How do you motivate sellers and educate buyers that are on the fence? This was a great panel discussion at the Scottsdale REALTORS®. There were 7 agents that opened their playbooks to discuss the “secrets”. It all boiled down to 2 main themes; know your market, and know your clients.
Know Your Market
Do you know where the new builds exist that have golf course lots for under a million? How about drive times from the West Valley to the East Valley during rush hour? Some of the panel members were “showing off” by talking about which golf course communities had pickleball courts (and how many)!
When you’re helping a client with a move, it’s imperitive to learn about the ins and outs of the options in the territory you cover. As I like to say, if you don’t know the answers to these questions, who should? 😉
Know Your Client
Dollars and cents matter. So does lifestyle. If your clients are holding onto a house while they wait for the market to go up or go down then they are putting their lifestyle edits on hold. How valuable are those lifestyle edits?
I had a conversation with a retired seller the other day that said all he does is sit at home and watch TV. He refuses to reduce the price of his home because, by golly, he’s going to get what he paid for it. Once he can get his price he’s moving to an active community where he can play golf, go bowling, and have a social circle within a golf cart ride.
My question to him, is what’s the value of that year or three that he’s waiting for the market to move? Also, what’s the plan with the $20k that he might be leaving on the table? If you don’t know those answers and you’re trying to assist in a large financial transaction like this, I encourage you to ask. Knowing your client’s scenario allows you to truly help, and not just chase another transaction.
Next-Level Listings Panel
Thank you for inviting me to be in the room, and thank you for letting me share some experiences from stage. It was awesome to hear the questions and collaborate with a new group!
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