Ask a CRS Advice from your peers

Market knowledge that conveys an understanding that home ownership is the best investment over time is important. Use good loan officers who have, and can explain, their programs. Know that this isn’t 2008, and it isn’t 2021–2022 either. This is a normal market.

Nellie Arrington, CRS, Long & Foster, Columbia, Maryland

In this market we must think more critically when pricing homes. We have to be patient and help people determine whether or not this is the right time for them to buy or sell. There are always people who want or need to move. Be more practical with whom you work.

BethAnn Long, CRS, RE/MAX Inland Empire, Spokane, Washington

I have been continuously licensed since 1981, and 18% was the interest rate when I started (and when I also purchased my first property). It pains me when I hear agents, and even loan officers, say that today’s rates are higher. Simply state to the consumer that today’s interest rates are not high, and that the interest rates of the past several years were not normal. Those recent rates were just lower than usual.

Jesse Cordova, CRS, Beach Realty United, Virginia Beach, Virginia

Understanding financing and knowing what mortgage products are out there. Learn what a buy-down is. We sold houses at 16% (and higher) back in the ‘80s. We didn’t have technology, but we did have financial calculators and knew how to use them. Also, take designation classes. That’s what used to separate top agents from the others. Some new agents don’t even know what the designation acronyms stand for.

Peter West, CRS, Bishop West Real Estate, Venice, Florida

Stay in the know. Time to step up networking with those in the real estate industry, such as fellow REALTORS®, loan offers, title specialists, appraisers, etc. The 2/1 buy down loan product seems to be the new approach to assist in combating these higher interest rates. The phrase “Who you work with matters,” has never been more true.

Diane Barnhouse, CRS, JPAR Real Estate, Frisco, Texas

QNow more than ever it’s important to get back to basics and sharpen your skills. Those who are better at communication, negotiation and pricing will continue to be successful. Those who

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