Whether it’s high prices, low inventory, or personal financial struggles, first-time homebuyers can face many challenges as they attempt to break into the market. You’re no doubt already supporting these clients in many ways, but you may have to offer emotional support as well. Here are techniques to help them keeping working toward the closing table.

Remind Them of Their Story

Your clients likely are buying to start a family, stabilize their living arrangement, or otherwise improve their lives. When the negative outcomes are building up, remind them that this is part of the process to achieve that goal. And any struggles they encounter along the way will become part of their future success story.

Keep Them Busy 

Many potential buyers are stopped by factors they don’t control—a good offer rejected for no apparent reason, a property that goes under contract before they see it, a delay in the mortgage process. They might not know what to do, and that’s where you come in. Assign them tasks to give them purpose. They can learn about how a home inspection works, research the best movers in town, or visit new neighborhoods. 

Celebrate Wins

Althought your clients haven’t had a lot to celebrate, that doesn’t mean that everything has gone wrong. Maybe their offer was rejected but were pre-approved for a mortgage. Recognize the positive things that happen without ignoring or brushing aside the negative ones. 

These techniques won’t make your clients’ dream home appear but will help them stay engaged in the process until they make a purchase.