Going Off Script – How Do You Describe The Market?
I’ve heard all of these used to describe the market as agents talk among themselves and also with their clients.
These are not helpful scripts. How confident are you in your abilities when the words you use relative to the market are fear based?
And how confident should your client be in working with you, when you say things like this?
Yes, we need different strategies than we did a few months ago. But I think we forget – most (99.999999999%) of buyers and sellers are doing something that has absolutely nothing to do with the market.
Meaning: they got married, or divorced, or took a new job in a different location, started a family, had kids leave the nest, etc.
Which means they are not trying to time the market, they are looking to move because of a life change. So they are less concerned with whether the market is up or down or sideways and more concerned that their agent has the skills to get it done.
Remember – It’s all about pain and pleasure. They are trying to solve some sort of problem – the house is too big, too small, in the wrong location for what they need, etc and move towards pleasure.
That is where you come in. Your job is to advise them in the current market relative to their goals. The market isn’t good or bad, it just is.
Once you let go of worrying about if now is the right time to buy or sell and focus on solving your clients problem, you realize the market is fine. And there is lots of real estate to be done.
To your success!
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