How do you respond when a seller says they'll wait until spring, especially in the winter?

If you can't handle this objection, you're in a tough spot, right?

Let me share a powerful response because mastering the language of sales is key. It's not just about handling objections, but about providing food for thought to help them make the best decision.

So, if someone tells me, "Jim, we'll wait until spring and summer," here’s what I’ll say:

====

“I completely understand. I'll be here to assist you then as well. But here's something to consider. Many potential sellers are planning to wait for the same season, leading to a surge in listings. The advantage is better weather and more buyers, but the downside is increased competition.

Instead of one or two listings, you might face 10 or 20. More competition means buyer interest gets divided among many listings, potentially resulting in fewer showings and offers.

Now,...

What's the top reason someone might sell their house in the next 12 months?

A recent study just unveiled the number one motivator for people moving in 2024…

…and it's all about craving more space—not just square footage but room to breathe.

A whopping 38% of respondents cited this as their primary driver for considering a change.

Another big one is being closer to family and friends, a universal priority. Job changes and the overall cost of living in one community versus another are also high on the list. Then there's the desire to snag a better housing deal or explore different neighborhoods for financial reasons.

Surprisingly, there are a couple of unique motivations emerging: Some folks want to live in areas that align better with their social views, which is a new trend.

So how can you approach this topic sensitively?

Here's one approach: Share a social post stating, "One of the top reasons people are...

One thing we're all challenged with right now is the speed of the market — or how fast listings sell as soon as they hit the market.

When you listed a house in a traditional market, you would have 90 or 180 days of market time. During that market time you'd able to be able to put out just listed cards, call and farm neighborhoods, host multiple open houses, and receive sign calls from your marketing. And with all that marketing, you would be able to convert those interested people into more buyers and sellers.

So every listing could easily lead to five or six more opportunities for more buyers and sellers.

But today things have changed. Every time you put a house in the market, it's generally selling within a few days with multiple offers. So you're getting robbed of that extra marketing opportunity.

But you can change that by using what I call a Marketing Sequence.

A marketing sequence simply means that you have a strategy about how you...

During a recent training event one of my seasoned Brokers, Dan, said something that instantly resonated with everyone in the room...No one likes to sell but everyone loves to buy.

We were talking about how to motivate sellers to adjust their price, terms, condition, and or incentives to encourage buyers to view their listing and more importantly make offers. His insight was that sellers never become truly motivated until they zero in on what they want to purchase.

In my experience Dan is absolutely correct! As soon as a seller finds a property they want to acquire  - their attitude moves from reluctance to excitement.  On the other hand sellers who don't know where they are going are often difficult to negotiate with, why? Their reluctance stems from one thing - uncertainty.

When sellers don't know where they will live next it creates anxiety, fear, and doubt. In advising and counseling sellers then our first step might be to first treat all sellers as...