If I gathered 100 real estate agents together in a room and asked them to write down the most common question they are asked, I guarantee 95% of them would write down the exact same question.
The most common question agents are asked is, "How's the Market?"
And here are a few of the most common replies:
- Business is great!
- I am super busy!
- Prices are going up!
- Inventory is low!
And while these answers may be true, they do nothing to help you identify if the person asking the question was making casual conversation or if they were are looking for information to help them make a buy or sell decision.
Before I share my scripted response, I want you to realize the size of the opportunity and what is at stake when you answer the question.
- I know you are being asked this question...a lot.
- Some of you are being asked this question every single day.
- If you actively hold open houses, you are being asked this question as many as 15-20 times at every house you open!
With that much potential conversation on the line, it's critical that you answer this question in a way that can help you generate leads.
The answer to the "how's the market" question is:
"It depends...are you interested as a buyer, a seller, or a renter?"
When you answer the question using this script, you will instantly slice the total pool of prospects into a smaller subgroup, allowing you to zero-in on a more precise response that answers their specific question.
Consider these 2 possible responses and how each one would alter your reply:
Response #1, "We are thinking about selling our home this year".
Response #2, "Our lease is expiring soon, and we are not sure if we should renew or explore purchasing our first home"
When you respond to the "How's the Market" question using my script, consumers will provide you with the proper direction to take with your reply. More importantly, you can convert their question into a lead generation opportunity.
What a difference this could make in your business. Especially since people ask you this question all the time.