Client Conversations in a Changing Market
There’s no denying it, the market is different right now. There is more inventory, homes are taking longer to sell, and we are seeing more price reductions. There is a feeling of everyone holding their breath, waiting to see how it all shakes out.
My guess is that we won’t really know what is going on with the market until February or March of next year. That is when the market typically takes off and we see prices increase. If that happens, then this was a small blip, but if not, it is indicative of something bigger.
All of that sounds great, but what do you do in the meantime, knowing that you need to probably sell a house or two between now and then?
Here are some things to consider:
- Sales are still happening. Look at the market watch section of the MLS. It shows the new listings and pendings along with closings, price reductions and more. There are sales happening every day. Lots of them.
- No matter what happens – Sellers will still need to sell and Buyers will still need to buy.
The strategies you use may be different, but it’s all going to keep moving forward.
Remember, what you focus on expands.
With change comes an opportunity to stand out and be of service.
What do you say to your clients when you aren’t sure of the answers?
- It’s okay to say “I don’t know”. In fact, I think it instills confidence in your clients, because that is the most honest answer right now.
- Talk through the possibilities. With a buyer or a seller there are a couple of ways it can go in the short-term and the long-term. Make sure they are okay with their choices before moving forward.
- Ask them what they need from you in the process. Let them know you’re on their side and here to help with whatever they need.
Know that you can do this. More than anything, this is a time to show up as you. Be genuine, be honest, and be there to support your client throughout the process.
To your success!
Nicole
Signup to receive Nicole's blog posts via email weekly:
Other Posts
The #1 Reason Clients Don’t Choose You
Don Miguel Ruiz said it best in his book – The 4 Agreements: Don’t Make Assumptions Find the courage to ask questions Communicate with others as clearly as you can This one agreement can completely transform your life Beautifully said. Assumptions are the #1 reason your clients don’t choose you. As agents we assume many…
Read More
Letter to My Younger Self
Today is my birthday. For me, birthdays are a beautiful mix of celebration, anticipation and reflection. This post is dedicated to reflections. Things I wish I could tell my younger self. Imposter syndrome is normal! You’ve spent so much time doubting yourself. Feeling like everyone else knows what they are doing while you’re still trying…
Read More
Managing the Adrenaline / Emotional Roller Coaster of Real Estate
Closings, getting mutual on a contract, receiving a referral – there are lots of wins in real estate. Each one brings a shot of adrenaline that feels amazing. However, those moments are often short lived, with a lot of space in between. If you aren’t careful that space can fill with self doubt, insecurity or…
Read More
Why Proving Yourself Is A Bad Idea
I competed on a listing this week that I didn’t get. It was a great one too – awesome house, great clients. It was one I really wanted. When I got done pouting I took a few minutes to ask myself, ‘where did it go wrong’? Our first appointment was amazing! The second one, not…
Read More
The Secret To Success: How Awareness Transforms Everything
‘The first step towards change is awareness. The second step is acceptance. Let us not look back in anger, nor forward in fear, but around in awareness.’ – Source Unknown Last week focused on letting go of the need to play catch up. The only thing that matters is focusing on the present moment. The…
Read More
Don’t Try To Catch Up – Just Start Where You Are
I’ve spent the last few days in Virginia at my favorite real estate conference, Genuine Hustle, where I had the honor of presenting a session on asking powerful questions. It’s the most authentic, vulnerable, supportive and all around amazing group of agents that I’ve ever spent time with. They haven’t released the location or dates…
Read More
This Phone Call Brings In The Most Referrals
Can calls really translate into referrals? Are some more effective than others? When we work with clients it’s easy to go into ‘get it done’ mode. We focus on getting from contract to closing as quickly and smoothly as possible. And to be fair, that’s a big part of what our clients hire us to…
Read More
What if EVERYTHING is Working Out For You?
What happens when you have a ‘set back’ ? Does it send you into a tail spin of fear and insecurity? Do you brush it off and move on? Or – Do you view it as confirmation that you ARE on the right path, realize it wasn’t the right opportunity or situation for you, and…
Read More
Don’t Do This Alone
I was lucky enough to be invited to mastermind with these amazing agents for a few days this week. We talked business, but it was so much more than that. We talked about being intentional with our lives, the hours we worked, the struggles we face, our investment strategies (owning rental real estate of one…
Read More
Collaboration Over Competition, This Is Your Chance To Learn From The Best
What if you could stop over thinking how to run your business? What if you knew exactly what other agents do to attract clients? This is your chance! Season 2 of Secrets of Attracting Clients starts January 27th and I’m super excited for this years line up! We have 12 amazing sessions, all with ideas…
Read More