Change is coming to communities across Washington State. Do you need guidance about what middle housing means for your buyers and sellers? Middle Housing - duplexes, triplexes, cottages, ADUs, and increased density - is already impacting what can be built on a property. Knowing where, what, and when these changes are coming to your community will be critically important. The Middle Housing Resource Center, will be chock-full of videos, resources, and more, all designed to help you become an essential expert to your clients.
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Today I'd like to talk directly to agents who are not succeeding while others are. Some of you are not experiencing the success you need to stay in business right now, while others are making money hand over fist.
What's the difference? Why are some agents so successful right now while others are having such a difficult time?
The first answer I usually hear to these questions is "Attitude". And I agree. Attitude IS important. But besides attitude, there is another critical element that is common to all agents who are doing well right now-
ACTION!
I believe it's all about action. The agents who are succeeding right now are taking massive amounts of action on a daily basis.
Case in point: I just got off the phone with an agent who told me, "Denise, I I'm having my best year ever."
Did you read that? Best year ever - EVER! Meaning that she's making more money than when the economy was booming.
So I asked her, "What's your personal secret to all this success in a challenging market?"
She said, "I just get up every morning and go to work. I make sure that I don't listen to anyone whining about how bad the market is. I just get out there all day long and help people buy and sell real estate. That's it, Denise."
Right there, that's testimony to the power of constant and massive action. It's so much more than just attitude.
Yes, she has a great attitude. But at the end of the day, it's not her attitude that's bringing in the business. It's her actions that propel her.
She went into some more detail with me. Basically, when she's in the office she's ON. Nonstop. Talking to buyers. Talking to sellers. Doing deals. Preparing her lead generation. She doesn't stop.
But when she leaves work, she leaves it completely - spending time at home so that she will be well-rested to hit all the action again the next morning. Another sign of a successful agent is that she, like an Olympic athlete, rests in order to perform at the best of her ability the next time around.
After I spoke with this whirlwind agent, I had a conversation with another agent. This person had fallen victim to the negative thinking that "the market is terrible". This literally destroyed his ability to take action.
Not good.
So, I told him that there is a very robust part of the market in his area. He didn't even know! He hadn't looked under every stone. He hadn't been taking ACTION.
In fact, I cannot tell you how many agents to whom I've had to make this case in the last month. There is almost ALWAYS a pocket of opportunity right under your nose in your area, but you just haven't seen it yet - because you haven't taken action.
If you don't know where the fish are, then you're never going to be able to catch them.
Here are some action tips to get you started:
Find the market.
Go into the MLS and find out where your pendings are coming from. What do they have in common? Where is the "now" activity in your area?
Put your thinking cap on and be a detective. There's something going on out there somewhere. It's your mission to find it.
For example, if you know that ramblers under $300,000 are selling, then get out there and talk to every For Sale By Owner and expired listing that is a rambler under $300,000. Get an offer for your services because now is the time they need it.
Get in communication with your clients.
Get your mailers out there. Get on the phone. Get to Open Houses. Just get out in front of people.
Take a good hard look at your schedule on a weekly basis.
Ask yourself how much of your time has been spent in communication with your clients. An analysis of your actions is critical to figure out where you've been lacking so you'll know what actions you need to take.
Are you talking to clients on the telephone? Are you keeping them up to date on the marketplace? Are you talking to buyers that are interested but still on the fence? Are you giving them a reason to jump off that fence? Are you pulling appreciation reports on neighborhoods so that you can get buyers excited about buying there again?
Get into the office.
If you're just sitting at home at your computer, then you will NOT survive the next 12 months in real estate. I hate to be so blunt, but it has to be said. The agents who are making money are up early and out there in the world.
The time for action is now. Take these steps and watch your business grow. Keep your attitude up and implement massive action - right now.
Now, go make money!