The Ninja Selling Podcast is all about breaking down current trends we see in the real estate world, and today, Matt and Garrett explore the idea of people selling their homes, but not necessarily turning around and buying. More and more sellers are cashing out and perhaps living in unconventional ways or renting until they’re ready to jump back into the marketplace, which adds inventory without adding to demand. Our hosts explain how this trend might affect the marketplace, and also open up a world of new possibilities as your clients consider their next move after selling their homes. Rather than staying fixated on the traditional path of selling your home/buying a home, today’s episode is all about adapting to this possible change, and using it as an opportunity to show your expertise as a trusted advisor, and build relationships by asking the right questions to help your clients discover the best possible option for them, even if that means moving to a van down by the river!  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Matt and Garrett are noticing a trend of people selling their homes, cashing out, and renting instead of moving into another home while they wait and see what will happen in the marketplace This is going to drop demand for homes and also create more inventory When you have someone who wants to sell but not buy, this adds to inventory without adding to demand Some people are deciding to live in unconventional ways instead of rushing to move into a new home (e.g., living in an RV or at a campsite) This allows them to slow the transition down, which a lot of people appreciate This trend could really affect the marketplace as we add more inventory It also changes the conversation and opens up more options than just selling your home and buying another It’s important to ask the right questions so you can guide your clients instead of staying fixated on the way things are “supposed” to be Again, as a realtor, you need to be adaptable and be aware of all possible options for your clients “Warm/Hot” List If your clients are willing to take that calculated risk, it’s your job to guide, support, and educate them through it We don’t always have to have a solution - it’s about asking the right questions to help your client understand their own dreams and goals for homeownership or otherwise This can be frustrating as an agent, particularly when you know it may not lead to a sale However, it is still an opportunity to showcase your expertise, foster relationships, and build a reputation as a trusted advisor, which is huge If you’re truly connected with people, they will come back to you when it’s time to make a change, and they will refer you to others as well Example of Garrett’s outstanding experience at a local restaurant where he felt completely taken care of It’s all about creating the best possible experience so that people will always want to come back to you After this period of uncertainty, people are turning to trusted friends and family more than ever, which has created an incredible referral relationship market This is where you come in - if you can establish yourself as a trusted advisor who can guide people, educate them on all their options, and look out for their best interests, this will open up a world of opportunities   Quotes: “I'm amazed how much Larry Kendall shows up in our [Facebook] group and is interacting with it.” “I'm starting to see a trend of people saying, Well, I’ll cash out, put the cash in my pocket and rent something for a little while here, just to watch and see what this