How To Prepare Your Client During A Rise In Market Supply
"So what we're really experiencing right now, Mr. Seller, is we're experiencing a flattening on the top of an extraordinary growth of price. So you're in a really, really good spot."- Dan Rochon
Episode Summary
Understanding the Market Shift
In real estate, supply and demand dictate pricing. When supply increases, prices either flatten or decline. That’s a fundamental truth, and it’s crucial for your clients to understand. But here’s the good news—right now, we’re not experiencing a downturn. Instead, we’re seeing a stabilization at the peak of a long period of extraordinary growth.
Year over year, average sold prices are up by 4.5%. That’s on top of back-to-back years of double-digit increases. What does this mean for sellers? They’re still in a strong position, but setting the right expectations is key.
Setting Realistic Expectations
As an agent, your role is to help clients navigate this shift with confidence. Here’s how:
Time on Market – Right now, homes are taking an average of 31 days to sell. That’s marketing time. Add another 30 days for the buyer’s due diligence—home inspections, appraisals, and finalizing loan details—and we’re looking at a total of 60 days from listing to closing.
Price Adjustments – Gone are the days of multiple over-asking offers flooding in within hours. That doesn’t mean homes won’t sell; it just means negotiation is more critical than ever.
Pushing for Action – When discussing timelines with sellers, guide them toward taking action now. If they list today, they should expect to be at the closing table around 60 days later. Getting them to visualize that timeline helps them move forward emotionally and logistically.
Why This Matters Now
This is not a market crash. It’s a shift—a necessary adjustment after an intense period of growth. Sellers who price their homes strategically and work with an experienced agent will still see strong results. The key is preparation, clear communication, and a solid strategy.
Want more insights on how to navigate changing market conditions? Tune in to the No Broke Months Podcast for expert strategies that keep your real estate business thriving!
Do you doubt yourself?
If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!
You just need to find YOUR Way.
I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free.
The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.
You can Claim Your Copy HERE.
Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money.
Others will admire and value you.
And don’t forget to join the Facebook group to network with the top agents:
https://www.facebook.com/TheCPICommunity
