In today’s episode of the Live UNREAL Podcast, Jeff shares how we can create buyer and seller urgency, and eliminate the misconceptions and assumptions that get in the way of them getting the outcome they want right now. 

Very often, we hear both clients and agents saying they don’t want to buy or sell in winter, and that they would rather wait until spring. In a market like the one we’re in right now, that way of thinking can lead to them losing out on the house they want, the best price for the home and the current interest rates. As agents, it’s important that we learn how to articulate why it makes sense to buy/sell now instead of waiting. 

Jeff Glover will share with you what you need to be doing to eliminate the reluctance to buy or sell right now, and the piece of value we can include in our sales process to make them want to take our advice. 

We also discussed; 

Why buyers need to take advantage of the current interest rates 

How to use the timing analysis to create urgency

How to articulate the value of selling and buying right now 

Why we need to manage the expectation of how long the real estate transaction will take 

Quotes 

There’s no perfect time to buy or sell estate, the answer is when it’s right for our clients. -Jeff Glover  

When a buyer’s offer doesn’t get accepted and we don’t tell them that it might happen, they will get mad at us. -Jeff Glover  

Prices and interest rates going up for buyers equals a poor combination for waiting till spring. -Jeff Glover 

Key Points 

There are certain market conditions that require buyers and sellers to take action. Interest rates are lower than they’ve ever been, and they are set to go up. If buyers wait, they will be paying more for the same inventory. Recommend being more aggressive with the inventory that’s out there now so they don’t have to get stuck paying more for the inventory later. The low inventory of the current market means the seller has less competition with other homes on the market, so it’s best for them to take action now.

A lot of agents can’t actually articulate the reason why it makes sense to do something now vs. waiting, and then it’s hard for buyers and sellers to understand why it’s important. We have to be able to articulate and explain to our clients why they need to take action now, have 2-3 reasons and back up our claims with market data. If we can articulate it well, they are more likely to take our advice. 

Most buyers assume that the process of buying the home and moving in is going to be 30-60 days, but it can be a lot longer. When we use a timing analysis, and get them to understand how long the process can take, they will want to move immediately.