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Dave Robertson of RPI Sales and Marketing writes that
his Live South Real Estate Shows are attracting record
attendance in northern cities. He expects this
trend to continue this week at his Mississauga show
outside Toronto where residents have been experiencing
their worst winter in recent memory. These
northern senior consumers are listening to the forecasts
of economic recovery through the next 12 months coupled
with news of dramatically lower home prices in Sunbelt
locations; i.e., "the best time to purchase is before
the end of this year." |
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So, what do these senior consumers want in a Sunbelt home? --
after warm sunshine. Sure, the news of lower prices sounds
attractive, but price alone is not the key determinant.
More than ever, they want all of the community amenities and
interior features that they dreamed of in a new Sunbelt home
(whether it is for seasonal or year-round use) and they expect
to receive them at the lowest price offered in recent years.
The key word in new Sunbelt home sales is VALUE which is defined
as "MOST BANG FOR MY BUCK" and NOT TO BE CONFUSED WITH "LOWEST
PRICE."
The era of constantly increasing sales prices is long gone.
Savvy consumers understand the new definition of VALUE and they
will demand it in their new home purchase. These are not
just frugal buyers, but rather, well-educated consumers who
expect the best products for the best price, and "best" means
real functional amenities and features, not just applied status
symbols.
If you need assistance defining VALUE in your product offerings,
Parker Associates stands ready to assist with 26 years of
experience and three books on marketing and sales. Phone
one of our senior associates at (904) 992-9888 or send an email
to
info@parkerassociates.com.
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