2. Current Context 25 In this chapter: > Today’s market > Today’s buyer 25
TODAY’S MARKET 25
TODAY’S BUYER 28
TODAY’S BUYER 30
TODAY’S BUYER 30
TODAY’S MARKET 30
TODAY’S MARKET 31
TODAY’S MARKET 31
Generation Gap 32 Median age of REALTORS®: 56 years Median age of REALTORS® in business 2 years or less: 47 years Millennials represent sizeable share of today’s buyers Prepare to work with other generations 32
Multi-Generational Transactions Multiple generations during a transaction Knowledge of generational differences provides a framework to navigate Patience, flexibility, diplomacy, and organization required 33
Generational Commonalities: Expectations 34