With many homeowners reluctant to trade low-interest loans for higher rates or fearful about finding a suitable new abode, housing inventory is at a record low. But whether for job changes, family growth, or many other reasons – even in a seller’s market – there are people who need to move.

At the same time, according to recent reports, increasingly more buyers are sitting on the sidelines. Some are discouraged after losing out, perhaps more than once, in a wildly competitive market. Some have simply been priced out of the market as interest rates have soared. Still others are waiting for the market to improve and/or are saving for a bigger down payment.

But real estate agents trained to educate and motivate – and sometimes do a little well-timed hand-holding – are well-positioned to bring more prospective buyers and sellers into the market.

Sellers may need some prompting to understand that:

• Now is the time to get top dollar for their home
• The high-interest loan they take out now is not a forever loan. Qualified homeowners can choose to refinance as rates begin to fall.

According to the 2023 Consumer Housing Trends Report, 18 percent of the prospective buyers that were surveyed believe that pre-approval and pre-qualification are the same. With that in mind, here is some guidance prospective buyers can be made aware of:  

• Having an agent on their side is valuable in navigating the mortgage process.
• An experienced agent is uniquely qualified to negotiate the best deal.

Skilled agents know the value of creating a sense of urgency or a fulfilling a wish list for potential clients:

• With more people working remotely, for example, this is a prime time to make a move to the beach, mountains, or other desired location.
• Agents can help clients market their home to a larger audience – or search for that longed-for dream house – via professionally created virtual tours and collaborative agent relationships.

If you haven’t hosted one lately, consider scheduling and promoting a few ‘Real Estate Information Nights’ to provide guidance, answer questions, and connect with more potential clients in today’s unique real estate environment.

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This material is meant for general illustration and/or informational purposes only. Although the information has been gathered from sources believed to be reliable, no representation is made as to its accuracy. This material is not intended to be construed as legal, tax or investment advice. You are encouraged to consult your legal, tax or investment professional for specific advice.

About Bobbi Pronin

Bobbi Pronin is an award-winning writer based in Orange County, Calif. A former news editor with more than 30 years of experience in journalism and corporate communications, she has specialized in real estate topics for over a decade.

Bobbi is not an employee of Anywhere Integrated Services or affiliated with its title companies.