A buyer’s market means one simple thing–buyers should be buying. Even though the opportunities are just about everywhere you look, buyer urgency seems to be at an all time low. The thing on the mind of most buyers is FEAR (False Evidence Appearing Real). The fear of paying too much creates an “analysis paralysis” of sorts.
The biggest misconception in a buyers market is timing. Buyer’s think that they can time the market. They are fixated on getting the “most fantastic deal of all time” which causes them to miss out on all of the great deals that are possible. Buyers need to understand that they can’t wait for the CNN lead in story to say “BUY NOW”. Unfortunately the media can only let you know when the time to buy has passed.
The key to stop your head banging with buyers is to educate the buyer who are on the fence. If you take the time to inform and educate your buyer prospects of all of the “hot deals” and keep them “in the market” they will be ready, willing and able to “jump off the fence” when they they recognize a great opportunity that comes their way.
The theme of your education process is “even if you don’t buy at the bottom of the market, you can buy “right” and do well over time.”
