The biggest challenge in real estate that I’m hearing from my agents these days is the buyers reluctance to make an offer. They cite various reasons, the most prevalent being the concern that “home prices will continue to drop”. I think this is the same old fear that buyers have always had, just dressed in new clothing. And that is that there is an underlying concern that has not been addressed, and it is up to you as a real estate professional to find out what it is.
Every market has different challenges, either prices are going up or they are going down, interest rates are either going up or going down, and the same for cash flow. There has always been a buyers reluctance in every market and you the agent, have a choice to either buy into their reluctance or see it for what it is. Drill deep and find out what the real issues are for your client, address that issue and then ask “do you think home prices will ever increase again”?
Of course they will and then you can move on to the close, ”If we find the right home for you today that has most of your important wants, is there any reason that you wouldn’t want to make an offer”.
