There’s been a lot of negativity in the real estate industry the past few weeks, mainly since rates ticked back up.
Everyone got excited when we dipped below 6%. Now we’re sitting around 6.5%. Suddenly, the mood shifts and agents start acting like the sky is falling.
Let’s get real for a second. Mortgage rates were higher in March of 2025 than they are right now in 2026. And last year, plenty of agents felt great about the market because rates had come down from 2024 levels.
This is a mindset issue. That’s what’s actually going on here, and it’s something you can control.
You’ve got to get out of your head and start thinking clearly about where we are in the calendar. Q2 is when business gets done. This is when people make moves before the school year starts.
This is when deals happen.
And if you’re focused on what’s wrong instead of what’s possible, you’re going to miss it.
4 Conversation Starters to Use Right Now
I keep hearing agents say, “There’s nothing good to talk about right now.”
That’s not true at all. There are always conversations to start.
You just need the right angles.
Here are four that are working right now:
- Neighborhood activity for sellers
- Pent-up demand returning to the market
- Specific homes for buyers
- Rising inventory creating more options
These give you a real reason to reach out. When the angle actually connects to that client’s situation, you’re leading with something timely and relevant. And that’s what gets people to engage.
Use the OFQ Formula to Open the Conversation
Sellers are focused on what their home is worth and whether it makes sense for them to move right now.
Start with something specific, like the most recent sale in their neighborhood. Some markets are hitting strong price points right now.
Then bring in the bigger picture.
We’re in quarter two, and people generally want to move before the next school year starts. Buyers who’ve been waiting are stepping back in. Now you’ve got a clear reason to reach out.
Here’s how you package it into a simple opener using the classic Phil Jones OFQ formula (Opening, Fact, Question):
Opening:
“Hey, it’s Tom with REMAX.
Fact:
“Not sure if you saw your neighbor’s home sold for X…”
Or
“We’re seeing a lot of pent-up demand come off the sidelines right now.”
Question:
“How would that impact your real estate plans over the next six, 12, or 24 months?”
It’s simple, it gets attention, and it gets people talking.
How To Get Buyers Moving
Buyers need to see opportunity. They need to see what’s possible.
Start by putting real homes in front of them. Not random listings. Show them properties they’ve already shown interest in. Send a quick text with a link. Keep it simple and easy to act on.
Then give them context on what’s happening in the market.
Here’s what matters right now: Inventory is up. In Philadelphia, it’s up 8.9% year over year, which means buyers have more options than they did 12 months ago
That’s a real reason to take action.
When buyers see homes they like and understand they have more choices, they start moving.
Three Questions That Uncover Motivation
Every deal happening right now comes down to one thing: Motivation.
People move when they have a reason. If you don’t know that reason, you’re guessing.
Motivation shows up in real-life situations:
- Engagement or marriage
- Babies and growing families
- Death or inherited property
- Divorce and asset separation
- Diplomas and life changes
- Downsizing or relocation
- Default situations
- Wanting space for a dog
These are the drivers behind decisions.
In order to uncover that motivation, ask questions that get people talking about what matters to them. Here are three to start with after your qualifying questions:
- “What gets you excited about making a move like this?”
- “What would this kind of move do for you?”
- “What is important to you about making this kind of move?”
Each of these questions help you understand why someone would actually move.
Don’t be one of those agents who ask surface-level questions. Those don’t go anywhere.
Ask better questions. You’ll get better answers.
The Daily Formula That Works
You’ve got the talking points. You know motivation matters. And you’ve got questions that open people up.
Now it comes down to what you do every day.
Pull out your business plan. Look at what you committed to.
For most agents, it comes down to this:
- 15 real estate conversations per day
- 1 new appointment set per day
That’s the formula.
This business rewards consistency. The agents who stay in action are the ones winning right now because they’re having conversations and setting appointments every day.
Q2 Is Where Business Gets Done
This is the time to lock in.
We’re at the start of Q2. This is when transactions pick up. Buyers and sellers are making decisions right now, even when rates are still above 6%.
There’s a lot of real estate about to get bought and sold.
And my question is, are you going to get your unfair share?
