There’s enough scary news and speculation floating around the internet to make even seasoned real estate professionals take pause.
Interest rates. Inventory levels. Pundits talking about recessions and buying power.
As industry professionals, our job is to watch, listen and apply what we’ve learned over the years to guide us through times like these in much the same way we do when the market is booming.
But what about your potential customers?
The people who have never bought a house? Or the folks who only buy or sell a house a few times in their lives.
What are they thinking? And are all the same things you read about putting them in a state of indecision?
I believe this is when we need to demonstrate our leadership and help these customers make educated decisions.
Here are a few suggestions for doing this:
#1 – Think Long Term
There’s one thing we can count on in the real estate market: change.
Markets boom. They slow down. They eventually get back to “normal”.
But in the end, homes continue to appreciate over time, even if that isn’t always as rapidly as in recent years.
Think about people who bought in neighborhoods like Lakeview in the 70s or 80s. What did they pay for their homes then versus what they could sell them for today?
Getting sucked into worrying about short-term changes in the market may keep your customers from enjoying these kinds of long-term benefits.
Remember, when it comes to real estate, long-term thinking wins.
#2 – Reset Expectations
The market conditions of the last few years were anything but normal thanks to a global pandemic. And any time market conditions change so quickly and so drastically, they must reset.
Just like customer expectations.
Help your clients understand why swings in the real estate market happen, and perhaps why you shouldn’t let trying to “time” the market conditions influence your real estate decisions.
Instead, focus on the fundamentals – helping people find the right home for their needs and getting a home loan they feel good about.
Remember, people are still getting married, having kids, relocating for work, sending kids off to college, going through divorces, and all the things which are part of life. People don’t stop living because of the news about the real estate market.
Be the Leader I Know You Are
I believe this is your time to shine. It’s your chance to showcase your experience and knowledge, while letting your drive to serve and help others win out over fear and uncertainty.
Please reach out and let’s connect soon to talk about how we can work together to help our clients get what they need, no matter what the market is doing.
I look forward to hearing from you soon!