Buyers and sellers hesitate for many reasons, not just price. Here’s what you should know to guide them to act.
Are your buyers hesitating, your listings staying on the market longer, and your conversations getting tougher? With more homes for sale, interest rates sitting around 6%, and only a portion of buyers actually moving forward, many agents are feeling the pressure. The market data is clear. The question is, how are you using it?
Here’s a breakdown of what’s happening and what you should be considering right now.
What the new market data is telling us. On average, inventory is running between 10% and 20% higher than this time last year. That means buyers have more options. At the same time, interest rates have corrected to around 6%. That has introduced new buyers into the market.
But here’s the reality: Statistics are showing that only a certain percentage of buyers are actually buying. A lot of people are looking. Fewer are committing.
That gap is where you come in. Here are three areas to focus on right now.
1. Buyers have more choices right now. With higher inventory, buyers can actually get into something that fits their needs. They have options: they can compare homes and take their time.
But when interest rates go up or drop, and home values rise, those options tend to shrink. Competition increases. Choices get limited.
If buyers wait just to save 20, 30, 50, or even 75 dollars a month, they might lose the home they truly want. They may not get the property or the opportunity they want. And sometimes, they end up not buying anything at all.
“Waiting to save a few dollars could mean your clients lose the home they really want.”
This is where you need to guide the conversation.
Ask simple questions:
Are they buying because of price?
Or are they buying for lifestyle?
Do they want stability?
Do they want to be a homeowner?
Help them understand what they’re really trying to accomplish. Waiting may not be worth it if the end result is settling for a home they don’t love.
2. Days on market are higher. We’re seeing days-on-market in areas like the Wasatch Front as high as 70 days on average. But remember, average days on market often reflect average agents, average pricing, average homes, and average marketing.
If a home is sitting, there’s usually a reason. This is your opportunity to stand out.
Encourage your sellers to:
Spend more time preparing the home.
Make it absolutely clean and show-ready.
Price it correctly from the start.
Invest in real marketing.
Yes, it may require more effort.
Yes, it may require more time.
Yes, it may require more investment.
But when you prepare a property differently, sellers feel that you’re truly trying to sell their home. They see the difference between real marketing and simply putting the home in the Multiple Listing Service (MLS) with cell phone pictures.
When sellers see that level of care and effort, they trust you more. And trust leads to referrals. Especially when they compare you to the last two, three, five, or seven agents they spoke with who weren’t offering anything different.
Marketing isn’t just posting a listing. It’s having a real plan and being willing to invest in it.
3. Give undecided clients a clear game plan. You’ll always have buyers and sellers who are on the fence.
Interest rates will continue to change, but likely in moderate ways. Instead of letting clients wait without direction, give them a clear plan.
Show them what’s happening in the specific area they’re looking at. Track the numbers. Look at how quickly homes are selling. Pay attention to how many homes are coming on the market compared to how many are selling.
When you walk them through real data in simple terms, they can see whether waiting will truly make a difference or just waste time.
For some, the best step may be to stay.
For others, it may be time to move.
But when you help them reach a final decision, you also know who to follow up with, who is serious, and where to focus your energy.
Stay visible and share what you know. Market updates are powerful. Don’t keep that information to yourself.
Put it in writing.
Share it in videos.
Explain what’s happening in plain language.
When clients see that you understand the market and can explain it clearly, it builds trust. It reminds them that you’re active, informed, and paying attention.
If you have questions about how we’re handling this market, reach out to (801) 285-0521, email Justin@JustinUdy.com, or visit justinudy.com. And if you’re looking for a team that’s doing things differently with leads, marketing, and support, let’s connect. I’d be happy to chat.
