From Listed to SOLD - How to Sell Those Listings You Work So Hard to Get!


Hey! What Happened to the Real Estate Market?

Unless you've been hiding under a rock since August of 2007, you know that the real estate market in most areas of the country has sustained a massive blow to its ego. Not that things were booming before August, no, we were all a little nervous about and frustrated with our slow-moving inventory, but we figured we'd snap out of our doldrums soon enough.


Along comes the mortgage crisis and, just like that, a good chunk of the home-buying public is suddenly un-mortgage-worthy. Crap.

So here we are.

As I write this, it's late 2007. Sellers are slashing prices, buyers are making ridiculous offers and closings are crycanceled without warning when the lender closes its doors two hours before. Sheesh.

Not fun.

So, what's a nice real estate agent to do?

1. Cry
2. Quit
3. Adjust

I'm going to assume that anyone reading this has decided to Adjust. And you know what? If you make it through this crisis, you'll never look at the career of real estate sales the same way again.

Because, in order to survive, you're going to have to Get Good. Really, really good. Forget about prospecting, forget about networking, forget about lead generating. You need to focus on Selling Houses.

Yeah, Selling Houses. You know, that activity for which you are licensed?

Trouble is, Selling Houses in a Sucky Market is a lot of work. You're going to have to do things you've never had to do before. You're going to have to solve problems that, at first glance, seem unsolvable. You're going to have to communicate difficult concepts to people who don't want to hear them.

In short, you're going to EARN your commissions. And you'll be a much better agent because of it.

And... when the good times return (and they will), you'll have set a higher standard for yourself ... and for your business ... and you will be an exceptional real estate agent. Not just good... Exceptional.

Go, you!


It's Here!


The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!









Comment balloon 26 commentsJennifer Allan-Hagedorn • October 31 2007 07:07AM


Jennifer, great point!  I don't know what percentage of Active Rainers are rookies (and by that I mean anyone who has not gone through at least one major real estate cycle - and I guess that would include anyone licensed after 2001) but I've got to believe there are plenty of veterans who will have plenty to add here.  This is simply a cycle in which we must adapt and improvise, or as you so aptly put it - GET GOOD!
Posted by Irene Morales Ward, Realtor - e-Pro - Northern Virginia Real Estate (REMAX Distinctive Real Estate, Inc.) almost 13 years ago
Welcome all to the "Real" real estate market it is good to have you.  When things get tough the tough get going.
Posted by Brandon Causey, Realtor, Coastal Palmetto Realty LLC (Coastal Palmetto Realty LLC) almost 13 years ago
Adjusting is critical. Changing with the season and re-working your game plan...and no whining.
Posted by Al Maxwell, Real Estate Agent (Keller Williams) almost 13 years ago
Jennifer, I just love your posts! We have to be able to adapt to the changes. Dallas/Ft. Worth did get some good news the other day, though. We're steady and that's a good thing!
Posted by Linda Scanlan (A Fan of AR) almost 13 years ago
Very well said! Most in this Industry have only seen good times. You need to adjust to the lean times as well.
Posted by Michael Delp (Mortgage Pro) almost 13 years ago
Jennifer, Can't I just curl up into a ball and lay in the corner? Nope...guess not. This is the perfect market to get better at what we do. It's also the perfect market to increase market share. Those our the two areas I am focusing on right not. I figure if I get more listings and do better everything else will take care of itself. Plus I'm too fat to curl up into a ball:)
Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) almost 13 years ago


As I debate this morning on whether to renew or not, I am thankful I read your post. Your encouragement and spirit shine here. Thank You : )

Posted by Kelli Fronabarger, Realtor - Bend Oregon (Bend River Realty Inc.) almost 13 years ago
I always look forward to reading your entries.  You make some great points and I appreciate your honesty in what it takes to get things done in this market.
Posted by Chris Pollinger, Consulting for Luxury Teams and Brokerages (Berman & Pollinger, LLC.) almost 13 years ago
Great post ... we are professionals and are here to earn, not just glide through ... gliding is why so many people became agents ... just too easy
Posted by Allen C. Wright, NS, AHS, REPS (RealtyU) almost 13 years ago
Hey Jen, thanks for the motivational kick on the back side. It is unfortunate that most agents are tuned into that radio station WIFM (whats in it for me).
Posted by Rob Baldwin, REALTOR, Santa Clarita (US ECO-GREEN REAL ESTATE INC.) almost 13 years ago
When the going gets tough, the tough get going.  Not very original, but critical in today's market.
Posted by Lisa Ryan, Selling Princeton,West Windsor and Montgomery Town (Callaway Henderson Sotheby's International Realty) almost 13 years ago

You are so inspiring!  Exceptional post- not just good- EXCEPTIONAL!!  I look forward to your posts!



Posted by Michelle Pine, ABR, GRI, Hampton Roads Real Estate (Kris Weaver Real Estate Team) almost 13 years ago
I'm going with "adjust" =) And adapt, and innovate, and grow.
Posted by Lisa Hill, Daytona Beach Real Estate (Florida Property Experts) almost 13 years ago


I love this post. How true it is. I love the great "hardworking attitude" you express in it. When we do survive this we are going to think anything else is a breeze.

Mike Lewis

Posted by Mike and Dawn Lewis, The Lewis Team at Keller Williams in San Diego CA (The Lewis Team at Keller Williams) almost 13 years ago
Great point!  I hear agents all over talking about how bad the market is - you have to stay positive and work to sell the listings!!!  Networking and prospecting is still important - but if you cant sell the house - it's all for nothing...
Posted by James Downing - Metro DC Houses Team REALTORS®, CRS, GRI, ABR,MRP, MilRes, When Looking to Buy or Sell - Make the Right Move (Real Living | At Home) almost 13 years ago
Jennifer, You are right, we need to adjust to the market.  I am new so I am learning to be exceptional!
Posted by Roberta LaRocca, REALTOR®, Broker, Salesperson, NV. Lic BS.507 (Simply Vegas Real Estate) almost 13 years ago
I am taking this season ( call it doom & gloom if you will) as a period to see how far I can soar. I was never in a blssfull real estate market since I started, but I know if I can survive this market and business is thriving for me, my future is bright. Dont you think?
Posted by Loreena and Michael Yeo, Real Estate Agents (3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co.) almost 13 years ago

Jennifer, I have to admit I've been doing a little of all three (the first two in private).  However I'm focusing heavily on getting good.  I just love reading what you write.  Thank you so much.

Posted by Sharon Filbig, San Diego County Real Estate (Prudential California Realty) almost 13 years ago

Jennifer - This is true.....Selling Houses in a Sucky Market is a lot of work. You're going to have to do things you've never had to do before. You're going to have to solve problems that, at first glance, seem unsolvable. You're going to have to communicate difficult concepts to people who don't want to hear them.

The problem facing newer agents is your solution remains veiled in the get good. At some point, someone will outline just what it will take. I think we have seen enough scripts to sink a broadway play. Maybe one of the seasoned old dawgs will post a game plan. Wouldn't it be nice if one of the ten year or so vets posted a checklist of things that need to be done today.

I have no doubt that there are many that want to get good, but they remain stalled in a race car with no map to the finish line.


Posted by John MacArthur, Licensed Maryland/DC Realtor, Metro DC Homes (Century 21 Redwood) almost 13 years ago

Okay JMac - more of that spooky vibe thing going on... I just got in from a walk on which I mentally designed the cover for my new book (Selling Your Listings in Today's Sucky Market) using the concept of a Game Plan for Getting it DONE!

And yes, it includes a checklist... or two... or more

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 13 years ago

Hi Jennifer I enjoy reading your blog it is direct and to the point. If you think you can or think you can't your 100 % correct.

My glass is always 1/2 full, I AM RESPONSIBLE for all that happens to me. I have no one else to blame but myself. If more people believed this I think less complaining and more action would be taking place.

You need to go out and make contacts, the day of relying on the phone to ring will not consistently bring you a paycheck. So get out from behind your desk, leave your comfort zone and make more contacts, attend more networking meetings, Give seminars about the industry and you will WHINE less and make more money.



Posted by Scott Blanchard (Mortgage Force ) almost 13 years ago
Great point, I'm trying to look at it the same way. Sure is dicouraging though.
Posted by Nicholas Christopher, Communication Is Key (Century 21 Rauh & Johns) almost 13 years ago

I just bought and read "Sell w/soul" and "Seduction of your SOI"...thanks for affirming that being yourself is Ok and, dare I say it, probably profitable.

A while back you wrote a blog about how not to approach your SOI...I never saw the follow up and didn't find it in the book or the "Seduction" material. I would love to see your approach on the right way...



Posted by Ricky Bruni (Keller Williams Realty) almost 13 years ago

Ricky - Cool! You ask how to approach your SOI - it's a big picture philosophy - a paradigm shift. Forget that you're a real estate agent needing business. Instead, be a cool person who just happens to be the world's best real estate agent. Read Chapters 4, 5 & 6 of Seduction for ideas.


Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 13 years ago

I've had the impressions for about the past eight years that mortgage shoppers like car shoppers want to hear what they want to hear irrespective of what the truth is.  It has come as no surprise that we are faced with a credit crisis.  There to my knowledge were many mortgage shops set up just to exploit the homeowners with language they wanted to hear, irrespective of what the truth was.   At the same time a very loose credit market with no controls and it is just a matter of time before cows would have to come home to roost. 

P.T. Barnum said it best “There is a sucker born every second”.  Our current market conditions reflect such thinking so vividly.  It is part of that Free Lunch mentality.

Posted by Find a Notary Public needAnotary (QEC Internet Services) almost 13 years ago
I think we need to get good and get positive.  Negate the message that is pervasive the market today and show the positive signs of the market.  I don't mean be a dumb cheerleader just to be positive but show that in every market there are signs of health and we need to tout those as well.  The market is going the way of the media and it's time for us to chime in!
Posted by Josette Skilling (Keller Williams Capital Properties) almost 13 years ago

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