I know the world has changed in the past 12 months. What we were sure of in 2007, we are not so sure of anymore. As a Real Estate Salesperson, your world has really changed. 

Today many of you are wondering if you should stay in Real Estate, or move on to something else. And no wonder, wow, what a difference a year makes!   

I think now is the best time to be selling real estate of any time I can think of. 

I believe Salesmanship is a craft that can be taught, practiced, learned and mastered just like any other trade.  So if you can learn to build a home, lay a foundation, wire, roof, or plumb a home, you can learn the craft of salesmanship, and you can sell homes today. 

Salesmanship starts with understanding more about your product or service than virtually anyone else.  Followed by knowing how your product fills the needs, (logical) and desires, (emotional) of your prospects.  Then salesmanship is simply teaching what you know in both an emotionally and logically manner.  Helping educate your clients with facts, so they can make their decisions based on facts, and what is best for their families.   

You need to know all the reasons that make today the best day ever to buy a new home, and all the reasons why today is not the best day ever.

Why you ask? 

Because your prospects have already been very educated by the media, and other ill informed sources on this very subject. The funny thing about the media and experts in general, if you watch, listen, and read, for any amount of time you will come to the conclusion I have.  That none of them can agree on anything.  So there are just as many people saying no, as there are saying yes. Terror and fear sell papers. So it is a good thing that none of their opinions or yours for that matter should mean anything anyway. 

Why are so few homes being sold today? 

The Economy? Sub Prime Lending? Fear that the value of the home might go down after it is bought? Fear of overpaying?  Fear of ridicule of friends and family?  Aren’t all these just objections?  AKA: A question in search of an answer? 

If you know why today is the best day to buy a new home in the past 10 years
Write down your 8 reasons. Once you have them written down, I have another question.   

How many people every day are to telling your secret to?  I say secret because as I watch, listen and read; no one is saying anything other than today is to worse day to buy a new home! So your 8 reasons must be the best kept secret of all time!
 

I think today is the best day to be in the real estate business 
No Competition. 

I know in real estate you haven’t needed anything like this for over a decade.  Times have changed.  What is a presentation book? It’s a binder, of third party articles, client testimonials and details that support with fact anything you assert.  As an example if I say that everyone I know that bought a home 6 years ago their home is worth more today then they paid for it.  I would have a photo of my clients’ family in front of their home with a testimonial from my client, a copy of the flyer from when they bought the home, and a current appraisal today.  Why?  So if my prospect is concerned that their new home will go down in value after they buy it, I can show them 5 or 6 facts that support the “FACT” that real estate over time is one of the safest investments they will make, ad likely the only way for them to build true wealth in their life time. 

The bottom line is that today is the best day ever to buy a new home.  Fear = False Evidence that Appears Real.  If what is being said now isn’t the best time, wait to buy.   Which all boils down to varying expert opinions, based on varying assumptions.  AKA:  Someone’s Guess at that moment in time.  Doesn’t that make you mad?  It makes me mad.  Remember when we assume we make a ___ out of you and me!

1.       Interest rates are at all time lows.  Your payments will be as low as they ever had been.
2.       Bad lending practices are a thing of the past. 
      You don’t have to worry about being taken advantage of.
3.       Prices are down, and sellers want to negotiate.  You can buy your dream home for a fraction 
      of the cost it was just a few years ago.
4.       Investors on Wall Street buy when the prices go down, and all the savers are selling. 
      (FYI: That’s how investors make money; they take it from savers that thought they were
      investors).
5.       Historically the value of a home may go down in value in years 1-3 after buying it, but by year
      5 the home is worth 5-15% more than it was purchased for
.6.     Today you can get a market value guarantee.  So if the value of your home is not at least 
      what you paid for it at year 5 the guarantee will help to make you whole. 
7.       People that bought homes 5-10 years ago, their homes are still worth more today then they 
      paid for them!
8.       The government helps make your payments.  When you rent you pay the entire rent, but when 
      you buy the government gives you tax breaks that help make the payments.  Pay taxes or use
      some of the money you pay in tax to buy a home. 

P.S..  Just in case you still don’t think I can help you sell homes and I am not a true master marketer, and salesman, see #6 above.  Have you ever heard of that product before?  Guess who you get it from?

        Grant W Davis 
                    President GDI Insurance Inc 
                       888-991-2929
                   Gdavis@gdiinsurance.com
               www.thehabitualsalesman.com