By Tim Harris

“The most expensive information is bad information.”

– Richard Branson

How does this apply to you?  You find yourself in what is unquestionably the most troubling and challenging real estate market in the history of the country that’s the truth and the bottom line. This is the most challenging real estate market that we’ll ever face. There will be more property depreciation over the next 12-24 months than we’ve seen even compared to the great depression.

It’s quite amazing. The most expensive information is bad information or information providers.  It doesn’t matter if it comes in the form of coaches, trainers, office managers or brokers.  If they’re not telling you to take a hard look at everything you’re doing from working with sellers to buyers, your listing presentations, buyer presentations and everything that worked for you so well in that hot seller’s market has to be challenged now.

A lot of the things you said and did would work quite well in the previous market, but in this market if you’re not for example:

• Learning the new scripts that are necessary for getting prices down and convincing sellers they need to sell now versus waiting for the market to worsen,
• Showing buyers how to overcome their fear of overpaying,
• Learning short sale skills or the new presentation skills,
• If you’re getting information from any source that’s telling you not to challenge your beliefs about information, knowledge, expertise and not telling you to move forward and better yourself in order to serve sellers and buyers at a higher level…

Then you’re stuck in the past, move on.