The fine art of real estate party talk … PARTY RULES!
How to talk to friends about real estate at a party (or a soccer game or a neighborhood gathering or church etc). Here are some rules and guidelines:
DON’T be that annoying guy or gal who works the entire room over regarding how great real estate is and a “here’s my card” used car salesman sort of energy. Pull that too many times, and your invites will decrease.
DO be the guy or gal who asks a lot of questions all about the other person. The conversation almost always turns back to you (unless they’re self-absorbed) . . . They will ask what you’re up to or how’s real estate?
Be prepared to answer the most common real estate question ever: How’s the market?
So, how is your market? More specifically, what is your response? Here are a few options:
- It depends. Why do you ask?
- It depends on whether you want to buy, sell or invest. What are you thinking?
- It depends. Where do you live?
- It’s great. (Throw in some market stats; be current.) Do you plan to buy or sell this year? . . . If yes: Excellent. Sounds like we should meet. What are you thinking? Where are you going? What is your time-frame? . . . . If no: Excellent. How long have you lived in your house? What do you like best about the neighborhood? If someone was looking in your neighborhood, what would you say is the top attribute? Who is your go-to Realtor when you have real estate questions? I’d love to be that person.
- I get asked that question all the time and the market is great. [smile] You know, we’re really lucky to live in [your city]. We have one of the healthiest economies and healthiest real estate markets in the country. Did you know the city population doubled the last 20 years and is projected to double again the next 20? (Insert pertinent stat for your city.) We are seeing multiple offers all over town, all price ranges. The best homes are selling quickly (always have, always will). Some of the high-end price brackets are still recovering, lots of inventory but improving. The kicker is that interest rates remain historically low. If you have job stability, it’s a great time to buy. Are you thinking of buying or selling? [smile]
And then follow up with that person first thing the next day with this … “Hey, I wanted to follow up with you on our conversation yesterday. Is this a good time?”