repeated follow-up, even more frequent than for regular residential business, is essential to the practitioner’s success. Second-home buyers typically take a long time to make a decision, but don’t assume that they all do. The question, is keeping you from “What buying at this point?” will surface the buyer’s objections and hestiations. Customer Service Practitioners should be prepared to provide a wide range of customer services and handle a range of aspects of the transaction that residential buyers or sellers would ordinarily handle on their own. In fact, customer service often creates market distinction and wins valuable future referral business. Customer service must be very flexible because practitioners must deal with diversity of income, culture, nationality, and other aspects. Spontaneity and flexibility are essential. Mind-set Perhaps the most distinctive characteristic of the resort and home practitioner is mind-set. Successful practitioners view themselves as ambassadors for the destination. They realize that they are selling a lifestyle and destination in addition to the property. Community Involvement Experienced practitioners speak of being active in community issues and local government and developing strong ties with local visitors and tourism organizations. Staying current and maintaining a continuous curiosity about their local market is a key to success.
Patience A successful practitioner must have patience! Realize that the purchase of a second home is completely discretionary, plus the timing has to be right for the buyers. In resort areas, buyers may vacation at the destination for several years before deciding to purchase. Experienced practitioners often report that the purchase transaction is frequently made off-season. Furthermore, it can take several years for a buyer to make a decision about purchasing a second home. Repeated follow-up, even more frequent than for regular residential business, is essential to the practitioner’s success. Second-home buyers typically take a long time to make a decision, but don’t assume that they all do. The question, “What is keeping you from buying at this point?” will surface the buyer’s objections and hestiations. Customer Service Practitioners should be prepared to provide a wide range of customer services and handle a range of aspects of the transaction that residential buyers or sellers would ordinarily handle on their own. In fact, customer service often creates market distinction and wins valuable future referral business. Customer service must be very flexible because practitioners must deal with diversity of income, culture, nationality, and other aspects. Spontaneity and flexibility are essential. Mind-set Perhaps the most distinctive characteristic of the resort and practitioner is mind-set. Successful practitioners view themselves as ambassadors for the destination. They realize that they are selling a lifestyle and destination in addition to the property. Community Involvement Experienced practitioners speak of being active in community issues and local government and developing strong ties with local visitors and tourism organizations. Staying current and maintaining a continuous curiosity about their local market is a key to success. home