How real traders can use micro market shifts to drive momentum and capitalize on opportunities in a challenging market

With Q4 in full swing, many retailers are seeing buyers and sellers hampered by high interest rates and stagnant inventory. Sean Shallis, “Recovering the Realtor” and highly productive loan officer, offers strategies to help real estate agents get through this crisis by using micro market shifts to create urgency and encourage action.

Shallis, with over three decades of experience in the real estate industry has helped sellers, buyers, and sellers navigate all types of market conditions. His message to homeowners is clear: now it’s time to educate customers and take advantage of market inefficiencies to unlock success in Q4.

“Flat lines in business and life are never good,” Shallis said. “Retailers, like buyers and sellers, are in a position to hold back, but hesitation can cost your customers—and your business—more than you think. People do things when they’re happy, whether that happiness is positive or negative, and it’s our job to show them the opportunities in today’s market.”

Key Strategies for Realtors in Q4

1. The cost of waiting: Renting vs. buying

Realtors can help buyers understand that waiting for better interest rates often leads to higher long-term costs. Renting may seem like a safe bet, but renting offers zero equity growth and misses out on the tax benefits of owning a home.

“Not only does ownership create equality,” explains Shallis, “but the tax benefits are many. Buyers can deduct all interest they pay on their mortgage and property tax payments up to $10,000, bringing the year-end to Uncle Sam. Yes, the American dream of home ownership is alive and well.”

2. Using small market shifts

Sellers have the opportunity to use local market changes to drive urgency to their customers. Whether it’s infrastructure improvements, seasonal shifts, or political events like the upcoming election, these small changes create opportunities for educated buyers and sellers.

“Dealers who stay ahead of these changes can guide their clients to take action before the broader market begins,” Shallis said. “Waiting for good conditions can mean missing a big opportunity.”

3. The next increase after the reduction of the rate

Shallis highlights that the real estate market will change dramatically if interest rates drop. If demand increases faster than inventory, prices will increase.

“Sellers must convey this to their buyers and sellers,” he advises. “Those who act now will benefit from today’s prices before the market matures and explodes with new demand.”

Success leaves traces

“When it comes to success, I learned something important as a teenager when I trained with the United States Army Airborne Rangers. Our drill sergeant told us something that has stuck with me for the rest of my life. He said, ‘If it snows and I successfully cross the bombed field, leaving tracks behind, can you try to make your own way, or can you follow mine?’

The answer is simple: follow the path of success. Successful people leave referrals, and like real marketers, we have options. We can continue to try to make our own way or step in the footsteps of those who have achieved the level of success we strive for. I firmly believe that every marketer has a $1 billion blind spot that lies within their business or lifestyle that prevents them from having a truly extraordinary business and lifestyle.”

The right partner can help you succeed

With over three decades of experience in real estat, Shallis emphasizes the importance of having an experienced and knowledgeable partner by your side. “Not all coaches or business partners are the same,” Shallis said. “Working with someone who understands the real estate landscape can make the difference between being a successful realtor and a mediocre one.”

Sean Shallis is an author and highly productive loan officer.

This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners.

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