BrokerageIndustry News

What to do when buyers won’t make a move

Part 1: Navigating a tough housing market

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Editor's note: In this three-part series, brokers and agents share tips and insight on approaching buyer and seller standoffs and ways professionals can keep a transaction moving in a slowing real estate market. (Read Part 2 and Part 3.) With housing inventories in many markets on the rise and prices either appreciating more slowly, stagnating or falling, many buyers are hesitant to pull the trigger on a home purchase, convinced the next house they look at will be a better buy. Add to that the fact that the Federal Reserve is taking what looks to many analysts like an extended vacation from interest-rate hikes, and many buyers aren't feeling pressure to act. At the very least, some buyers want assurances that the home they buy won't be worth less than they paid for it if they need to sell in the near term, and that it's a good long-term investment. But if sellers in a down market have unrealistic expectations (see Part 2 of the series) about how much their home is worth, buyers...