BUYER RELUCTANCE

A buyers' market should be just that -- a buyers' market. It's not a fence-sitting, waiting, loitering, delaying, dawdling, postponing, vacillating, hesitating, wavering, faltering, pausing, foot-shuffling market. It's a buyer's market. By its very name it means buyers should be doing one thing - buying. So where are the buyers, and why aren't they buying?

The great irony of a buyers' market is that, even though the opportunity to buy is high, buyer urgency tends to hit an all-time low. The media becomes the excited purveyor of negative news and uninformed advice, and buyers buy it all. Actually, it feels like the ONLY thing they're buying.

The reluctance is ironic since not so long ago buyers were incredibly excited about buying; and it was a sellers' market! Prices were escalating and it was perhaps one of the most difficult times to buy value, and yet people were buying like there was no tomorrow. Buyers were afraid of losing out by not buying, even though the advantage was all to the seller.

Now a shift has occurred. Fear is still in the driver's seat, but the tables are turned -- the fear of paying too much, and the fear generated by the media, seems to stop most in their tracks and immobilizes them. When they should have been afraid of paying too much they weren't; and now that they shouldn't be afraid of paying too much, they are. Weird, isn't it?

It's the 'deer in the headlights' syndrome.