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Taking advantage of the impending growth in the move-up buyer segment will require real estate brokers and agents to review and adjust their current business strategies.

“The message we are delivering to our RE/MAX agents is that they have to re-engineer their strategies to be successful in this sellers’ market,” says Liniger. “It’s important that they educate their past clients and prospects about the dynamics of this market. Many homeowners have been afraid to enter the market, but they might not understand that if they wait, interest rates will rise and the price of their next home will be higher too. At the same time, smart agents understand that they are a valuable source of information and can provide critical impetus to uninformed homeowners.”

“All of our marketing is keyed into the message, ‘homes are selling and prices are going up’,” says Casey. “We are sharing data with our associates and clients who are the best media source of all. We have to assure they have the right message to share.”

Maria Patterson is the Executive Editor for RISMedia.

Stay tuned to RISMedia for continuing coverage of the housing recovery.

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