Hey team-let’s break this down from the frontlines of real estate. The NAR’s May Pending Home
Sales Index rose 1.8% MoM and is up 1.1% YoY. It’s not world-shaking-but in a market dragging
lower, this uptick is an invitation, not a headline.
A small rebound amid stagnation is exactly where traction becomes momentum.
4. Prep for Volatility-Don’t Wait on It
Pending sales rose while actual closings dropped to 2009 lows. That means lead flow -> contract ->
fallouts. Prepared resilience beats blind optimism:
– Send backup offers
– Pre-confirm financing
– Educate clients on appraisal/pending risks
Built Different tip: Turn cancellations into opportunities-be the person who can pivot and succeed when deals fall through.
5. Restore Your Game Plan
Markets shift quickly:
– Rates staying elevated
– Sellers “golden-handcuffed” unwilling to budge
– Buyers hesitant, financing crunch persistent
So pivot your script:
– Lead with value, not scarcity
– Refine capture strategy-CBAs, targeted outreach, niche listings
– Keep drilling your process until responses come faster than conditions change
Built Different Action Items This Week:
– Target ads in regional areas -> Capitalize on localized demand
– Prepare financing toolkits -> Buyers need stability reassurance
– Systemize backup follow-ups -> Capture fallout opportunities
– Track pending-to-close data -> Lead indicators > lag indicators
Final Lift
Markets ebb and flow-but Built Different operators thrive in the ripples. This modest uptick? It’s your
cue. Align mindset, double down on value mastery, and run your system, not the headlines
1. Stay Relentless When Others Retreat
Yes, sales are historically low-existing-home sales are at depths not seen since 2009. Yes, inventory grew-but those are houses lingering on the shelf, not moving. Instead of slowing, lean in.A small rebound amid stagnation is exactly where traction becomes momentum.
2. Leverage Regional Strengths
– West surged 6% MoM, despite Y-o-Y dip – Midwest & South logged +2.6% and +2.0% Y-o-Y increases Built Different mantra: You don’t need nationwide strength-you need local dominance. Focus your energy where demand shows green shoots. Pinpoint those zip codes, boost visibility there.3. Position as the Value Provider
Despite wage growth outpacing home price gains, rate volatility remains chief concern. Stop chasing the sale-serve as a partner in affordability: – Package rate buydowns – Offer creative financing – Build client trust via transparency, not pressure4. Prep for Volatility-Don’t Wait on It
Pending sales rose while actual closings dropped to 2009 lows. That means lead flow -> contract ->
fallouts. Prepared resilience beats blind optimism:– Send backup offers
– Pre-confirm financing
– Educate clients on appraisal/pending risks
Built Different tip: Turn cancellations into opportunities-be the person who can pivot and succeed when deals fall through.
5. Restore Your Game Plan
Markets shift quickly:– Rates staying elevated
– Sellers “golden-handcuffed” unwilling to budge
– Buyers hesitant, financing crunch persistent
So pivot your script:
– Lead with value, not scarcity
– Refine capture strategy-CBAs, targeted outreach, niche listings
– Keep drilling your process until responses come faster than conditions change
Built Different Action Items This Week:
– Target ads in regional areas -> Capitalize on localized demand
– Prepare financing toolkits -> Buyers need stability reassurance
– Systemize backup follow-ups -> Capture fallout opportunities
– Track pending-to-close data -> Lead indicators > lag indicators
