The Move-Up Buyer: Educating Your Clients About Home Equity

The stars are aligned for a good year for move-up buyers. They are playing a major role in the cash sales that dominated real estate transactions in the second half of 2013 and now account for more than half of all sales. High demand for entry-level homes and relatively low prices for mid- to upper-level properties are creating a positive climate for this segment, which is so critical to the health of the real estate economy.

As a real estate professional, it is important that you know how to market to your clients who happen to be move-up buyers. These clients are most likely able to navigate through the do’s and don’ts when the time comes for them to buy their next home, because they have been through the homebuying process before. However, as their agent, it is important to provide helpful resources and information on selling their current home.

Also, it would be very valuable to help them to see the potential of a new home with more space for a growing family or just needing the space. When in the process of buying a new home, your clients should understand their current home’s value and the equity that they have in their home in order to know exactly what they can afford when considering new homes.

As their real estate agent, your client is trusting you to equip them with the tools they need to help make a decision that is beneficial for themselves and their families. For more tips on move-up buyers, visit Homes.com’s resource center for customizable checklists, ebooks and more.

 

Jason Parker

Jason Parker

Jason worked for several years in the real estate industry as a licensed agent and member of the National Association of REALTORS. He has an MBA from Florida State University and enjoys writing about how agents can improve their marketing efforts.
Jason Parker

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