Buyer’s Journey

Definition

The buyer’s journey is the process that potential homebuyers go through when making the decision to purchase a home. It typically includes three stages: awareness, consideration and decision.

Key Takeaways

• The buyer’s journey helps you understand how prospects move through the decision-making process.
• Each stage requires different types of content and engagement strategies.
• Real estate teams can tailor their marketing to meet buyers at each stage.

Why It Matters

Understanding the buyer’s journey helps real estate teams provide relevant information and support at the right time. By aligning content and communication with each stage, teams increase the likelihood of conversion.

Real World Example

A potential buyer starts by researching general home-buying information (awareness), then compares different properties and financing options (consideration) and finally chooses a specific home to purchase (decision).

How Sierra Interactive Helps

Sierra’s marketing automation allows you to segment leads by their stage in the buyer’s journey and automatically deliver personalized content and offers that guide them through each phase.

Frequently Asked Questions