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The Market Distillery

The 60-Second Market Answer

Exactly what to say when a client asks "how's the market?" In any situation. With any client.

By Dr. Alex Stewart

Founder of The Market Distillery, former financial analyst, mortgage banker, and university professor.

 

Why this matters

Every agent gets asked this question. Most give a vague answer and hope the client doesn't push back.

Sound familiar?

This gives you a simple three-step answer that works in any market condition, with any client, whether they're ready to move or just making conversation.

Read it once. Use it today. 🎯

1

Acknowledge what everyone's hearing nationally.

Your client has already seen a headline or heard something from a friend. Address it first and you control the conversation. Ignore it and you lose credibility before you start.

Say something like:

"Nationally, everyone's focused on rates right now. And that's a fair thing to watch."

"You're probably seeing mixed headlines out there. That's because what's happening nationally and what's happening here are two different things."

One sentence. You're not agreeing or disagreeing. You're showing you know what they're hearing.

2

Tell them what's actually happening locally.

This is where you stand out. National headlines don't close deals. Local data does.

Pick one number or trend you actually know right now. That's all you need.

Say something like:

"Here in Jacksonville, homes priced in the market are still moving quickly. Inventory is up from last year but we're not oversupplied."

"In St. Johns County right now, sellers are still getting strong prices. Buyers just have more room to negotiate than they did a few years ago."

One or two sentences. One clear local picture. Simple enough that they can repeat it to their spouse tonight.

3

Open the real conversation.

Don't answer for them. Ask instead. This one question works whether they're buying, selling, or just curious.

Why does it work? Because it tells you what narrative they're already operating from. That's the conversation you actually need to have.

Say:

"The market that really matters is the one right where you are. What have you been hearing?"

Now they're talking and you're listening. That's the moment a general question becomes a real client conversation.

Here's what it sounds like all together.

Each color matches a step in the framework.

Client

"So how's the market these days?"

You

"Nationally everyone's focused on rates right now, and that's a fair thing to watch. But here in Jacksonville, homes priced in the market are still moving quickly. Inventory is up from last year but we're not oversupplied. The market that really matters though is the one right where you are. What have you been hearing?"

● Step 1: National ● Step 2: Local ● Step 3: Open

In 30 seconds, you sound informed, calm, and local. And now they're the one talking!

Bottom line

Three steps. Any market condition. Any client.

You end with a question that opens a real conversation instead of closing one down. That's how you go from answering a question to creating opportunties. 💡

 

Want talking points like this every single month?

That's what Market Insiders is built for. Every month I break down what's happening in Northeast Florida so you've always got the right local data before a client asks.

No hours of research. Just clarity, confidence, and expert support, in about 3 to 4 hours a month.

Next Steps: Learn About Market Insiders ➡️