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Generational Selling: The Untapped Niche

  • ALISO VIEJO, CA, August 9, 2007 – Lately there’s been a lot of buzz around a new term called “Generational Selling”. There have been increasing numbers of workshops, interviews with experts, and commentary by industry luminaries about the emerging importance of understanding, working with, and perhaps finding one’s niche in the generational selling market. Terri Murphy, one of the industry’s top speakers, interviewers, and trainers, said in an interview recently that Generational Selling is one of the hottest topics today and well into the future.

    Carmen and Lloyd Multhauf know all about Generational Selling, having recently released a book on the topic, which they’ve followed up with an extensive, information-packed designation course for those who want more in-depth information on the topic.

    According to Carmen, the particular housing market the United States is currently experiencing is the first time there have been all five generations of families on the market simultaneously. This presents a unique opportunity for the agent interested in expanding their business or focusing on a niche, but who hasn’t quite been able to choose one yet.

    Carmen describes the five generational groups as falling into specific categories: the GI Generation, (1900-1924), the Silent Generation, (1925-1945), the Boomers (1946-1964), Generation X (1965-1981), and the Millennials, (1982-2000). Carmen maintains that each group has unique concerns and tendencies they exhibit when buying homes, specifically noticed in homebuyers of all types. “The key,” explains Carmen, “is when you understand the trends you can better understand your customer, and therefore serve their needs more effectively.” As any agent knows, in today’s softening market clients can be hard to come by, so it becomes even more important to hold on and nurture those that do, by providing the utmost level of customer service and understanding.

    Carmen is joined by her husband Lloyd Multhauf, co-author of the book Generational Housing: Myth or Mastery, in this week’s RISMedia/iSucceed Business Development and Training Call Generational Selling: The Untapped Niche. The Multhaufs will give key examples of differences between buying and selling tendencies of various generations, and will offer little known tidbits of information about this growing new niche. Hosted by iSucceed’s own Kelly Kelley, the interview will be available for one week only at www.isucceed.com/rismedia.

    Every Wednesday the RIS Media/iSucceed Business Development and Training Call presents profitable real estate strategies and introduces agents across the country to the full 30-minute iSucceed Weekly Counseling Call, available only at www.iSucceed.com - the most comprehensive online provider of real estate tips, tools, secrets and success strategies, directly from North America’s 175 most successful real estate professionals.