Things change in this industry all the time.
But since at least 2009, I’ve stuck with a script I feel is the best response to the question you probably hear five times a day, if not more: “How’s the market?”
(Want proof? Check out this babyface.)
But that was then. This is now.
A few weeks ago at our private Elite Retreat for Elite program coaching members, I revealed a new, simple response to this often-asked question that is tailored to today’s market.
And today, I’m sharing it with you.
Get More Listing Opportunities with This New Script
When I tell you the actual script, it’s going to seem very simple and straightforward.
But it’s based on the fact that most homeowners – unless they’ve been following the industry very closely – are probably completely confused by the pandemic’s impact on real estate. They very likely feel stuck in their home, or at minimum, reluctant to move at this time.
So the next time you hear those three magic words, “How’s the market?” here’s what I want you to say…
Start with:
“The market is actually very challenging.”
Then continue with some market-related specifics. In most areas, these three elements will be true:
“There’s virtually no inventory. There are tons of buyers. And mortgage rates are at all-time lows.”
Then the key is to turn the conversation back to them, with an empathetic ear:
“But hey, how are YOU doing?”
Just like my old script, the objective is to find their motivation.
Consider the following… Many people are worn down right now by months of stay-at-home orders, changes to their work environment, and other Covid-related impacts. If their housing situation doesn’t come up in their reply to “How are you doing?” then follow up with a question like:
“How has the pandemic or working from home impacted your housing needs?”
If that doesn’t lead anywhere, you can always follow up with one of these questions:
“Who were you asking for?” or
“Who do you know who needs to make a change due to everything that’s going on?”
