The presidential campaign close is a good one, and it’s short and sweet. Every agent knows that uncertainty = paralysis. Unfortunately for sellers, more uncertainty is present in the political climate of the United States than in almost any other area. Presidential approval ratings based on recent surveys are at an all time low. The political climate has caused many sellers to take a “wait and see” position.
Sellers should be reminded of the expression “here we go again”. The presidential selection process will not be completed until the end of next year. A new president will not take office until early 2013. The question every seller should ask themselves; “does it realty make sense for me to put my life on hold for another two years?”. If a seller considers the number of things that have gone bad during the last two years including the deficit crisis, the serious unemployment challenge, and the Euro-zone economic crisis just to mention a few, one can only imagine what could happen during the next two years that could seriously impact real estate prices as well.
Apologize for sounding negative and remind your seller that your job as their trusted real estate advisor is to help them manage their risk.
As their agent say; “If I don’t do the ‘what-if’s’ and ‘is it possible’s’ and they happen, I’ve done you a disservice.”
You can also say; “I would rather help you preserve your wealth and be a little annoyed with me, rather than like me and lose a lot of money”