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.
BAM!
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 
canceled 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!
Jennifer-
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 : )
You are so inspiring! Exceptional post- not just good- EXCEPTIONAL!! I look forward to your posts!
Michelle
Jennifer,
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
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.
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.
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
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.
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...
Thanks
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.
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.