Telling the Difference Between “Good”
and “Bad” Real Estate Business

Much has been made about today’s cautious, fussy Buyers.

Not only do Sellers’ homes need to be updated and in pristine condition — they need to be tantalizingly priced, too.

A lot less ink has been spilled about today’s fussy Realtors (including yours truly).

Taking More Pitches

Like a baseball batter seeing lots of pitches out of the strike zone, many experienced Realtors now are confronting Buyers who either lack motivation to buy, or, aren’t ready or able to pay market prices (flat to down, depending on the area) for what they want to purchase.

Which essentially comes down to the same thing (that is, they’re not ready to do a deal).

On the Seller side, if someone is only selling if “they can get “X,” they’re probably not so motivated, either (or, in the case of would-be short sellers, capable of selling). 

“Back Burner” Buyers

The net result?

Realtors today are asking prospective clients A LOT more questions about their motivation, expectations, and financial wherewithal.

And passing if they don’t like the answers . . . .

P.S.:  One of the biggest challenges for Realtors today:  how to preserve the relationship with “back burner” Buyers and Sellers until they’re actually ready.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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