Okay, guys, here’s some great language to use with buyers who are on the fence. When you’re following up—because we should all be following up—you can say something like this:

“Hey, I just wanted to touch base with you and let you know I’ve been thinking about you. Now that we’re in a new year, I wanted to talk to you about all the new listings starting to hit the market. February, March, April, and May are when we see the most listings, which means the most opportunities. In fact, we have 10% more inventory on the market this year compared to last year. So, I wanted to reconnect and see if we could start looking at some properties together.

“Now, I know you might have some concerns about pricing and finding the right value. Here’s the key message: When you work with me, we’re not buying the market—we’re buying a specific home. My job is to ensure you get the absolute best pricing and value on the home that fits your needs.”

You can also add a personal story to connect with them, li...

Here's an interesting question to put out on social media to your audiences:

Would you move from your current market because of climate change?

I've been in the business for 35 years, and we never really talked about climate change as a motivator for people to move. But it's becoming more and more of a reason for people to relocate. In fact, 30% of Americans today, especially young people, say they would move because of climate change or make a decision about where to live based on it.

That’s why this is an interesting question to ask on social media.

Climate change can take many different forms. In my market area, for example, it's fires.

We had a fire come through our neighborhoods that burned down 2,700 homes. It was one of the biggest fires in the nation for destroying homes. Absolutely devastating for our community. We went through several summers of fire, and a lot of people moved because they couldn't deal with the smoke and terrible air quality.

On the flip side, you migh...