The market is radically different than it was 2 years ago-and even six months ago. Real estate agents need to change the way they are doing business even if they had been successful in the past.
Many of those agents were simply unwilling to change, even when their efforts were clearly not working. They actually believed that what worked in the past super hot, almost insane sellers market would work in this market. Nothing could be further from the truth. Agents are often very fearful of change. Its common for agents to say things like;
“I’ve always done things this way”
“I’m just not that kind of person”
“There is only one way to do things and thats the way I am doing them!”
These agents are stuck in the past. If you want to not only survive but thrive in this market you must remember that if you keep doing what you have always done you will go on getting what you have always got. If what you were doing simply doesn’t work in this market and you continue to do it then your only other option will be to leave the real estate business.
There are countless examples of where an unwillingness to try something new, or an unwillingness to do something differently, will interfere with your chances of success. Make a list of everything in your business that is being done the exact same way it was being done 12-24 months ago. Remember, this new market requires that you change. Ask yourself these questions;
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Have I changed the way that I generate leads?
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Have I changed the way I do listing presentations?
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Have I changed my pre-listing package to reflect this market? (do you even have a pre-listing package)
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Do you use memorized, scripts and presentations that reflect this market?
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Have I upgraded my skills, or learned skills to work with buyers?
Tags: forclosure, harris real estate university, lead generation, short sales
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