Everything you need to know about answering when the right time to buy is.

Is now a good time to buy? You’ve probably heard that question a lot recently. There’s a pervasive feeling that homes are overpriced and hard to find, coupled with interest rates rising hourly, and buyers are looking to their agents to help answer that question. There are a few things to consider as you have that conversation.

1. Don’t overload the buyer with facts. It will come across as salesy if you start a conversation with market figures. You might get the opportunity to discuss these things later, but now isn’t the time. 

2. Ask about a backup plan. If your buyer doesn’t purchase now, what are they going to do instead? They’ve probably considered the costs of buying, but it’s unlikely that they’ve considered the ramifications of not buying. This will often return the buyer to the decision to buy because the alternatives simply don’t make sense for them.

“There’s little need to attack the buyer with facts.”

3. Maybe it isn’t the right time. If they still don’t think it’s a good time to buy, consider that they might be right. In that case, what conditions are they waiting on or hoping for? When will the right time be? Most importantly, how long are they willing to wait for that? This part of the conversation cements your value as an agent. You will let the buyer know that every situation is unique, and so is the decision on when to buy. Your job is to help walk them through that.

Now you’re ready for that conversation. There’s little need to attack the buyer with facts when, just by digging into their situation, the answer will present itself. If you need help with how to have this conversation, don’t hesitate to reach out by phone or email. I’d be happy to help you.