Why Do People Move? [HINT: It's Not Because of Interest Rates]

Today I want to try to dispel a myth about the influence real estate agents have on the market. Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors and I make video content for real estate agents because I'm passionate about helping them build great businesses. A lot of agents believe that we somehow have influence on whether or not people buy or sell real estate. And the truth of the matter with a minor asterisk for investors is that we don't. We never really have. What we do have control of is whether or not somebody thinks of us when they make the decision to buy and sell real estate. So, let's talk about the decision first and then let's talk about how we make sure that we're in the right place at the right time on purpose. Other than investors who if you present them with an opportunity will take it if they can. Historically, the two factors that make people move are jobs and family formation. you get out of school and you get your first job and you save up some money and you go buy a house.

Then maybe you get married or maybe you have a kid or whatever and you buy a little bit bigger house and then maybe you get a promotion and you get a bigger house or you get relocated. You sell your house one place, move to another, you retire, you get divorced, you age. Those are the things that make you buy and sell real estate. Not a newsletter from a real estate agent saying that interest rates are down. That's not what makes people move. what makes people move almost universally, family formation, jobs. So, let's just acknowledge that it is what it is and move forward. So, the question is when one of those life events happens and people want to move, how do we make sure we're the agent that they use? Because depending on the study that you read, most Americans know somewhere between 10 and 15 real estate agents. So, if they've got 10 or 15 real estate agents that they know, how do we make sure that we're the one that they pick when the time comes to make that decision? And I want to introduce a term that if you have paid attention to Ninja Selling at all, you've heard before because they call it flow, but I want to call it frequency of interaction. It's frequency of interaction. That's what makes people use you versus one of the other dozens that they know. So, what does that mean?

I think it means two things. number one that you have systems in place that are automatically kind of dropping content in front of people whether that's on social media whether that's in a monthly newsletter through your CRM or periodic touches that you've built through something like you know send out cards or one of sensations or one of those kinds of services whatever it looks like you're putting your face in front of people automatically it takes no effort on your part other than the setup but the other part is you also have to have a plan in place whether you build that into your CRM which would be my suggestion to you of actually talking to humans, actually, you know, interacting with them in person, whether that's through popbys, whether that's through having client events or picking up the phone and just making a phone call, things like that. You have to have both of those. And I'm a believer that you should be touching base with people at least once every 3 weeks. But you can do it much more frequently as long as you have a plan in place. And that plan isn't obnoxious. It's not let me just beat you over the head with my real estate hammer all the time. It's valuedriven. It is friendly. It's conversational because creating that conversation is what keeps you in front of somebody. And that is what happens.