What to Say When Clients Ask These Questions

In real estate, you always want to be prepared with the best information for your clients. After all, you’re their most trusted guide in the complex yet rewarding journey that is buying a home. But what happens when a client drops a question on you that’s anything but routine?

We’ve listed out examples of some of these questions, along with informed answers, to help you guide your clients through today’s competitive, less-than-routine market …

Am I better off waiting to buy?

Obviously, timing is perhaps more important than it’s been in a long while for today’s homebuyer – and while the ideal balance of all the factors might be more difficult to find, that doesn’t necessarily mean that waiting to buy is necessarily the best plan of action. Obviously, we aren’t suggesting your buyers should purchase a home they can’t afford; but we are saying that, for many, the dream of homeownership, even in today’s market conditions, may be more attainable than they think.

Is now a good time to sell?

The simple answer? Yes. But the simple answer can get complicated in the details.

With available houses at a premium, the average home is likely to sell quickly, and at a premium price – as the seller will likely have the advantage during negotiating to land a more favorable deal (However, the homeowner who enjoys the upper-hand while selling will also, in turn, likely pay a premium buying their next home as well).

We don't know for certain which direction rates will go over the next few months. But if they do continue to increase as expected, the demand for homes might begin to decrease – which could lead to lower sale prices. You may want to share this possibility with your clients when they ask if now is a good time to sell, as it might convince them to put their home on the market sooner rather than later, before rates push buyers away.

What if I can’t find a new home to buy?

This is a tough one – making it an important question to be prepared for, as it represents a significant opportunity for you to build trust with your clients. Most homeowners hoping to sell have one major concern – namely, “In this market, will I able to find a new home if I sell my current home?” Now more than ever, your clients want assurance that they are making the best choice for them and their families.

So use this opportunity to talk about your past successes with other clients, how you approach negotiations, and how you’ve helped folks working under tight timelines. Also, don’t forget to mention that new build homes are a viable option as well.

Our team is always looking for energetic and high-performing mortgage professionals! Visit our mortgage sales careers page for more information.