United States has seen some of the most exciting real estate markets over the past few years. Market forecasts are constantly changing. However, the majority of needs favor sellers. That creates specific challenges for those looking to buy homes.
The cost of homes continues to increase steadily. The inventory of homes doesn't last for long, and over-asking price deals are becoming more frequent. It's not easy to do, but there's no more rewarding than helping your clients locate their ideal home when the market is crowded.
Know When the Market Is Hot
Becoming aware of the latest trends in real estate is among your most crucial tasks as a real estate agent. A routine can enable you to learn about current trends and help you stand out from your competition.
But how do you tell which markets are scorching?
There are usually prices that rise quickly, homes selling rapidly, and cash offers in full regularly beating traditional financing. These are the indicators of the market being hot. It is possible to expect an oversupplied market when supply is significantly greater than demand. Inventory days (DSI) can be an of the metrics to help you gauge this. To determine the DSI, divide the number of houses on the market by the number of homes sold monthly.
If there were a total of 1,000 homes for sale and 100 sold every month, the market would be able to offer one hundred days worth of inventories. Experts agree that the market is balanced between demand and supply when there is a six-month supply of inventory.
Demand exceeds supply if there are over six months' worth of stock, which means you're in the buyer's market. If the inventory is less than six months, it's an auction market. Referring to the example above, 100 days are less than 3 months' worth of stock, putting the market theoretically in favor of sellers.
Understand Your Client's Goals
Understanding your client's goals is crucial to keeping track of current trends. There are two primary types of clients when you work as an agent in the real estate industry: investors and first buyers of homes.
Investors seek profitable rental opportunities, whereas most home buyers seek personal properties. Understanding the motivations and goals of each kind of buyer will allow you to make the most of a competitive market.
Common Investor Goals
Investing buyers have many strategies and objectives. They generally look at:
Purchase a home and quickly sell it to make profits.
Be a good property steward for an extended period to make an income-generating rental.
Join the two by buying an investment property and then renovating it as tenants reside in the property. You can assist them in achieving this goal by identifying the most lucrative investment opportunities in your region.
Begin by looking at regions near your market where demand outweighs supply. Utilizing tools such as the heat map of real estate will help you spot data that is hard to read in a single glance.
Investors would like to get early on the upcoming trends in real estate. For instance, if a suburb on the fringe of your city is home to the most affordable homes and a significant number of renters, this could be an excellent location to shop with your customer.
Common Residential Goals
Since investors don't typically live where they're buying, they're generally more flexible about the location. The people looking to buy a primary residence have distinct requirements, however. They're planning life around the property they purchase, which is why it should be located in a location they are happy with and have the amenities they want.
This is why your local knowledge as an agent is vital. If the buyer is looking for the most sought-after neighborhood, search the area for communities with similar amenities.
A family with young children like this one might need a home with the benefits of a suburban lifestyle for the family, the speedy commute, and numerous amenities that come with a large city. If you cannot locate your clients a house in the area they want, You should know where to find similar properties. Better yet, you could give them access to exclusive properties that aren't on the market.
Manage Your Client's Expectations
In terms of dream homes, A hot market requires realistic expectations. Hot calls can be highly competitive, and there's nothing more disappointing than having your dream home taken away from you through a last-minute cash-off offer.
Rely On Your Team
In a highly competitive market, there's no doubt that you'll require all the assistance you will receive. If you're a rookie agent, you might want to find an experienced agent who will help you. A mentor can guide you to tried and true methods for showing houses, creating contracts, etc.
The pace of transactions is quick in a crowded market, and you should also seek out support with administrative tasks. A competent transaction coordinator will ensure that all documents are in order and aid in scheduling appointments with appraisers and inspectors.
If you're already a seasoned agent, leverage your network of contacts to gain an edge. Sharing information on current market conditions, including open houses, market conditions, and the latest properties, with agents from your region will better understand the market conditions.
Yes, the market conditions are very competitive for agents too. If you're willing to assist other agents, they are more likely to help you.
Be Informative About Financing
Buyer's agents must always tread the fine line when discussing financial matters with their clients. Managing your client's finances is not your responsibility, but having a lot of information on home-buying finance questions can ensure your client's success.
Prepare to answer questions on mortgages, credit, and home values. You may need to assist if your client is facing financial difficulties.
Your customers must keep their credit to purchase a house. Pay attention to the possibility of your clients getting into debt too often because they may not know the importance of achieving an optimal credit utilization rate.
Win Bidding Wars With Non-Financial Deals
A hot market isn't without a bidding war. You could win a bidding contest by offering more funds. However, that's not always the case.
It is necessary to develop a new idea when you're in a position where your clients are facing cash-only deals. Sellers love cash. However, other factors can encourage them more.
A way to differentiate an offer aside is by asking sellers to sign an agreement to rent back. This will allow the sellers to remain in the property for a specified period after closing while looking for a new home.
If someone sells in an era of high demand, the seller becomes the buyer - and you're already aware of how difficult this is. Making it simple for sellers makes your customer a more desirable buyer.
Work Smarter For Buyers in a Sellers' Market
Making sure buyers are thriving in a booming real estate market isn't an easy job. It requires insider market knowledge, alignment with your client's goals, empathy for their needs, and strong financial understanding. You must be competitive also, particularly in cash-driven markets. Be active and assist your clients to succeed now!
If you’d like to talk more about property management, or you need help with Everest Property Management, please contact us at Everest Realty.
As a top producing Realtor and Property Manager; Terry specializes in sales, extensive construction homes, rentals, REO’s, short sales, and all aspects of Real Estate. After graduating the University of Michigan with a master in MBA, Terry continued his endeavor and now has over 15+ years of experience in the Real Estate world. If there is anything that has to do with Real Estate and sales, you can always be sure of Terry to provide important, specialized knowledge.
