Last week, we covered an article that points out the mindset shift in what it calls the “post-recession consumer.” We discussed the importance of asking the right questions and selling to the current consumer, not the consumer we encountered in 2007. Check the post for some of the statistics that are currently affecting consumer’s home-buying decisions and how that affects the market.

As always, statistics and information are good, but only if you know how to use them.

One way to use them is to help educate your buyers and to show them you’re the expert. This helps you earn their respect and builds their confidence. After all, you know it best. I cover the subject in an article for Sales and Marketing Ideas magazine.

One way you can demonstrate that you have the expertise needed to lead them through the process is to know what’s happening in the market and how things are changing. This article does a great job of giving an overview of current trends. Read up and be ready to be the expert your buyers are looking for.