real estate marketing tools header

Generation X
Bridging the Age Groups will BOOST your Business!

Generation X is defined as those people between 30 and 44 years of age.

Knowing how different generations approach the world can affect your bottom line.

"Most people make a mistake in thinking that everyone views the world just like they do," says Cam Marston, "but it's not true. Depending on which generation you belong to, your wants and needs can be completely different."

Understanding the differences between generations and then using that knowledge in your business can create customers for life.

Here are a few observations and a profile for Generation X prospects/clients.

Their views and attitudes may look like this:

  • Driven by individuality.
  • "Seize the day" worldview. They think three to five years ahead at the most.
  • Cynical.
  • Pessimistic.
  • Taught to always question authority.
  • Have no shared heroes. Heroes are a parent, grandparent or a coach - someone who they've tested and retested.
  • Prove-it-to-me attitude.
  • The most loyal of all generations. They find people they can trust and they stay close, but they'll run you through the ringer in the process.
  • Generation X clients look for short-term solutions.
  • They don't buy, they stalk. They gather a lot of information before buying.
  • They want to be involved. They use technology to double check everything.
  • Value their time above relationships.
  • Are in a position to buy and keep on buying.
  • Murphy's Law exists for this group. They're always looking for a Plan B.

How to work with Generation X clients:

  • You, by doing what you do, are an authority. They were taught to question all authority so be ready to answer a lot of questions.
  • List everything you have to offer them. All your service options, everything.
  • Have a pocketful of references from other Gen X'ers ready to give them.
  • Be prepared to answer "What have you done lately?" You and your company's history are not important.
  • Provide short-term solutions. Use dialogues such as, "We can have this done by the end of the day."
  • Provide backup plans. If something doesn't work out, have a plan B and C ready, and let your clients know what these are.
  • Involve Generation X clients in the sales process. Give them the information you have and help them double-check your findings.
  • Your marketing should sell the steak (not the sizzle). Tell them what it is, what it does and what it's for. No fluff, just the facts.
  • Be prepared to answer the question "why" a lot. This is not an attack on your credibility; it's how they were taught.
  • No hard sales.
  • Either enjoy, or appear to enjoy, your work. Have fun.
  • Create an e-mail list for this group and e-mail them neighborhood statistics and deals on homes in neighborhoods they might want to move to. Personalize these e-mails and then give your Generation X clients the choice to opt out.
  • Prove that your service can give them back their time.

Barney Johnson, is the Broker of Record for Re/Max Crossroads Realty Inc. in Toronto, Ontario, Canada. You can always contact Barney at

View more of Barney's observations on the Generation X and Millennial age group of potential buyers here.

The Prospecting Success Trio!

The Prospecting Success Trio

Together, these three programs give YOU the Secrets you need to SOLVE the Hardest Parts in the Real Estate Sales Process. Learn more...

More About ...

checkmarkPre-Listing Presentations

checkmarkBeat Your Biggest Competitor With Winning Listing Presentations!

checkmarkGen X'ers love & appreciate this kind of real estate marketing!

checkmarkHow to attract the Millennial Buyer!

checkmarkThe Top 10 Real Estate Prospecting Attitudes for Real Estate Agents.

checkmarkIncrease The "Perceived Value" Of Your Realtor Service.

checkmarkHate Prospecting? Discover 12 Easy Ways to Generate Up to 27 Leads a Day…Without Prospecting

Notable Quotes

quote openWe must reset our sails to take advantage of these changing winds and prosper as a business and individual. You can make the most of this downturn and position yourself for the next boom that's going to follow.quote close
~ Harry S. Dent, Jr.: Economist, Money Manager, and Author


Lead Mastery Image

Lead Mastery: Imagine having systems in place and scripts to use that would help you capture, assess, qualify, and follow-up with leads. Lead Qualification System With 81 Proven & Tested Lead Scripts and much more.
learn more image

streaming audio image
Mindset of a Champion

streaming audio image
Double, Double!
Double Your Income, Double Your Time Off!

red arrow bullet  More Marketing Tools For Generating Real Estate Leads Here...

Email Marketing
AWeber - Email Marketing Made Easy

Real Estate Marketing RSS Feed

What is this?
Add to My Yahoo!
Add to My MSN
Add to Google

Hot Realty Tips For Agents

FYI ...

Finding Buyers Kit

Real Estate Marketing Tip of The Day

Real Estate

Page copy protected against web site content infringement by Copyscape

Contact Us | Privacy Statement | Sitemap
Return To Top
Copyright © 2009 | Generation X