Use these buyer lead scripts for real estate agents to help increase buyer motivation in real estate markets with low housing inventory.
If you’re trying to convert buyer leads in a low-inventory market, you’ll need these buyer lead scripts. It can be challenging to motivate buyers in this current market for a number of reasons. Right now, in most markets across the United States, homes are selling quickly. They are getting multiple offers over asking price. This is enough to scare some buyers away from the idea of buying altogether. The competition is fierce!
VIDEO: Buyer Lead Scripts to Increase Motivation
Don’t just tell, show.
It’s one thing to tell your buyer leads that this is a crazy, low-inventory market. You can say it all day long. It’s another thing entirely to show them visually the statistics and the facts. At ICC, we provide our clients with many helpful graphs and infographics. These visual aids help for a couple of reasons. They provide you with solid facts that you can present that are from another source — you’re not making this up. They also help people see the trends with their own eyes.
A buyer lead script to go along with your helpful graphics: If you want to wait, just know that prices are going up. We can see based on these graphs and projections that home prices are going to continue to rise. Yes, competition may go down as prices go up (because less people will want to buy at these higher prices.) But, you will end up paying more. Remember, I work for you. You tell me what you want to do. If you want to wait, that’s fine by me, just know that right now, I can help you get into a home you like at a lower price now than if you continue to wait.
You can use the following infographic to show your buyer leads the rate at which home prices are appreciating.
In a low-inventory market, get more buyers
You may use great buyer lead scripts, and your buyers are still not “buying” it. Some people don’t listen to reason, and some are unmoved by facts. The best thing you can do as a Realtor is get more buyers in your pipeline. If you have three buyers you are working with right now, get 10 more. If you get more buyers, you have an increased chance of going under contract and you will have more chances to convert some of your leads. It’s a numbers game! Then, you’ll always be putting someone under contract and you won’t have to obsess over making all of your buyer leads see the light.
Predictions for spring/summer 2021
This is like the start of 2004. We should expect several years of a market like the one we are in now — only getting more intense from here on out. When prices go up, that’s when everybody starts listing their houses. They can get the most money out of selling when the prices are high. For this reason, this spring and summer, we will see an influx of inventory like you wouldn’t believe. However, it won’t feel like it because buyer demand is so out of control that houses will continue to sell quickly.
In the infographic below, you can see where the housing boom was in 2005. Look at where we are now, at the end of this graph. We are inching closer to that mark. This demonstrates that we are, in fact, selling lots of houses — they are just going like hot cakes. Sales volume is high! Remember, we as agents make money as a percentage of total sales volume. As for buyer lead scripts, you can tell your clients that within this last year, there are as many listings as there was back in 2004 during the start of the housing boom.
Need more help with buyer lead scripts?
Be sure to check out the full video within this blog for more insight. And, for personalized advice and one-on-one help, get an ICC coach in your corner. Our ICC coaches are leading our clients through this challenging low-inventory market, and our clients are having the biggest years of their real estate careers. Book a free consultation call today!