The buyers and sellers we’re working with today are different from the buyers and sellers from a year ago.
Many are coming to our team with a blanket statement: “It’s just not a good time to buy.”
But here’s the thing—we don’t work in absolutes. And we don’t know what opportunities are out there until we explore all the options.
Encourage every person you meet with to go through the process, despite what they’ve heard about buying in today’s market. Your clients won’t know what opportunities await them if they don’t try.
Here are three opportunities to discuss when clients say they’re holding off because “it’s not a good time to buy.”
Opportunity #1 – Financing Options
When a buyer says now isn’t a good time to buy, respond with understanding—followed by a question to learn more about their situation: “I totally get it; the 7% interest rates threw things off for everyone. What did the lender tell you?”
Most people haven’t spoken to a lender yet, because they’ve decided it’s not a good time for anyone to buy. When you open up the door to their options, they may be surprised at what’s available.
Here’s what you can say to prospective buyers to help move them forward:
“I get 7% is tough to swallow. Your motivation to move is compelling, and it sounds like you’d love to be in a new property. Let’s talk to a lender and find out what the finances look like. And if the finances work for you, we’ll put a plan together to make this happen.”
Many people don’t know just how many financing options are available. It doesn’t have to be the traditional 30-year fixed mortgage for everyone. There are numerous options they can review with lenders, including ARMs. I actually closed on my house five weeks ago with a 7-year ARM, which helped me secure a monthly payment that makes sense for me.
When buyers learn about their options and focus on sticking to a monthly payment that works for their budget, they’ll start to reconsider buying in today’s market.
Opportunity #2 – Better Deals
Right now, everyone is saying it’s not a good time to buy. That in itself creates opportunity.
Tell your clients, if you are the person who actually finds an opportunity—in a market where most people aren’t trying—then you have tons of leverage when negotiating with the seller.
Over the past couple of years, people paid tens of thousands over the asking price. The script has flipped. Now we can offer tens of thousands below the asking price. This varies depending on your market, but be prepared to show buyers some accepted offers that came in below the list price.
They likely don’t realize that negotiating better deals has become the new norm.
Opportunity #3 – Seller Concessions
Negotiations don’t end with the list price of a home. If a property is competitively priced, but your client is worried about the mortgage rates, talk to them about how they can negotiate for seller concessions. Then explain how they can use these concessions to buy down their interest rate.
Sellers who need to sell for a specific reason are significantly more negotiable than they were over the past couple of years. Being able to negotiate provides buyers with more opportunities.
What happens if someone can’t buy?
While there are plenty of opportunities today, the truth is, for some, it won’t be the right time to buy. And it’s okay to tell people that.
It’s not about selling as many homes as possible.
It’s about serving our people.
For the people who want to buy—find a way to help them buy. If they aren’t in the position to do so right now, help them develop a plan to buy in the future.
Don’t just say, “Hey, you don’t qualify.”
Tell them, “You don’t qualify right now, but let’s put a plan together so, in 18 or 24 months, you’ll have the ability to take advantage of what’s on the market. Let’s get you set up, so you’ll be able to strike while the iron is hot.”
If there isn’t an opportunity today, there will be one in the future.
In short, there’s no single tangible opportunity that will work for everyone. Be ready to show each client their options and guide them through the process.