Agent Academy: How We Educate Clients That Want to Time the Market
How often are our Sellers and Buyers waiting to time the market even though this is the time they really want to buy or sell.
I am going to teach you the way that my Beer Home Team at eXp Realty handles this objection. If you take this technique and try it, you will have an easier time converting those buyers or sellers into clients if the only thing holding them back is timing the market.
https://www.youtube.com/watch?v=SEyvLm1uvL8
Timing the market is impossible, and I illustrate in the video at (1:16) how we demonstrate it with potential clients.
Agent says to the client, “On the board, I am going to draw a graph that represents a market cycle and as I am drawing the graph go ahead and yell stop when you think I have hit the top.
You can yell stop whenever you want.”
(Draw a line going up the board.)
Client yells, “Stop!”
(Keep drawing the line up the board.)
Agent points to where the client yelled stop, “You said stop right here. (which is below the top of the market.)
No one can know when it is the top of the market. We can only guess that it is.
Let’s do it again though, and yell stop this time when you think it is the top of the market.”
(Draw a curved line that starts to go back down.)
Client yells, “Stop!” as the curve starts to go down.
Agent, “You said stop after the top. That’s because only after the top of the market hits do we know when that is.
It is impossible for us to see when the market will be at the top.”
We literally use this technique on paper with our clients.
I hope this technique works for you. It is a very real example because it is impossible to time the exact market verse just timing the decision on their life.
Also, we need to consider what is the opportunity cost of waiting for a little jump in the market for your client.
Use this technique to help your buyers and sellers take action and help them through that mental block of timing the market.
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