In a lot of my discussions with Realtors lately the same theme comes up over and over: “the market has really changed”, “the market is changing”, and “it is difficult to make a living with this market change”. It seems that each person I talk with has a different theory on why the market has changed, how long the changes will last and what it means for the future of the industry. The more I heard though, the more convinced I became that we need better accuracy. As a matter of fact, what we need is truth-in-advertising. Subtle changes in a statement, even one word, can make a big difference in how we define a problem and ultimately in how we solve it. So in my recent seminars and at last week’s Brokers’ Caravan I began introducing many Realtors to a shift in perception. When we say the market is changing we are not saying anything! I do not mean to imply that the market is not changing. Quite the contrary, the market is ALWAYS changing. This is a dynamic business that is forever seeing new innovations, fluid interest rates and varying confidence levels in the customer base. As a matter of fact, think back a year or two ago to when rates were rock bottom and homes were flying off the shelf. That market was rapidly changing as well, but we never heard anyone complain about it. These days, when we say that “the market is changing” what we actually mean is: “this market is getting a lot harder”. Now that is truth in advertising and, more importantly, it leads us to a solution. By acknowledging that the new market requires better strategies, more diligent follow-up and just plain longer hours, we create the solution to the very problem we are defining.
THE POWER OF DARKNESS FLEES
FROM THE LIGHT OF AWARENESS
By defining the difficulties you face in today’s current market, new solutions and programs can be implemented. You might even conclude that this is the ideal time to be in the Real Estate field. This is when all those who got in for the easy ride and do not have the knowledge, integrity and hustle it takes to be good are getting out. They are moving on to the next get-rich-quick scheme. In the mortgage field we are seeing the same thing with all of the quick-buck brokers that steered their clients into ill advised Neg-Ams, striving for greater commissions rather than their client’s best interest. This is the time to be increasing your market share and laying strong foundations. What you sow now you will reap during the next cycle. And there is always a next cycle because this is a market that is always changing. See the market for what it is, practice truth-in-advertising, and realize that no matter what is going on out there, business will always grow for those that practice strong systems and “do the right things right”. There is always a way to get to your destination. Be flexible and remember: If the wind stops blowing, start rowing.
To Your Success,
Sean Purcell
Filed under: INVESTORS, LENDERS, LIFE THAT POPs, REALTORS, Change, Economy, Success
Life That POPs 