Buyers – Are You Telling Them The Truth?

The question has been coming lately – how much do you tell buyers in the first meeting about the state of the market? In today’s world of multiple offers, escalation clauses and waived contingencies, it’s a lot to absorb for any buyer, especially a first time buyer.

There is the concern that you might scare them away, and the wistful hope that maybe they will get lucky and it won’t be that bad.

Here’s an important thing to remember: You didn’t create the market.

You didn’t create a shortage of inventory, or a surge in demand.

But what you CAN create is a scenario in which your clients feel informed and empowered to venture in and know that they will be successful.

How do you do that when it feels like so much is outside of your control?

Lay it all on the line at your very first meeting. But as with everything, it matters how you say it. More importantly, the context matters.

Here are 4 ways to help you frame the conversations in your next buyers appointments:

  1. Deciding quickly: Rather than being a source of stress – highlight that it’s a great filter to know whether it’s the right house. If a client is hesitating about making a quick decision it just means it’s not the right house. (without this filter it’s easy for Buyers to feel like they aren’t cut out for the market) Re-assure them that for the right house, it will be easy to say yes quickly.
  2. Paying over the asking price, and likely more than the last sales price in the neighborhood: Basing your max offer price on the last sale price in this market isn’t going to get it done. Whatever their sales price is will likely be the highest in the neighborhood, for now. And 6 months from now, when there have been other sales higher than theirs, they will feel like they got a deal.
  3. Waiving financing: This is a big one, and not to be taken lightly, yet it’s probably what needs to happen to be successful. Encourage your clients to talk to their lender early about what this could look like and what their plan B would be. If the house doesn’t appraise could they switch from 20 – 10 percent down to pay the difference? Knowing their options ahead of time is crucial to them feeling empowered.
  4. Focus on the interest rate: That is where the win is right now. They aren’t going to get a house 10% under market, but they are going to get an interest that will either allow them to buy more house than they thought possible, or give them a payment that is lower than they ever imagined.

In every scenario there is a benefit. This is a market that encourages quick decisions which empowers Buyers to have a clear yes or no on each house, which is much better than a “maybe”.

Whatever the market is, having clients fully informed from the very beginning empowers them, strengthens your relationship and makes the whole process a lot more fun.

To your success!
Nicole

Leave a Comment





Signup to receive Nicole's blog posts via email weekly:

Other Posts

What if EVERYTHING is Working Out For You?

February 7, 2025

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

January 24, 2025

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

January 17, 2025

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

How Lowering Your Bar Can Help You Reach Your Goals

January 10, 2025

January holds a special mix of big dreams and deep insecurity for a lot of agents. If you find yourself toggling between the two – know that you’re not alone. We usually associate big dreams with big actions. So we make long to do lists as proof of our commitment to increasing our income. Often…

Read More

Success Secret: Do Less of What You Like and More of What You Love

January 3, 2025

This post was inspired by my good friend Valerie Garcia. She shared this note in her newsletter this week: Love by Jon Acuff Want a simle goal you can accomplish in 2025? Do less of what you like and more of what you love. I like watching Netflix. I love holding a book I’ve written…

Read More

Is How You’re Working Really Working For You?

January 1, 2025

Welcome to 2025! I love New Years Day – the feeling of a fresh slate, a world of possibilities available with 365 beautiful days ahead to create magic. As we embark on a new year, set goals and make plans here’s one question that’s worthy of pondering: Is how your working really working for you?…

Read More

Do All Things With Great Love

December 20, 2024

Do All Things With Great Love As we head into next week with Christmas and Hanukkah this feels like the perfect reminder. Whether you celebrate the holidays or not, next week can be a bit much. It’s easy to get caught up in a whirlwind of what you ‘should do’ or ‘have to do’. Before…

Read More

Wondering about 2025? Relax, You Already Have Clients Ready To Go, I’ll Show You Where To Find Them

December 13, 2024

Spoiler alert, you already have clients ready to go for 2025 – but you might not realize it yet. Right about now agents start looking to the new year wondering: Where will your clients come from? Can you do this again? What new marketing plans do you need? How much will they cost? Before you…

Read More

The Real Reason We Started Experiences vs Stuff for the Holidays

November 29, 2024

We’ve been doing experiences vs stuff with the boys for years. This year we are in Palm Springs loving the sunshine. It’s a tradition we all look forward to. We’ve gone all sorts of places: Maui, Boston, New York, Costa Rica, and Ireland just to name a few. On the last night, we pick a…

Read More

Action Plan vs Business Plan

November 22, 2024

Is it just me, or does business planning overwhelm you? I’ve tried doing a traditional plan over the years. One where you: Set an income goal Figure out your average price point and income Use that to calculate the number of sales required Break it down to how many referrals to convert to appointments to…

Read More