Client Insights: Urgency
What is their Timeline?
Urgency, or timeline, can refer to the timeline in the deal, such as deadlines, or when the client is interested in their next move.
This can depend on factors such as:
- Relocation for a job
- Family changes, such as a new child or aging parent moving in
- A property they already own being sold or needing to be vacated
What a Realtor Should Know:
A Realtor should assess the client's timeline to understand whether they need to move quickly or have the flexibility to wait for the perfect property or buyer. This will affect negotiation strategies, pricing, and how aggressively the Realtor searches for listings or markets the property.
*️⃣ Important!
If a client isn’t looking to move for a year or more, don’t lose interest or ignore them until you think they’re ready to buy or sell. Instead, use this time to educate them about the market and provide regular updates through a Home Investment Review, so they stay informed about the value of their property or the market conditions in areas they may want to move to.
This approach helps build trust and keeps them engaged. It’s crucial because, when they’re not in a rush to sell, you can show them the real value of their home over time. By doing this, when the time comes to sell, they’ll already understand the pricing and won’t feel the need to seek a second opinion or be swayed by another agent offering an unrealistically high price. Having established credibility early on, you minimize the risk of losing the client when they’re ready to make a move.
During this time, you may discover some interesting insights. For example, the area where your client currently lives might be at its peak value, while the area they’re considering moving to could be at a lower value. This could present an opportunity for them to move sooner than they initially planned, taking advantage of favorable market conditions.