| Seller's
Market |
Buyer's
Market |
|
Everyone is motivated. |
Need to
determine buyer/seller motivation. |
| Process
moves fast and requires speed. |
Process
moves slowly and requires patience. |
| Price
is not critical. |
Price
is critical. |
| Agent’s
role is to facilitate & write. |
Agent’s
role is to sell and influence. |
|
Everything sells. |
Not all
listings sell. |
| Buying
is automatic. |
Buyers
must be influenced to buy. |
| There’s
no time for data/evidence. |
Buyers
require data/evidence before deciding. |
| Buyer
will do whatever it takes to make a sale. |
Buyers
are willing to walk away. |
| All
agents survive and are successful |
Some
agents survive and are successful. |
|
Relationships are minimal, if at all. |
Relationships are important. |
|
Short-time thinking/planning prevails. |
Long-term thinking/planning prevails. |
|
Prospecting and marketing are not necessary. |
Fall is
the most important time to prospect and market. |
| Chaos
prevails. |
Discipline, focus, structure prevail. |
| Market
provides the momentum. |
Activities provide momentum. |
|
Reactive |
Proactive |
