Osceola ReVIEW - May 2008 - (Page 11)

EXISTING-HOME SALES TO STAbILIzE bEfORE UPTURN IN 2ND HALf Of 2008 Little change is expected in existing-home sales over the next few months, before improving notably during the 2nd half of the year, according to Lawrence Yun, NAR’s chief economist. He states that the market is going to come into clearer focus this summer and existing home sales could start to show a sustained increase within months, unless there are some additional economic problems or excessive inflationary pressure. Higher mortgage loan limits translate into more sales in high-cost markets. HOW TO COPE WITH ANXIETY - CALMING YOUR CLIENTS 1. Don’t assume you know what your clients are feeling – Get them to share what’s on their minds. You need to understand your client’s fear - further weakening in their market, they won’t qualify for a mortgage, and their house won’t sell - to help them cope. 2. Ask clients what they expect from you and follow-through – Consistency of communication is essential, and yet many sales associates fall down on the job. Find out how often clients want to hear from you and which medium they prefer: phone, e-mail, or text messages. Regular, reliable communication will go a long way to keeping their anxiety in check. 3. Get their worst-case scenario on the table – It’s imperative to encourage clients to speak about their fears and listen attentively when they do. Don’t dismiss or belittle those concerns. If you expect them to trust you, they must feel comfortable sharing their anxieties about the market and buying or selling process. May 2008 Osceola ReVIEW 11 http://homes.com

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Osceola ReVIEW - May 2008 President's Perspective CEO Perspective Communication News Education Corner Commercial Real Estate Association Newsmakers Legal Ease Sponsors May 2008 Monthly Planner

Osceola ReVIEW - May 2008

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