A market to work harder in...

We, as agents, know what the market was like a few years ago. What some don't realize is how to do the same amount of business in this new climate. One thing to keep in mind is that much more effort is required. Our jobs are essentially split into two parts. The first part is getting the clients and the second part is doing the work to service those clients. When an agent has reached some level of success, his job becomes a much smoother operation. There are buyers agents, assistants and transaction coordinators, etc, to help ease some of his work load. Most of us have not attained that level of success.

For the majority of us, it is a busy day doing what we can to market ourselves and our properties; keep in touch with our clients and people that may become our clients; look out for new leads (internet mostly); do all the paperwork and computer work that is required with ongoing transactions; look for good properties on the mls for our buyers; get in the car and show those buyers the houses; check on the brochures, signs and activity on the listings we have currently; and all the other things we do on an ongoing basis.

The thing to keep in mind is that a lead is a potential client and should be treated like a piece of gold. They may be ready, willing and able to buy right now, but more likely they are 3, 6 or even 12 months away from buying. The opportunities that we let fall by the wayside before now need to be grabbed with both hands. As for listings.............the experience and wisdom that we bring to the sellers oftentimes fall on deaf ears. We need to be frank, and tell them gently that the 150% increase in home value that they once had on paper is no longer there. They need to now agree to let some of it go, because their house is not worth as much anymore. Last year was brutal in this respect. Things seem to be better now in terms of how much resistance sellers give us when we advise them on their home value.

In short, work harder, take advantage of every opportunity, be gently persistent, and we will all come through this.