How's the Market?

When someone asks you, "How's the market?", do not reply with "Great!", "Outstanding!", or some other optimistic response that causes that someone to look upon you with doubt.

Instead, respond with the question, "Why do you ask?"

This question will open the door to conversation. Often times that someone will answer you with, "I've been thinking of selling my house, but I hear that market is BAD." Do you smell a listing appointment??? Or the response is, "My brother has been talking about buying a rental property, but he's waiting for the market to bottom out." Does this sound like an opportunity?

The best policy is to not mislead people, rather to converse about their needs and interests. The simple script, "Why do you ask?" does just that. Armed with this script, everyone wins. The client's needs are met and the agent lives to work another day.

Try it out. Smile when you ask, "Why do you ask?" It works wonders.