1. 2. Current Context 25 In this chapter: > Today’s market
> Today’s buyer 25

2. TODAY’S MARKET 25

3. TODAY’S BUYER 28

4. TODAY’S BUYER 30

5. TODAY’S BUYER 30

6. TODAY’S MARKET 30

7. TODAY’S MARKET 31

8. TODAY’S MARKET 31

9. 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

10. Multi-Generational Transactions
Multiple generations during a transaction
Knowledge of generational differences provides a framework to navigate
Patience, flexibility, diplomacy, and organization required 33

11. Generational Commonalities: Expectations34