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Bye Bye, Buyer’s Market: Tips for Working with Clients Who Can’t Land a Home

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By Zoe Eisenberg

A recent Century 21 survey found that 33 percent of buyers currently searching for a home have been on the hunt for more than a year.

According to the survey, 33 percent of those searching for a home have been hunting for over a year, and 67 percent have been searching for up to a year. Of those looking, 42 percent have made an offer in the past six months, while only 11 percent have had their offers accepted.

If you have clients who are struggling to close on a deal, here are a few tips to both encourage them, and ensure their success:

Get Them in a Decision-Making Mindset
In terms of transaction success, there is nothing worse than waffling. One of the most important things you can do for your buyer is to get them into a decision-making mindset, real estate coach Verl Workman notes.

Workman suggests the following dialogue: “If we go out and look at homes on Saturday and you find one you like, are you ready to start making offers?”

If the answer is no, don’t take them to see the homes. This will force them to be serious before they begin looking, will improve their chances of actually landing a home, and won’t waste anyone’s time.

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