"It's a price war and a beauty contest"
Continuing the conversation on handling sellers in a changing market... Let me reiterate that the change is going to be healthy with a good amount of inventory hopefully matching buyer demand over time. However when market shifts from selling everything in 10 days to excess inventory and 30-45 days on market we need to handle our sellers differently. Marketing is great to gain listings and market share but we all know at the end of the day there are three factors that sell a house, price, location and condition. Many sellers are more emotional then logical, telling them it is price, location and condition appeals to the logical side. Sometimes saying the same thing in a different way can hit on the emotional side of things. "You see Mr. and Mrs. Seller in the market we are in it is a price war and a beauty contest, in order to be the next house to come off of the market we need to beat the competition at both". We did not address the location because, well, you can't move the house but we hit the other two points in a way that hopefully they can relate to emotionally.
Enjoy the coffee,
The next time you feel frustration and doubt creeping into your vocabulary, think of a time when you felt really good about a similar situation . . . then replace the negative thought with a positive statement. As another wise individual once said, "Our lives are what our thoughts make of it."