Statistics may be a dry topic, though they can be enlivened by charts and graphs, which visual people prefer. Nonethtless, statistics are a great tool for showing sellers and buyers the reality of the current market. Nearly every conference I attend these days talks about statistcs.
The media talks about averages - national average, even area averages. But we all know that real estate is local. We need to educate them about our local market - time on market, list to sale ratios, competition, short sales. We need to educate them about their neighborhood, or their condo building. Sometimes it's a different market for different sides of the same building.
We need to talk about financing, what can and can't be done today. Clients are concerned about cost, so we need to bring property taxes and insurance into our discussions.
Then we need to do some listening, and some counselling. Finally, they - and we - need to do some soulsearching about whether it's feasible for them to really sell or buy. If not - tell them now.
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