Tough Conversations – an Unavoidable Reality
Higher mortgage rates, changing markets and weaker demand? It’s not whether or not you’ll have tough RE conversations – it’s how you handle it when they arise.
NEW YORK – Tough client conversations are an unavoidable reality for real estate agents, and addressing the ramifications of changing market conditions will be crucial in 2023, writes Darryl Davis Seminars CEO Darryl Davis.
Affordability, foreclosures and mortgages are all topics of critical importance, and when it comes to holding conversations about affordability, “it helps to partner with local trusted lenders … so you can always have up-to-date financing information so that you can best help your buyers navigate their options,” Davis notes.
And stay positive, especially when talking with worried buyers and sellers.
For foreclosure conversations, Davis recommends agents stay abreast of current and potential future market trends. A conversation about mortgages requires an understanding of how mortgages work and how the different types can affect buyers’ finances over time.
Agents should prepare for these types of conversations by conducting research into local markets, following industry developments, and keeping abreast of current events.
In all cases, they should approach clients with honesty and keep things positive – and if conversations do not go well, they shouldn’t hesitate to seek help through a network of knowledgeable individuals.
Client dialogues can also go more smoothly if the agent is proactive, talking less and listening more.
Source: Inman (02/28/23) Davis, Darryl
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