Generation Buy
Course Credits: Counts as one REBAC elective course to be applied towards the ABR® designation
Course
Duration: 1 Day
Format: Classroom, Online
Course Objective
At any given time, today's real estate professionals may be working with four generations of real estate buyers: Millenials, Generation X, the Baby Boomers, and Matures. So how do real estate professionals assess the distinct wants and needs of these generations and nurture real estate client relationships for a lifetime? Say hello to Generation Buy.
In this one-day course, students will examine the characteristics of these home buying generations and evaluate their expectations (expectations of the agent and the transaction) as well as communication preferences. As a turnkey resource, this course offers generation-specific marketing tools, networking tips, scripts, and counseling strategies to help real estate professionals formalize their agency relationships.
Course Outline
Chapter 1: Generational Profiles
- Describe the factors that contribute to generational classifications
- Examine the generational profile and characteristics for Millennials
- Examine the generational profile and characteristics for Generation X
- Examine the generational profile and characteristics for Baby Boomers
- Examine the generational profile and characteristics for Matures
Chapter 2: Current Context
- Identify market factors that apply to all generations of buyers
- Analyze the profile of today's buyer
Chapter 3: Millennials
- Describe characteristics and expectations of Millennial home buyers
- Examine various strategies to connect with Millennial home buyers
- Determine appropriate communication protocols, marketing tools, and networking tips to reach Millennial buyers
- Evaluate unique considerations for Millennial buyers
Chapter 4: Generation X
- Describe characteristics and expectations of Generation X home buyers
- Examine various strategies to connect with Generation X buyers and provide value during the real estate transaction
- Determine appropriate communication protocols, marketing tools, and networking tips to reach Generation X buyers
- Evaluate unique considerations for Generation X buyers
Chapter 5: Baby Boomers
- Describe characteristics and expectations of Baby Boomer home buyers
- Examine various strategies to connect with Baby Boomer buyers and provide value during the real estate transaction
- Determine appropriate communication protocols, marketing tools, and networking tips to reach Baby Boomer buyers
- Evaluate unique considerations for Baby Boomer buyers
Chapter 6: Matures
- Describe characteristics and expectations of Mature home buyers
- Examine various strategies to connect with Mature buyers and provide value during the real estate transaction
- Determine appropriate communication protocols, marketing tools, and networking tips to reach Mature buyers
- Evaluate unique considerations for Mature buyers
Chapter 7: Putting it all Together
- Review key concepts for working with generational buyers
- Identify action steps to improve your business