Adjustments Are Not Just For Backs

Posted at 7:45 AM, Nov. 9, 2009

 Like so many others on Monday morning, I’m caught in the stupor of awakening to a new week to fire up the engines and make things happen. Trouble with 2009 though, is much of the vim and vigor has all but disappeared from the real estate front. 

Sure, prices may have hit—or are close to bottom and the homebuyer tax credit has been extended. More escrows are closing and it seems the consumer needs a Realtor® more than ever. Still, should you sit in the middle of a group of agents, it is a quiet and apprehensive environment, at best.

Not talking about the REO agents, short sale experts, niche top producers, Internet savvy folks or the Realtors® who make a point to keep relationships going and work their data base. No, no, rather it is the rest of you. Those who still wait for “something” to happen. After all, those aforementioned folks had strokes of luck. Many are enjoying their best year ever. If only some of that would rub off on you, right?

I’ll keep it short and sweet, my friends. It’s not that hard to figure out. In the summer, we dress in light clothing and as the weather cools, a sweater may be due. Once winter is in full bloom (unless you are one of those lucky Maui types), you bundle up and spend more time indoors. That’s called adjustment.

It is winter in the real estate business and it will be a long one. In fact, we may be in the Arctic and the frost is permanent. Time we realize that and dress warmly, bring in more firewood and learn how to ski.

Metaphor after metaphor, but the bottom line is this—If you plan to remain in the business, it is time to own up to the changed landscape. Short sales, REO’s, equity strapped sellers, well-informed consumers and the Internet rule the land. Understand that, learn it, specialize in a portion of it and adjust.

Do not delay, lest you will freeze.