Agents Who Share These Visuals Close More Deals in Today’s Market
Getting people to trust you is hard – especially when they’re making one of the biggest purchases of their lives.
And unfortunately, with everything that’s circulating in the media and the shifts happening in the housing market, your sphere may be more likely to question whether it’s still worth it to buy a home. And as you try to reassure your clients that there are ways to make their dreams a reality even now, sometimes you hit a wall. Because the problem is, they expect you to say that.
So how do you build trust and prove you’re not just saying what they want to hear? The answer: you focus on showing, not just telling.
Visuals help people process information 60,000 times faster than text, according to a study by 3M. The study also found visuals actually make your conversations 43% more persuasive.
This goes to show, there’s a huge difference between telling someone what’s happening in the market and using fact-based visuals to show them the real story. When you use professional visuals, you’ll build your credibility and trust so you can close more deals.
Facts are a lot harder to argue with than opinions. So, here are the top 3 visuals you need to help show homeownership is still worth it.
Rent Usually Rises
Start the conversation by covering their options. If they’re not ready to buy a home, what are they going to do? Chances are, they’re going to have to rent. They need to live somewhere, right? But do they know that rent has a long history of just getting higher and higher? To help your clients really put this into perspective, download this professional visual to your phone, and use it to show how rent climbs year after year:
And as their rent rises, it’s only going to put more of a strain on their wallet over time. And the worst part is, they’re paying all that extra money, but they’re not getting any financial benefit – just the roof over their head.
By using this visual in your conversations, you’ll see renters start to second guess if renting really is the best long-term option. That’s because it helps them finally see that saving to buy a home is only going to get harder the longer they wait.
The Equity They’re Missing
But, if they buy a home, they’ll have the chance to lock in their monthly housing payment via their fixed-rate mortgage. That’ll set them up to grow their equity. And equity growth happens when they pay their mortgage each month and as home prices rise. To show them just how much this adds up (and how fast), use this visual:
With this one, you can explain, based on home price projections from over 100 industry experts, just how much equity they could gain (or stand to lose) over the next 5 years if they purchased a $400,000 home. So, sure – they could rent. But they’re missing out on over $80,000 in equity if they do. And that data-bound number makes this a professional visual that’ll pack a punch.
By sharing this visual, you’re making a concept feel a lot more tangible. And that helps your clients see what’s truly at stake if they opt for renting over buying. You’ll find that this figure is enough to motivate them to take the plunge into homeownership.
How Equity Adds Up over Time
And just to extend that time frame out a bit, to prove the next 5 years won’t be a fluke, make sure they know that home prices usually climb year after year. That’s why people who have owned their homes for 30+ years have such a significant amount of equity built up. To show how much this really stacks up through the years, be sure to share this visual:
Because the fact of the matter is, since 1991, home values have gone up by over 300%. And even with all the ups and downs in the housing market throughout that time, that means over the long haul homeowners have seen their homes more than triple in value. That’s huge. And that’s why homeownership is such a powerful wealth-building tool.
Using this data-bound visual confirms the long-term value of homeownership. It also challenges your client to think about their lives 30 years from now and what sort of legacy and financial stability they want for their future. That’s a meaningful motivator to ditch renting and turn to homeownership instead.
Bottom Line
If you want people to not only remember what you’re telling them, but to also believe in what you’re saying – you need to incorporate visuals in your conversations, presentations, and marketing.
It’s the simplest way to instantly cut through the noise, make a direct connection, and earn a client’s trust in a way that gives you the edge to win their business.
To get the right professional visuals that get the job done, you might spend hours researching and designing materials. Or you could join other KCM Members and get a toolkit with hundreds of powerful, easy-to-share charts and graphs with more released every day.
That’s why KCM Members are always prepared for any question, know how to overcome objections, and on average close 80%-125% more deals than their competition.
Start your 14-day free trial of a KCM Membership today to get instant access to professional visuals, plus tons of other powerful marketing content and tools that help you grow your business.
