The Market is on the Move: 3 Ways to Get Ahead of it

There is no doubt that the real estate market is on the move.  Every week there are numerous news reports talking about positive signs in the market and areas of improvement.  In our own office, closed sales in January were up 54% this year compared to last.  So how can you get ahead in this improving market?  Today, I'm going to give you three ways to get ahead:

#1 Your Buyers:  Who's serious, who's not?  If you have that buyer that is looking for the "perfect house", you've got to get comfortable with the dialogue of,  "Mr. and Mrs. buyer, I can appreciate the fact that you are looking for the perfect home, but the challenge in today's real estate market is there ARE NO PERFECT HOUSES.  We are going to be able to find 85% of what you want, but that final 15% is going to come from what you put into the home." 

The bigger issue you have to ask yourself right now, is do you have buyers that are just gobbling up your time that really aren't serious about buying.  Most agents will spend so much time with one potential client that really isn't 100% serious.  And guess what happens?  They end up missing out on four or five additional clients they could have been working with. 

So ask yourself, who is maybe taking up too much of your time that really isn't serious, and for those that are, try and narrow down their focus to the 85% of homes that will absolutely get them what they want.

#2 Sellers:  The bottom line is the script is about the same, we've got to get them priced correctly.  What are we seeing today?  Move-in ready homes that are priced relatively well, in many cases are getting multiple offers.  So you need to do a little analysis on every property you have.  How is the location, how is the entry way, what does the outside look like, what's the showability, what's stopping the house from selling in a market like this? 

Then sit down with your sellers.  Ask them to AMEND the price of their home.  Tell them the buyers have spoken.  When you get the reduction, sit down and ask your sellers, "What would you like me to do for you?"  Then just listen, don't say a word, let them tell you what they want.

#3 Connect:  You need to be connecting with every person who sent you a referral last year.  Whether they were out of state brokers or local past clients or your circle of friends and family, you need to be in contact with them.

The market is on the move, and I want you to get way ahead of it.  Let's have a great rest of the year.  Remember always, your strategy matters!

Brandon Penny
bpenny@fmrealty.com
http://www.facebook.com/fonvillemoriseydurham
919-402-1201