Up until June 11th of this year we had a seller take all market these last few years. After this date, we have returned to a more normal market. However, the incidence of buyers terminating during the option periods is high. Higher than normal.

This buyer uneasiness is a result of several factors. In my opinion, most of it stems from the mainstream media's assault on low-hanging fruit: the overheated real estate market. Historically, if such were true, we would see the pendulum swing back the other way and see a serious downturn in activity, prices, and overall sales. Mis-Fortune magazine, as I call it (I prefer Forbes) has said we will have a crash. OK, define crash. If you read the article its a 7% reduction in values across the board.

That's not a crash. It's only a headline to get readers. My analysis takes a broader look at the market through graphs and micro-markets. These micro-markets are geographic and socioeconomic: West U $$$$ -vs- Sugar Creek in Sugar Land $$ to $$$. And then there are the micro-markets within the micro markets.

The only common denominator is the buyer. Their buying power and sentiment on the investment. Bottom line: we still have buyers out there stepping up and buying, paying good money, albeit a little more cautiously. One disparity worth mentioning is that of updated older homes vs the non-updateds. It has widened. With the cost of updates, the cost of money and the remaining pool of buyers, most are not willing to fork out the money and time to update post-purchase. They seek to get a good base price on the non-updated property and often this is a hard sell to the seller.

Bottom line; sharpen the pencil. For seasoned agents, you know how to work this market. For agents with less than four years of successfully selling: you now have to work twice as hard for half the money. Don't fan the flames of the buyer's zest to beat up the seller.

Be the hero by working hard to make the deal come together and stay together.