Regarding Real Estate is the worst of times and it is the best of times.  It is worst for those who are out of work, out of money, and in debt.  It is the best of times for people who have some cash, decent credit, and a secure job.  It is best for them because prices are soft and money is available at low rates.  Is that true?  You as the Agent have to see it and believe it.

Once you believe it then you can turn the question, “How’s the Market” into business with the following strategy and script.

Two parts: Answer the question honestly and directly; then ask the question that you most want to ask.  The question you most want to ask is this.  “Why do you ask?  Are you guys thinking about doing something or know someone who is?”  Or, “Why do you ask?  Are you guys thinking about making a move or know someone who is?”

And here is a sample of answering the question as honestly and directly as possible, “It’s horrible, for the people with no jobs, damaged credit, and debt.  It’s actually a time of terrific… amazing opportunity for people with secure employment, some cash, and decent credit.  Why do you ask?  Are you guys…”  Or, “Here in (area), there are not many houses on the market.  So when houses do come up they are selling quickly.  At the same time in (other area) there is a lot of inventory so prices are soft.  So, there are problems and some amazing opportunities.  Why do you ask?  Are you guys…”

Notice two things.  The answer is direct, honest, and it shows insight and intelligence from the Agent.  Also notice the question following the answer.  Whether it is true or not respond to the question, “How’s the market?” as if half the people who ask it are asking because they are thinking of buying or selling; or asking for someone who is.  They probably are.