Let's talk about our clients. The market is moving so fast, and in some cases, it might just be too much for buyers and sellers, which leads them to change their minds about moving. Bad news for you. Here are a few tips from real estate coach Tom Ferry that might help you keep your buyers and sellers on track in an uncertain market.
1. Set Realistic Expectations
You don't want to sound like doom and gloom, but you should set realistic expectations with your clients. Assure them that you'll help them every step of the way. If your buyers or sellers become hesitant, you can remind them about the conversation. And talk them "off the ledge." While calming nerves, you're also building trust.
2. Empathy Goes a Long Way
You have to remember that your clients aren't in the business. They don't deal with the situations that you deal with daily. Have patience and understanding by putting yourself in their shoes. Share stories where you've helped other clients in similar situations. Your experience will ease any fear.
3. Take the Advantage with Numbers
You have access to a ton of data. These numbers are your proof of what’s really happening in the market! Use the numbers to your advantage. Let your buyers know that prices are likely going up if they wait. Sellers can understand that sale prices are high, and they'll get more for their homes.
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Action moves you forward. What action can you take this week to break loose from whatever is holding you back?
WORDS OF WISDOM:
The only person who is truly holding you back is you. No more excuses. It’s time to change. It’s time to live life at a new level. - Tony Robbins