The housing market has changed dramatically during the past couple of years and many agents are financially feeling the shift in a negative way. Most parts of America were previously in either a balanced market or a market that favored the homeowner. Two years ago there were fewer sellers listed for sale and more buyers who wanted to buy and this helped drive the market. Today in most markets there are more homes for sale a fewer buyers buying. Please understand that this is NOT the buyers fault and the good news is that if you are willing to make a few changes you can enhance your buyer side of your business.
In October of 2007 I attended the Buyer Specialization University that was put on by the Howard Brinton Star Power organization. Those of you who know me know I have worked with and supported Star Power for many years but my attendance at the Atlanta event was as a student with a focus on fine tuning the services we provide to the home buyers we represent. This course was one of the most amazing education experiences of my 20+ years in real estate because it was taught by agents who primarily work only with buyers so they brought with them a different perspective than an agent who lists AND sells.
The course focused on dozens of ways to better serve your buyers and it also gave us an opportunity to roll play with other top agents. The roll playing and scripts portion of the course proved to be some of the most empowering because we were each put in the position of the buyer so we quickly were able to evaluate what was important to each of us as a buyer. Once you realize what is important to you as a buyer you can quickly make adjustments to your systems and operations that no only attract more buyers but that create buyer with benefits that encourage them to take action. Agents everywhere are saying that buyers are sitting on the sidelines and few are buying...I can tell you that once you take this course and you adapt your business to the current real estate market you will see the benefits.