Q: Most of my first-time buyers suddenly have cold feet. They are hearing and reading that now is not a good time to buy their first home. Help!

A: What they are hearing is one thing. But how you respond to their concerns – and what you can (and should) show them – is completely different.  Show them the statistics for your market and articulate all the great reasons why they should move forward. Show them your local market in the same manner you would show a seller the value of their home … instead of a seller CMA, build a buyer CMA.Use sales, absorption and pending data to prove the movement of your market.

Compare your local rent versus buy data – in many cases it is still a much better investment to buy now, rather than rent and buy somewhere down the line. Remember, the media (even regional media) is very general in nature and may not reflect what is happening in your market. You have the expertise your buyers need!