“Be prepared to answer the question, How’s The Market, with facts and insight.”
HOW’S THE MARKET?
The most important question that you’ll have to answer is: “How’s the market?” It is the most common knee-jerk question that people will ask when they first learn you’re a realtor. Since that’s the most common reaction, you must have an answer ready.
STICK TO THE SIMPLE AND INTERESTING STATISTICS
How do you do that? Stick to the simple and interesting statistics. You don’t need to go too far or make up random opinions in your answer. You’re a professional in a market where most people are making the largest financial transaction of their lifetime. You should know some specifics about the geographical market where you’re trying to help people buy or sell. Don’t go off on some long dissertation in these early conversations. Keep it simple and interesting! People want to know current price-per-square-foot, average sales price and other simple statistics. Don’t do a deep dive — stick to the cocktail party talk stuff!
PRODUCE AN INFOGRAPHIC DEPICTING THE FACTS
My recommendation is that you pull some of these statistics on a monthly basis, so you always have this information. Take that info and produce a simple infographic. Make it pictorial and easy to digest. You don’t want something will force people to do any heavy lifting just to read it.
ADD YOUR INSIGHTS
When you have that infographic in a handy print-out form, you’re ready to discuss it and ADD YOUR INSIGHTS. I’ve said it many times: The most important thing to market is YOU. Nobody else can do “you.” Even if you’re a rookie and you don’t really have an opinion on it yet, you can deliver the facts from your infographic with your insightful voice. State some facts, add in an anecdote and voila! You look and sound like a seasoned pro with just a little bit of information.
MAKE YOUR OFFER IF THEIR TIMING IS RIGHT!
Understand that this is a core piece of “global” content that can be used everywhere. The answer to, “How’s the market?” is relevant no matter what context you’re in as a realtor. If you have that core piece of content, it’s a springboard to then offer to sign someone up for your newsletter, look at properties in MLS or whatever tactic you’re using to reel them in.
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