Converting Renters into Buyers

Every real estate professional wants to work with more buyer and seller clients. But what separates the best  from the rest, is how they obtain these buyer clients. Many top professionals view and use rentals a way to connect with future buyers, and, in particular, first time home-buyers.

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To convert these renters into buyers, it is vital to identify the ones with the capacity to be buyers. This course will help you know how to identify and convert renters into buyers with confidence!

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You will build your skill set and learn how to:

  • Construct a checklist to identify and qualify potential buyers based on triggers and indicators discussed throughout the course.
  • Use the conversation framework to create scripts for conversations with renters potentially interested in home ownership.
  • Address common pain points around buying to overcome a client's objections or misconceptions.
  • Create outreach plans for clients who weren't ready to buy to help facilitate their path to buying.

This course covers the following content:


Lesson 1: Why Renters are Future Buyers:

  • Changes in renter demographics and financials
  • The gray zone opportunity for real estate professionals
  • The average profile of a buyer
  • Common indicators of potential buyers
  • Questions to ask renters who could purchase
  • Metrics on converting a renter into a buyer

Lesson 2: Approaching "The Purchase" Conversation and Handling Objections:

  • The differences between ongoing and initial conversations
  • How to use the conversation framework to talk with clients about the possibility of home ownership
  • The benefit of using educational materials and tools to help support conversations about home ownership
  • The common renter objections and myths about purchasing a home

Lesson 3: Creating an Outreach Plan and Determining Urgency for Clients Who Elected to Rent First: 

  • How to use the different levels of urgency with varying types of clients to help shape your strategy and outreach plan
  • The critical components of an outreach plan and how to incorporate them into a strategy to keep potential buyers engaged and informed 
  • Keys to creating an outreach plan for clients who weren't ready to buy to help facilitate their path to buying

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Step by step:

  1. Log into Rental Beast
  2. Click the “Education” tab
  3. A new Rental Beast University tab will open on your browser. If it does not, check your pop-up blocker
  4. Find the course labeled “Convert Renters to Buyers” and click “Enroll”.
  5. Start converting your first renter to a buyer!

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