How The National News Confuses Buyers & Sellers (And How to Use This to Your Advantage)

Hey guys, is there one giant national real estate market? The answer is no. Real estate, like politics, is all local. One market is going to be different from the next, and what drives conditions in every market across the country is supply and demand.

Supply and demand determine what sellers can ask for a home and what buyers can ask from sellers. This is true in every market in America.

If we broke the national market down, we could look at it in four distinct regions, as often done by NAR: the South, the West, the Midwest, and the Northeast. These markets are wildly different.

I live in the West, where there are currently more sellers than buyers. Sellers here are feeling the pressure—reducing prices, offering concessions, and being more aggressive to attract buyers.

In the Midwest and Northeast, it’s the opposite. There are more buyers than sellers, giving sellers pricing power. Agents in those regions might say, “What are you talking about? It’s completely different here.”

Here’s the important thing: as a REALTOR, you must educate. You want to be the expert in the room when talking to buyers and sellers about your market, because the national news is quoting numbers that are essentially meaningless locally.

Focus on your current market conditions. Gather solid data and share it with your clients. Talk about:

* Days on market
* Months of supply
* List price vs. sales price
* Average sales price and list price in your market

Bring these numbers to life, and your clients will see you as an educator and trusted consultant.

If you want more ideas like this, check out The Path Performance Coaching Platform—it’s only $1 for your first month, and you’ll get hundreds of lead generation strategies. Hope to see you there. Have a great day, and good selling.

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+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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