11-17-05

Things you may not know about Gen X. Gee Dunsten led a general session at the NAR Convention called "Generation X--The Emerging Buy of Today!" The Gen X population (born between 1965 and 1976) is half the size of the baby boomer generation. What are they interested in when purchasing a home? At least two bedrooms, large master bath/tub, home office, energy efficiency, low maintenance, open floor plans, gas fireplaces and wet bars, natural products and solid surfaces, more amenities and less square footage, exciting entertainment areas, 10-foot ceilings, interesting courtyards or decks, two-person showers, columns inside and out. According to Dunsten, things that will impress when working with the Generation X client:

• Laptop computer, sonic measuring device, digital camera, PDA, talking house signs.
• Be efficient.
• Competence is more important than schmoozing.
• Have an information-rich Web presence.
• Xers like to ask lots of questions. Be available to share information.
• Know your stuff and show it with technology.
• Don't hover. Back off and give them the time and space to make informed decisions for themselves.
• Allow them to be "anonymous" if that seems to be their preference.
• Don't expect them to be warm and friendly even when you're doing a good job.
• Give constant feedback.
• Prefer to communicate by e-mail.
• Expect them to be an active participant in the process.
• Discuss pros and cons.
• Demonstrate the benefits of being loyal to you.