Here’s a fact: Most real estate Agents know too little about the markets in which they operate. That is one of the reasons why consumers think they know more – or at least as much as – their Agents do and why they don’t hold their Agents in higher regard.

Now, here’s a tip: You can give yourself an edge over other Agents and establish yourself as a regional real estate expert simply by doing your homework, researching your market area, and gaining a good understanding of the realities and trends that affect the real estate decisions of your buyers and sellers.

Three core rules
Whether you’re in a major metro market or a small town; regardless of the country, the economy, or even the day and age you’re doing business, when you’re in the field of real estate, three core rules apply to your business:

1. Real estate is governed by the law of supply and demand. This rule is absolute and without exception. The appreciation of a market, the expectations of buyers and sellers, and the velocity of market sales are all dictated by the supply of – and the demand for – real estate for sale.

As a recent example, we saw rapid appreciation and a frenzied  response by buyers in the U.S. real estate market in the years 2002  through 2005.  This response was caused by the fact that demand for  real estate was at an all-time high while the supply was limited. This  caused rapid appreciation, with home sellers receiving multiple offers  within days or even hours. At one time during that period, homes in  southern California were selling, on average, at 18% above the listed  price – the result of a market condition where demand outstripped  supply. 

2. Real estate is governed by the law of cause and effect. Put differently, positive situations cause positive outcomes, and vice versa. For example, a vibrant economic growth leads to a vibrant real estate market and strong appreciation of homes, while loss of jobs and a languishing economy produce exactly the opposite effect.

As a specific example, as the baby boom generation matured, it fueled  an explosion in second home purchases so strong that more than 21% of 2004 U.S. home sales were second home purchases – most  acquired by aging baby boomers. This created desire for additional  housing that affected the construction and home values in second  home markets nationwide.

3. History will repeat itself. In any marketplace, there are cycles. Periods of rapid real estate appreciation are followed by stagnant periods where values stabilize or even decrease. By acquiring marketplace knowledge, you can foresee trends both for your own benefit and for the benefit of your clients. 

For example, in a number of key U.S. market areas more than 40% of  new home loans are being written as low money down, interest only mortgages. These limited-equity position purchases are being made on  the assumption – the gamble – that the recent rapid-appreciation cycle will continue and that housing prices will climb ever higher. When the  growth trend stops, as it has many times before, home values will decline, mortgage balances will exceed resale prices, and a large  group of home buyers will be forced to walk away from their homes as  banks foreclose on a significant number of loans. This will further lower  values and stagnate growth, as it has many times before.

By knowing your market and watching regional statistics, you will be prepared and proactive to give yourself an edge and establish yourself as a regional real estate expert.  Simply do your homework, research your market area, and gain a good understanding of the realities and trends that affect the real estate decisions of your buyers and sellers.

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