Helping Buyers Adapt to Change (Without Triggering Fear)
When someone’s making a major decision like buying a home, their built-in need for control — their human survival instinct for autonomy — is always at play.
If you’ve gone through our free training on how to avoid falling into the fear traps agents are facing post-NAR settlement, you already know how important it is to understand the survival mechanisms that kick in during times of disruption.
(And if you haven’t had the chance yet, you can catch the training here: Watch it on YouTube).
Change alone is enough to trigger fear, because our brains are wired to cling to what’s familiar and move away from what’s not.
When we don’t consider a buyer’s instinctual need for autonomy — especially when major changes have impacted how buying a home works — it’s easy to accidentally trip that fear alarm.
When fear is triggered, trust becomes almost impossible to build.
The good news is, there’s a way to guide buyers through these changes without creating resistance — and it starts with preserving their sense of control while articulating the real value of having an expert buyer’s agent by their side.
Here are two simple but powerful strategies you can start using right away:
#1: Create a Buyer Presentation Video
This is a foundational tool that helps you educate buyers without overwhelming or pressuring them. It allows you to calmly explain:
- What’s changed in the buying process
- Why exclusive representation is essential
- How you can strengthen their buying power
- What they can expect from start to finish
If you don’t have a Buyer Presentation Video yet, we can help you create one through our Agent Toolkit. (It’s a must-have asset for today’s market.)
#2: Guide, Don’t Tell During Your Buyer Consultation
Map out your consultation with the right questions that help your buyers come to their own conclusion — that working with you is in their best interest.
If you “tell” or “sell” too hard, it feels like you’re taking control away… and resistance will pop up fast.
When you use our Agent Toolkit to create your Buyer Presentation Video, we also include a full Buyer Consultation Agenda with key questions designed to naturally lead your buyers to choose exclusive representation — without pressure.
In a world that’s feeling uncertain and unfamiliar, the agents who rise are the ones who help buyers feel safe, supported, and in control of their journey.
Be that calming, leading force.
Not only will you help buyers make smarter decisions, but you’ll also rewrite the outdated narrative about real estate agents along the way.
You’re doing important work.
Keep going — you’re needed more than ever.
Need access to our Agent Toolkit? Access here and learn how we can help you create your Buyer Presentation Video paired with a created-for-your Buyer Consultation Agenda
