Now that the market is calming down your clients need you more than ever. This is your time to add value. When the market was busier perhaps they felt they didn’t need to so much.
First, your buyer clients need you to help them sift and sort through the increasing inventory levels. You might also be able to help them find a listing that is now off the market or stale, representing another opportunity to add value.
And now that market conditions have changed, they will need you to negotiate the right price and help them to avoid paying too much.
Second, your seller clients and prospects also need you. Many sellers are now looing back at the sales stats of April and May when values peaked. You will need to develop your empathy skills, your consulting skills and get a good handle on the stats to prove to them that the Spring market is over.
You will need to show them that they must price their property under those stats as prices start to moderate and flatten, or they risk failure.
Unfortunately, too many REALTORS® avoid this necessary and unpleasant confrontation. In the end, if your seller client does not sell you will be blamed.
I teach scripts and dialogues that you can use to ethically and professionally guide your buyers and sellers through these changes.
Please call me if you need some help.
Learn on You Tube: Stuart Neal, Edmonton Real Estate Career Coach.
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Start your real estate career. Call Stuart at: 780-760-2014 ext. 3 or go to our Careers page - Ambergate Realty Advisors Careers.
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