Listening to Dave Ramsey yesterday he made a point that caused one of those classic lightbulb above the head moments. Aha! He compared the current real estate market to the Blue Light Special at Kmart.
A perfect comparison! The market is coming back but homes are still selling at bargain prices throughout the country. Are you making this point clear to potential buyers? If not, you are missing out on a huge amount of business.
Real Estate agents are sometimes guitly of touting "Now is the time to Buy" when it may not be so. You must make it clear to your buyers that there really is no better time than now to buy. Seeing is believing. Show potential buyers proof. It is like a map at an amusement park. You need to show them the You Are Here mark. "Houses were selling for this, now they are selling for this." Show them a graph of real estate trends and make the point that right now the market is here but the market always rebounds and will come back to this point. Ask them, "At what point on this map would you rather buy a home?". Don't just show potential buyers current interest rates, show them past interest rates to illustrate how great of an opportunity these rates really are.
Remind them homes are not "For Sale" they are "On Sale". And luckily, so are interest rates.
What are you doing to illustrate the Real Estate "Blue Light Special" to potential buyers?