28/05/2026
When someone asks you, "How's the market?", it is incredibly tempting to jump straight into a lecture. As Property Practitioners, we are naturally wired to want to provide answers.
The moment that question comes up, it's easy to start rattling off the standard data points: interest rate trends, national stats, and macro-economic predictions. The problem is that these rehearsed scripts can make you sound a bit mechanical.
Real estate conditions change from one suburb to the next, so a flood of generic data rarely gives a client real peace of mind. Stop trying to be a fortune teller with perfect predictions, just take a breath and listen.
The next time you are put on the spot, try using a simple, conversational question first: "Before we look at the numbers, tell me what you've been hearing out there." This completely changes the energy of the conversation. Instead of guessing what your client is stressed about, you are inviting them to pull up a chair and share what's actually on their mind.
Whether they are worried about a headline they read over the weekend or feeling paralysed by local municipal issues, they are giving you the exact roadmap of what they need help navigating. Once you know what they are actually dealing with, you can bypass the generic noise. You don't need to overwhelm them with the whole market; you just give them the highly localised, practical facts that matter to their lives. Your value doesn't come from memorising the perfect elevator pitch.
It will come from your ability to listen first. When we drop the rigid scripts and focus on understanding the person in front of us, we stop trying to sell the market and start actually helping people find their way through it. Copied from LinkedIn RealNet
