Statistics may be a dry topic, though they can be enlivened by charts and graphs, which visual people prefer. Nonethtless, statistics are a great tool for showing sellers and buyers the reality of the current market. Nearly every conference I attend these days talks about statistcs.
The media talks about averages - national average, even area averages. But we all know that real estate is local. We need to educate them about our local market - time on market, list to sale ratios, competition, short sales. We need to educate them about their neighborhood, or their condo building. Sometimes it's a different market for different sides of the same building.
We need to talk about financing, what can and can't be done today. Clients are concerned about cost, so we need to bring property taxes and insurance into our discussions.
Then we need to do some listening, and some counselling. Finally, they - and we - need to do some soulsearching about whether it's feasible for them to really sell or buy. If not - tell them now.
This is the bottom line... "do some soul searching"..... I know I sleep well every night because it is imperative that we give our best sound advice...not looking to just make a buck.
I agree it is important to help people find a perfect home. To be perfect, it needs to be one they can afford.
Sally - you know, as I do, that it's all about relationships, the long term, and the big picture.
Randy - yes, indeed. I wouldn't want to put anyone in a home they love, only to see them lose it and everything they have.
Bravo Sharon - this is really the bottom line isn't it! Somewhere along the line, many thought real estate was like a drive thru restaurant. It's not
Debbie - interesting comparison, I haven't heard that one. I have heard the bank guys in charge of short sales called "paper hats" from the fast food restaurants.
Sharon. You are the best, I also do some soul searching with my clients to decide what is best for them in the Long Run! Last year I talked 2 families (in my own neighborhood)out of selling and word got around. I endured some good natured ribbing as (the un-realtor) but it was good that people realized that that was best for my clients and that I am not just around to make a sale!
Russell - you exemplify the need to show that you really care about them first.