I keep hearing the same thing from agents right now:
“There’s nothing good to talk about.”
That’s not what I’m seeing.
There’s always something to talk about if you know where to look. There are always people who need to make a move. The agents who stay in front of those people and start the right conversations are the ones who win.
We can’t control the news cycle. We can control how we show up and what we say when we pick up the phone.
My team focuses on four simple data points. They’re working right now to start more conversations and uncover who’s actually ready to move.
Motivated people still transact
A lot of people are focused on negative headlines:
- Rates are up.
- Inventory is tight in some areas.
- There’s uncertainty in the market.
And yet, people still need to move.
Motivation drives transactions. It always has. The goal is to find the people who are ready and help them make a decision. You do that by starting conversations that connect to what’s happening right now.
Data point for sellers: Highlight a recent neighborhood sale that gets attention
If you’re talking to homeowners, start with what’s happening in their neighborhood. This gets attention because it feels real.
People are staying in their homes longer than ever. The average is 11.7 years. A lot of homeowners have no idea what their property is worth today.
When you bring them a number that surprises them, you create curiosity. Curiosity leads to a conversation.
Here’s how to approach it:
- Look for a recent sale that stands out
- Find a number that feels surprising
- Share it in a way that connects to their situation
And then use this:
“Hey, did you see what your neighbor got for their home? They went pending in less than a day. And I know it went for 25% above the asking price.
“How would that new sales number impact your real estate plans over the next 6 or 12 months?”
This works because it’s specific. It’s local. And it’s relevant.
Data point for sellers: Use pent-up demand to start conversations about timing
If you don’t have a hyper-local sale, you can still start a strong conversation using broader market demand.
There is a lot of pent-up demand sitting on the sidelines. As we move deeper into the spring market, more of that demand is starting to show up.
This gives you a reason to reach out and start a timing conversation.
Here’s how that sounds:
“Hey Phil, I’m not sure if you saw, but there’s a lot of pent-up demand coming off the sidelines right now. All the data we look at is showing that there is pent-up housing demand, and they’re starting to resurface now that we’re into the spring market. We’ve seen some sellers get some incredible prices for their homes. Out of curiosity, would that impact your plans over the next 6, 12, 24 months?”
It’s less specific. It still connects market movement to their plans.
Once they respond, move into qualifying questions and figure out how serious they are.
Data point for buyers: More inventory means more options in your local market
For buyers, focus on opportunity.
In a lot of markets, inventory is starting to open up. In our area, we’ve seen a 9% increase in active listings year over year through February.
More listings mean more choices. This matters to buyers who have been struggling to find the right home.
Here’s the script:
“Hey, Mr. Buyer, not sure if you saw we’re seeing 9% more active listings than we saw this time last year. And I know we were having trouble finding the right home. How would these additional options impact your home search plans over the next 12 months?”
You’re bringing useful information into the conversation. You’re tying it to their experience. You’re asking how it changes their plans.
Data point for buyers and sellers: Seasonal trends show when more homes hit the market
There’s a consistent pattern every year. Inventory tends to peak in late spring and early summer.
This is an easy way to create urgency without pressure.
Here’s how you position it:
“Hey, not sure if you realize, but historically we typically see the most homes come to market in the months of April, May, June, and a little bit of July. So, knowing that you were thinking about making a move, would you want to find out about these new homes if they come to the market?”
This works for buyers and sellers. It opens the door to ongoing communication. It gives you permission to follow up when new opportunities hit.
Q2 is when volume wins
We’re in April. This is when things start to move.
The agents who have the most conversations right now set themselves up for the rest of the year. This is about getting in front of more people and asking better questions.
Here’s what this comes down to:
- Have more conversations
- Use real, relevant data
- Ask questions that uncover motivation
Use these four data points to open new conversations. Stay in front of your database. Keep the conversations going.
If you do that consistently, the appointments follow.
