We’re in a housing shortage. Real estate agents already know this. Clients, on the other hand, might not. If clients aren’t properly educated on the consequences and effects of the shortage, they may be upset at some of the less than thrilling outcomes of their agents’ work. So, educate them. Below is the cheat sheet of common questions clients may ask. Try circulating this material as an educational memo to clients or just dealing with each question as they come up. Either way, clients are much more likely to trust their agents’ judgment if they understand their reasoning. What is an ‘inventory shortage’? Land is fixed. It doesn’t move. And if all the space in an area is filling up, a town can’t simply “import” more land. Houses are also fixed. Ordinarily, they stay right where they are. If 100 families want to move into an area, but there’s only 20 homes, then prices will rise because demand is higher than supply. On the other hand, if there were 20 fami…
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