BIG engine...Drive fast !...From KW MAPS NLP Coach George Gillas... Friday's BOLD LAW... " Clarity is Power !! "

Don has done his usual amazing job bringing “clarity is power” home for your consideration. I’ve known Don for nearly 20 years, and I can tell you with confidence… he walks the talk.

I want to take a different spin on the BOLD Law and briefly discuss the power of clarity when talking to your clients. For the past couple weeks, I’ve been hearing from my clients that there is a bit of “crazy” in the market. And it’s coming from both buyers and sellers. All markets are different and there seems to be a trend – a slight trend – that I’ve been hearing: a couple more days on market, a little less competition (fewer multiple offers), some price reductions, and sellers who still want to price a little (or sometimes way too much) over what the market dictates

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These are all slight changes. Is it a trend? A correction? The beginning of a shift? Seasonality? Buyer fatigue? Who knows yet… it’s just that I’ve been hearing “sellers are driving me nuts…” quite a bit.

Imagine for a moment that you are on a highway with a speed limit of 65 mph. You set your cruise at 65 (I know… I’m a sales guy too and ‘speed limit is just a suggestion…) – just play along for a moment.

You notice cars flying past you so, to keep up with flow, you press the accelerator… and press it some more. After a few moments you are in the flow of traffic, so you reset your cruise control. When you look down you realize you are going 96 mph! Holy smokes…  but so is everyone else. And it feels okay after a while because you are with the flow of traffic again.

Then, seemingly out of nowhere, the traffic slows down. You adjust accordingly, reset the cruise, and it feels like you are crawling. Until you look and realize you are going 80 mph.

Clarity: the speed limit is still 65 mph.

Isn’t that kind of what happened with home prices? If 65 mph is a normal, balanced market and we were thrust into going near 100 mph… any slowdown would feel dramatic, wouldn’t it? Yet… we are still “going 80 in a 65” aren’t we. The market is still hot, it’s just not on fire like it was a couple months ago. (Again – every market is different)

How can you explain the minor slow down (if it is in your market) to your clients so they understand it? Are you showing them numbers from MLS? Several of my clients have told me they are seeing 30% up to 45% of the homes on MLS showing a price reduction.

Clarity: Numbers need to be seen by most people. Show them the data. It only adds to your professionalism and credibility.

As you consider the highway metaphor above… does that in any way relate to how you may be feeling right about now? Pedal to the metal… Just remember to take a break and pull off the road to a nice scenic overview. Enjoy the drive.

Contributed by KCN leader Don Aldrich & KW MAPS NLP Coach George Gillas