It’s no secret that this podcast focuses on helping real estate agents focusing on serving second home buyers and agents focusing on selling luxury real estate.

But have you ever thought about how interesting it would be to go through the second home buying experience, with all the knowledge that you have learned, and see what it would be like?

Recently, I had the chance to experience the second home buying experience from the other side of the table: as a buyer.

My wife and I decided that it was time to buy a second home. We did some research, identified our target market, contacted three different agents to get started, and made the trip to San Diego.

During that time on the other side of the experience, I was able to see a lot of things with an agent’s perspective, comparing and weighing my experience as an agent with my experience as a buyer.

That process is always fascinating, and rather enlightening. I gained a lot of insights that have confirmed my customer service philosophies - you’ll want to give the episode a listen!

This week on the podcast, it’s just me; no guests. I’m breaking down the process from the other side, as a buyer. What did I see, what did I learn, what was the process like. I hope it’s helpful for you to hear about the second home buying experience from the other side; listening to the thoughts and ideas of the buyer.

And yes - in the end, we did buy a condo!

Highlights of this episode:

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  Tom introduces the episode, and about his decision to invest in a second home.

  
  
  
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  When it comes to buying a second home, make sure you know where your buyer is interested in looking! Just because they come to you doesn’t mean they are interested in buying in your specific community.

  
  
  
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  Know where your clients are coming from: once you know their perspective, you’ll be able to serve them effectively!

  
  
  
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  First impressions matter! Tom worked with three different agents, and was upfront about that fact from the beginning.

  
  
  
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  Most second home buyers are a little older, and more tactile: the print materials that you hand them matters. Be organized, and have details for them.

  
  
  
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  Tip: if you take a second home buyer out to eat, take them out to eat in the community where they are looking at purchasing their home, so they can get an idea of the feel of the place before they make a purchase.

  
  
  
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  Sell the lifestyle, not the home. Help your potential buyer see the big picture: remember, you’re selling the dream, NOT real estate!

  
  
  
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  Sometimes, the process evolves: Tom realized that his wish list was a bit unrealistic, so it evolved and changed through the purchasing process.

  
  
  
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  Consumers want more information! Know that your clients have access to data: they will do their research on real estate websites. Be prepared for them to have access to knowledge, some even that perhaps you don’t have access to!

  
  
  
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  Be ready to explore similar options to what the buyer has told you: remember, “buyers are liars” and don’t always know exactly what they want.

  
  
  
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  Find ways to communicate with the husband AND wife when selling a home: getting individual answers helps you to pinpoint the best options. Sometimes, spouses don’t communicate well through this process because one doesn’t want to offend the other.

  
  
  
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  Use this line: “If you could get any of these properties right now, without any regard to price, which would you choose?”

  
  
  
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  Help educate your second home buyers on the community they are joining! If they are from out of town, they don’t know the local experience. Connect them with resources.

  
  
  
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  Keep your clients informed as to what to expect throughout the process. Contracts and communities are different: they may have done this before, but it’s different every time!

  
  
  
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  Follow up is key! After you talk with your second home buyers, transcribe the notes and send them to the buyer. Connect with them: you can get referrals and make sure that they have been taken care of!

  
  
  

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

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  2nd Home Agents website

  
  
  
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  Facebook

  
  
  
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  Instagram

  
  
  
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  YouTube

  
  
  

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Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

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As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!