"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

July 2008 - Volume 8, Issue 5

Q. Dear Coach:

The current market is making me anxious and stressed. My listings aren’t selling and my buyers aren’t in a hurry to buy. I am not sure what to do. I feel frustrated. I feel like I have no control over what is happening.

Signed,

Lacking Control

A. Dear “Lacking Control”,

You are not alone. I hear a lot of concern about the current real estate market from my students and clients. It is certainly understandable to feel frustration and discomfort as the market has slowed and houses are now selling in a span of months, instead of days. The question is what can you, as a Real Estate Agent, control? While you clearly can't control the market, you can control your attitude, your time, and your actions.

How is Your Attitude? When people ask you about the Real Estate Market, are you upbeat and enthusiastic, or down-trodden and pessimistic? One of my clients relates, when asked about the Real Estate Market, how great the market is for buyers. He uses it as an opportunity to ask for a referral. "Who is someone you know who may want to buy a house for themselves or as an investment?" The more positive and optimistic you feel and project, the more good things will come your way. Simply smiling and greeting people graciously are small ways of demonstrating your positive energy and optimism.

Time Out! Many of my clients have more time on their hands, now that business is slower. How are you spending your time? Do you have a daily, flexible routine that insures that you are living a balanced life? Do you exercise and practice good self-care each day? Are you spending quality time with your family and friends? You may want to keep track of your time for a week to determine how you are actually spending your time. Many of my clients find this very enlightening and they discover opportunities to be more efficient.

Take Action! It is a proven fact that in a market like ours, the most effective prospecting is that which is directed toward the people who already know, like and trust you – your Sphere! Are you picking up the phone and calling your past clients? How about stopping by their houses to deliver a plant, say hi, and just check in? How about taking those people, who have given you past referrals, to lunch or coffee to personally thank them? Personally connecting with people is universally considered a “High Value” marketing activity, and costs much less than mailing post cards. Are you asking for referrals? If you want a referral based business, it really helps to ask people for referrals – they can’t read your mind.

So, you can control your attitude, your time, and your actions. How you choose to think and act will dictate your business success.

About the Author:
Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, and inspired over 1,500 Real Estate Professionals to take their business to the next level. He is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. For a complimentary copy of “Five Essential Tips to Get More Referrals and Business from Your Sphere”, go to www.GetYourSphereInGear.com.

© Copyright 2008, Metamorphosis Coaching. All Rights Reserved.

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