Leaders gain respect on the example they set. That means having a positive attitude that things will get better when we do. In this type of real estate market we need to develop creative responses to the opportunities and challenges that exist. By creating a vision within our industry that this is a down market, that is exactly what we will get. (No help from the media) This is more a normal market and the past five years or so have been an above normal market. (An order taking business).

 

I have read various reports that some markets are down 20% compared to last years record breaking sales. Well, that means we have to increase our production and grow by 20% if we want to keep the same volume. How do we do that? My opinion, agents and organizations must first be willing to change in order to meet today’s challenges. There is no such thing as a bad market or a good market. It’s just a market.

 

Back in 1981 when interest rates reached a peak of 21% most people thought the sky was falling. That was the year we opened our doors for business and did not know any better. Putting transactions together on land contracts at 9 to 11% interest was the solution of the day. Soon things evened out and that was history.

 

 My point is, today we have too many things going for us to think negatively about market conditions. Interest rates are still at 40 year lows, buyers have more homes to pick from, and sellers who take a 15 % hit on their home sold at $200,000.00 ($30,000.00) can pick it up on the purchase of the $300,000.00 home ($45,000.00) with a $15,000.00 gain. Other opportunities exist for agents to start building inventory for the spring market right now with expired listings coming through at record numbers, for sale by owners getting tired, and investors back on the scene of buying investment properties. Activities create production.

 

So, maybe we have to work 20% more efficient then last year to do the same volume. Maybe we have to increase our attitude by 20% about why now’s the time to make your move. Maybe we have to trim our budgets by 20% and focus more on personal contact. There are numerous ways to create business if we focus our efforts back on the basics. Soon things will even out again.

“Now’s the time to make your move.”  Is our favorite slogan these days as interest rates continue to dip, inventory is plentiful and seller’s are willing to negotiate As we continue to build our inventory for another record breaking year it is important to keep in mine that your competition will be slowing down, attending parties, vacationing and singing the winter blues, while we kick it into high gear by working smarter and harder. 

Here’s a list we use every winter to encourage our seller’s that “Now is the time to make their move also:

1. Fewer Showings- yes there are fewer buyers, but those buyers that are left are usually very serious about making a purchase.

2. Less Competition- Most people wait until spring and summer to list their home, which means during the winter you will have far less competition than at any other time of the year.

3. Homes Show Better During the Holidays- Buyers love homes that can tell a story. The holidays are a great time to show homes because the home is usually dressed up for holiday celebrations.

4. January is the Biggest Transfer Month- Did you know that more corporate moves happen during the month of January than at any other time of year? This may be a great reason to list your home during the winter! 

5. Timing- by putting the home on the market during the winter you may be able to more easily hit your moving goals! 

6. More Time to Get Top Dollar- By starting to market your home early you may be able to secure a higher price.

 7. Great Time to Shop- If your home sells quickly you will be able to shop for your next home during the winter, this is a great time to find a bargain  

8. More Advertising- because most agent and offices have less inventory during the winter your home may be advertised more often than during the spring months. 

9. More Attention- most agents will be able to devote more specialized attention to your needs during the winter because they have fewer clients to manage.

10. The Market- Today's interest rates are at forty-year lows. This gives buyers more spending power, and will be even more important when you begin shopping for your next home!

 

We in real estate need a boost at times to reaffirm our conviction that real estate is the best possible career. In what other field would you meet so many interesting people, prospects, buyers, sellers, competitors and other salespeople?  As we work to help people find answers to their needs, we continue to enlarge our circle of personal and business friends. I have met numerous people from all over the USA in this business over the past 29 years.  Also this is a business that offers more freedom and independence than most. I have had the opportunity to travel throughout the world as a result of this rewarding career. I feel Blessed.

In my career sessions we put on once a month I always make it a point to explain that as a new agent you will never work as hard in your entire life as the first year in the real estate business, if you do what is hard and necessary vs. what is fun and easy.  However, those that toll the line and do what is considered in our business as the basics will have a prosperous and rewarding career.

Because self-motivation is a major factor for success in any business, we constantly need to remind ourselves everyday of what we should bring to our profession. Here is a little cheat sheet I use for our agents.  Hope you enjoy.  

 1.  Fear, F.E.A.R. False Evidence appearing real.

 2.  The best way to predict the future is to create it.

 3.  This is a time to sort out what works and what doesn't work.

 4.  You have to do what is hard and necessary instead of what is fun and easy.

 5.  Commitment, discipline, and persistence are the keys to successful prospecting.

 6.  Develop a do it now attitude.

 7.  What I am going to do this week is your promise report.

 8.  What I did last week is your reality report.

 9.  Goals and plans are the magic keys to happiness and success.

10. Think positive, live for today, not in the past.

11. Never be too proud to say I need help. Everybody needs help to succeed.

12. Responsibility is to: respond to the ability God gave us.

13. If you want customers for life, you have to find ways to offer continual value.

14. Everyday, we stand at the crossroads of life. Your mission today is to ask yourself, am I going to    repeat yesterday.

15. Remember: There is a sign around every customer's neck that says: Make me feel important.

16.  I must do the most productive thing possible at every given moment.

17. The 10 most powerful 2-letter words are: if it is to be it is up to me.