Matt and Garrett are back with a topic that has them riled up a bit these days, as they address the risky practice of agents predicting the real estate market's future. Together, our hosts emphasize the challenges of forecasting interest rates and trends, advocating instead for a focus on present conditions and client needs. This approach, they argue, helps navigate the complex market more effectively, avoiding the pitfalls of speculation that can erode a realtor's value.
Throughout their conversation, the duo critique the notion of "date the rate, marry the house," pushing for attention to clients' lifestyle goals over market predictions. They recommend presenting clients with all scenarios, enabling informed decisions based on real-time data rather than conjecture. Today’s episode serves as a clarion call for realtors to adopt a more grounded approach in their practice, encouraging them to assist clients in mapping out their dreams and making savvy choices amidst the ever-fluctuating real estate market conditions. In essence, “please stop predicting the future”.
One prediction you can definitely count on is that you and your business will benefit greatly by joining the more than 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.
Episode Highlights:
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The perils of real estate agents predicting future market trends
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The "date the rate, marry the house" concept
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Concentrating on clients' immediate lifestyle changes and desires
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Presenting clients with all possible scenarios, advocating for decisions grounded in present facts, not future uncertainties
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The history of interest rate forecasts
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Adopting a client-guided approach in decision-making
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Assisting clients in envisioning and achieving their dreams, focusing on current market realities
Quotes:
"We're walking about a 50/50 shot of being right or being a salesperson trying to encourage them to make a decision either way."
"All we know is right now. And…when you want to be a true trusted advisor, your number one job is interpreting the current situation."
"Ultimately, the reason why people are in front of you wanting to buy or sell now is not because of interest rates or price trends. It's because they want to make a change in their lifestyle."
"Instead of trying to predict the future for your people because you want to have the answers for them, move from predicting the future to discussing and mapping the dreams.”
"Sharing what economists are predicting is important, but we also need to share the reality that these predictions can often be incorrect."
Links:
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Ninja Selling
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Garrett
@ninjaredding
Matt
@matthewjbonelli
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Ninja Selling by Larry Kendall
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