You know what I love?
I love that you – simply by being here to read this – are likely more serious about your business than 95% of the agents out there.
You know it’s important to continually seek ways to improve your skills and evolve with the market.
Right now, those skills are more important than any time in the last 10 years.
In a changing market, your negotiation skills and sales skills become extremely important.
That’s what I’m sharing with you today…
Three ways to update your scripts and skills to match today’s “New Market” conditions.
Because the “Old Market” stuff won’t cut it anymore… You understand that, right? If you’re still using those old scripts, there’s a good chance you’re setting unrealistic expectations for your sellers and setting yourself up for failure.
Let’s correct that right now…
Positioning: Contrast “Old Market” vs. “New Market”
How you position yourself and the market can make the difference between a seller choosing you or choosing a competitor, and/or pricing their home correctly or overpricing it.
So how you do it matters…
What’s critical now is to present information by putting it in the right frame of reference. Don’t just show sellers what’s happening right now. Educate them about the evolution of the market spanning the last couple years. Show them the data: More homes on the market, fewer closings and price adjustments where applicable.
Then – THIS IS SUPER IMPORTANT – refer to previous conditions as the “Old Market” and current conditions as the “New Market.”
This creates a clear delineation and will help them understand that what was happening six months or a year ago is not the case today… That we’re in an entirely “New Market.”
Finally, always remember: If the property isn’t compelling, it isn’t selling.
One of the most important factors of creating a “compelling” property is price.