The Art of Winning Conversations in a Tough Real Estate Market

By David Brownell

From an agent who’s been in the industry for more than 25 years, mastering lead conversion is the key to setting ourselves apart from the competition and achieving remarkable success.

In uncertain markets, real estate professionals are most valuable. People seek our guidance more than ever. However, discussing real estate can be tricky given the current scenario – with rising rates and prices, many believe it’s not an ideal time to buy. So, how do you navigate conversations about the housing market with your clients?

Looking forward to 2024, projections indicate a potential increase in home prices by 2% to 3%, while interest rates might decrease by about half a percent. This could mean that despite rising prices, due to decreased rates, mortgage payments a year from now might stay similar to the present, meaning waiting for rates to drop might not yield the expected benefits. Remember, you can refinance rates, but the house’s price remains unchanged. It’s crucial to convey this message, though it might fall on deaf ears during a downturn. People often perceive such advice as salesmanship. Discussing the advantages of buying when it seems unfavorable requires finesse. To navigate these challenges effectively, consider the following three strategies:

1. Reframe the conversation. Instead of asserting it’s a good time to buy, use words like “consider,” “assess,” or “evaluate.” Encourage a discussion rather than presenting absolute statements, fostering curiosity and interest in exploring options.

“Discussing the advantages of buying when it seems unfavorable requires finesse.”

2. Acknowledge their perspective: Accept their belief that it’s a bad time to buy and focus on educating potential buyers and preparing for action in the upcoming months. Guide them on steps to position themselves as informed and ready purchasers when the timing aligns.

3. Exercise patience and inquiry: Avoid rushing to conclusions. Ask more questions, gather context, and deeply understand their situation before offering advice. This patient approach helps tailor guidance to their specific needs.

By implementing these three approaches, you can maintain professionalism, stimulate curiosity, and become the go-to real estate professional, even during challenging market conditions. If you need more help discussing today’s uncertain market with your clients, call or email us. We’re always happy to help.