Jon Graham CRS, ABR

I just got off the phone with one of my long time clients who's considering trying to do a short sale on their home. Please understand that I want to sell as many homes as I can just like the next guy but here's the situation: Every payment has been on time, no threat of either member losing their job or even taking a paycut, both cars are paid off, all bills are being paid on time, and last but not least, their son just finished college. All sounds pretty good right?! Get this! They want to "save more money" so they think it would be best for them to "unload their home".

They actually believe that the best place for them to cut back is by selling their home and getting into a home with a lower mortgage! Did I mention that unlike many other families today, their cashflow is next to outrageous. They love their home but don't want to become "too attached" to it and not be able to sell it later. If you haven't gotten my point, it is that they are in a better position financially than over 2/3, 3/4, 4/5, 9/10...(you get my point) of my clients! Heck! They can even buy another home of equal value and not even sweat at the payments on both! I did suggest an investment property, but sell because you wanna save money that you're already swimming in?! I'm confused! The whole time talking to them I'm thinking about some of my other clients who are struggling just to make payments because of a job reduction, lay-off, and other reasons.

I know they have the right to do whatever they want with their money but isn't it my job to advise them against doing something drastic just because the economy is broken? I really believe that if you can afford to hang onto your home now, that's what you should do. Speaking of the subject, Hold On has a double meaning doesn't it! It means to increase your grip and with everything you have avoid dropping what you have in your grasp. It also means to stop, look, and listen before you make another move.

I encourage you to Hold On! and tell your clients to Hold On too!

"...The Race Is Not To The Swift, Nor The Battle To The Strong..." Ecclesiastes 9:11

"...But He That Endureth To The End, The Same Shall Be Saved." Matthew 10:22

If you talk to most people today about their current situation, the response is often, "TIMES ARE HARD!" This may very well be true but the questions remains, "How Hard Could It Be?" Yes, times are hard but so what! It really could be worse! I know, I know, your situation and circumstances are worse than the next person's right?!

Fairly recently I had to make a move from a company that I loved and enjoyed working because the company was closing. I had to move pretty swiftly and make decisions what seemed like on a moments notice. I decided and made my move only to discover that the transition wasn't as smooth as I expected it to be. It wasn't anyone else's fault (the company I left nor company I joined). It was all on me! Well, I'm an independent contractor so my business is my responsability and no one else's! It was my responsability to have a Plan B and C if I needed it! Guess what! I didn't have a plan until I thought about leaving. Not a good time to formulate a plan. :( So as the story goes, I fell into a slump and started feeling sorry for myself. How could that happen? I'm a Christian! Well it did happen and I talked to God and other trusted people in my life and prayed over and over again.

Prayer is often answered in such simple ways. I was at the point of resigning from the business and remembered a movie that I had seen about a year ago or so. The movie was titled 'The Pursuit of Happyness' and was inspired by a true story. Just thinking about the movie started making me realize that I didn't have it so bad after all and that I had to do something now or it would only get worse. My first step was to thank the Lord for bringing that to my rememberance, then I got the movie and popped it into the DVD player. Man! If you ever feel sorry for yourself, just take a look at this movie and you'll get a good kick where the good Lord split you and become creative about making something happen.

Now I am back on track and doing the things I need to do for my business to grow. This economy doesn't help but I sure will not let it keep me down. There's plenty out there for everyone.

I leave you with a quote from an unknown author: "THE GREATEST CALAMITY IS NOT TO HAVE FAILED, BUT TO HAVE FAILED TO TRY."

May your business and life be blessed! Remember to always give back.

Jon G.

I have noticed in recent months that advertising in magazines, papers, and so on has taken a drastic turn to the reduction side in concert with our current economic issues. Everyone is feeling the crunch! This isn't however, the time to hang up your, keypads, lock-boxes, yard signs, and GPSs! It's time to get creative and nothing works better than going back to the basics. Desperate times call for desperate measures!

Have you ever watched one of those sports movies where a team rose to the top and began to get fancy with their game? Uniforms are hot! Fancy passes and plays? But when it comes down to the most important game, the team always seems to resort back to the basics, the things that helped then to get where they are in the first place.

Have you thought about what you did when you first came into the business? How you went out and got your clients? What you did before you had any money to do anything? Are you above that now? Just a little food for thought. Nothing too deep. :)

What are you waiting for?

Jon G.

It seems that lately many agents or Realtos seem to be holding Open Houses in an effort to get buyers in to look at their listings with the hope of getting an offer. It could be that you really believe that open houses sell homes! There is some truth to that, although it may not be the home at which you hold the open house, buyers and nosey neighbors will come! This is the perfect opportunity to market all of your listings. I've had sellers oppose me on that and I just give them the facts; NAR says that only 1% of buyers viewing an open house actually purchase that home. This means that 1 of 100 people coming to your open house are gonna actually purchase your open house. My response to sellers with this objection is to let me display their home at my other open houses just as I do others at theirs. This will increase the "looks" and generate interest in their home. That normally addresses their objection to their satisfaction.

Now since holding an open house probably won't sell that house, why do we hold them? I would say that this is the perfect opportunity for you to prospect for new buyers and sellers alike. If you're not getting all you can out of it, you're wasting your time and everyone elses. I don't know about you but I don't believe anyone has time to waste these days. So effective time management comes into play here.

I decided to share a few ideas with you concerning open houses that may really help. Here goes:

1 Take time to call people in the neighborhood or even door knock to inform them of your open house. You'll be surprised with the level of interest they may display. They may be considering listing their home or moving out of the neighborhood or may just want a shot at helping you bring someone into the neighborhood that they may know. It's your tiime to shine!

2 Have information ready for them in written form and ask for their business.

3 Please do not show up without your business cards!

4 Cookies in the oven before the you open the house. a) makes the home smell welcoming, b) makes for a good attraction to get people in a position for you to talk to them or ask them their intentions.

5 Stand by the door to greet and ensure they stop by with their comments before departing. (Seller will love the feedback!)

6 Next day, send a note to anyone you got contact information from if you called or door knocked prior to the open house. Also anyone who actually attended the open house.

7 One week, follow up the note with a phone call, e-mail, or even a visit to see if they got the note you sent them earlier.

8 Offer to keep them updated of any homes for sale in their area of interest as well as their own neighborhood...

9 Whatever your touch system is, USE IT! If you don't contact people, your business doesn't grow!

10 Last but not least, Be Persistant! It's great to have the courage to start something but persistance and followup really payoff in the long run!

Hope this helps get some business flowing for you!

Jon G.