Right now the buyers’ desire to get engaged to get committed to the process is really weakening, their need to wait is increasing – ” wait to see” or “wait for the market to drop”. If you’re feeling it, then I really hope that you are shifting your strategies.
Click to watch the video (or simply read the transcript) below to learn more.
Are you feeling it? What I’m referring to, of course, is the shifting market.
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Buyers’ sentiment is waning. Their desire to get engaged to get committed to the process is really weakening.
If you’re feeling it, then I really hope that you are shifting your strategies.
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You need to shift how you speak to your buyers.
“Talk to the buyers in the language they want to hear”
Don’t defend the price the thinking it’s all about record sales and, you know, having multiple bidders on every property.
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Ask good quality questions to understand:
How are you going in the market?
How long have you been looking?
What are you sensing out there?
What does that mean for you in terms of your purchasing?
You need them to tell you where they’re at and what they’re thinking because they’ll say:
“Oh, look, we think the markets dropped and we think it’s going to come off”
And this is where you shift that and you agree with them:
“I agree. Now is the time that buyers have been waiting for it’s so different to last year, I bet you’re glad you didn’t buy last year because the opportunity is now in this climate”
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Have your buyer lists really sharp and tight keep those buyers close.
Your ‘A’ buyers are at the peak of their buying cycle, they are buying now and making offers but nothing to sell.
Your ‘AA’ buyers are the ones you want to stay close to right now. The minute they buy, they are listing their property for sale.
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Have your two lists really clear.
Sharpen your language to show excitement about what the market shift means for them.
How can I get you into something while these conditions last?
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Caroline Bolderston
With over 17 years of industry experience Caroline has a track record of personal high performance and exceptional results. Taking her passion for Real Estate sales and her genuine interest in sharing her expertise to develop others, she was the creator of the Belle Property Academy which has delivered many $1M agents and high performing sales teams.