I've talked to and seen a lot from real estate people upset about the stories of doom and gloom for the housing market reported on the news. While looking at the media might be one resource. I feel sales people can do better. Looking at how to engage with clients is, I feel, far more effective than simply trying to deliver a blanket message.
I'm on record as stating that it's important to give your clients the truth, whether you loose the deal or not. One of the most common questions for a client to ask is often related to the conditions of the market.
“Is now a good time to buy/sell?” The question begs for a market explanation. But if you look at a second time you'll realize the the question really depends upon the asker. The answer is, “It depends.” And, “It really depends on you.”
The credit market is currently very volatile. Real estate market conditions are less certain than many are accustomed to. Yet in almost any market the decision to buy or sell and benefits therefrom are highly dependent upon the specific needs of the questioner.
It's the job of a real estate sales person and a mortgage officer to understand their clients situation It's the loan officer or agent's job to help them determine what's really in their best interest.
In my experience a sales person looses a lot of credibility at that moment that they stop taking the clients interests into account. An effective salesperson looking to make a sale, repeat business and referrals knows that to get the sale they've got to be forthright with the customer. Sales isn't about “duping” people.
It is, in fact, in the thoughtful and considered investigation of this question that a salesperson delivers a significant amount of their value to their client. Working within the bounds of their experience and limited area of expertise, it is imperative that a salesperson deliver to their client the benefits of that knowledge and experience.
In declining markets there are terrific opportunities, and in appreciating markets there are dogs. In most cases a good opportunity isn't going to depend upon the state of the market as much as it it will on the unique needs of the client.
“I don't know, it depends upon what you need.” Offers a much more compelling chance for discussion than simply "yes."