MAKING THE MOST OF CIRCUMSTANTIAL URGENCY
With change being the only constant in life, are your agents aware of how shifting conditions can be used to move prospects forward in the home buying process? Certain changes, such as rising interest rates, create an element of circumstantial urgency that agents can capitalize on to close the sale, as Jason explains in his recent article for REALTORMag online. Read an excerpt below:
“The current economic climate naturally lends an element of circumstantial urgency to the home buying market. As a broker, your job is to teach your sales professionals to use this simple and timely message to move buyers forward in the process and close the deal. The larger lesson can last a lifetime, if you can coach your sales team to make the most of such times whenever they present themselves. Instruct them to approach prospects with circumstantial urgency in different ways, depending upon where they are in the purchase process, to move people closer to their goal of buying a new home.”
CLICK HERE to find out how agents can implement this strategy to target each buyer’s particular situation, as well as how the very act of teaching it can be used by you as an evaluation tool.
Here’s to earning what you’re worth!
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