These days it seems like every other real estate article is talking about the shifting housing market. Bottom line: markets go up and down. And any real estate professional worth their salt knows that every market can offer opportunities. Those skilled at resilience—adapting and responding to challenges with a bit of resourcefulness and imagination—are the ones who are going to be the most effective, no matter what the market does. So, how can you best prepare to sell in any market?
Find Your Passion
Even the most successful agents have days when they just don’t want to do the things they dislike. But guess what? They get out there and do the best they can, which is why they’re successful! Remind yourself of the reasons you became a real estate professional: personal growth, entrepreneurial freedom, family, etc. Leverage those passions to find the motivation to finish the task at hand, even when you’re working on something you dislike. Discover the purpose and meaning that drive your actions and watch your performance improve.
Follow Up and Follow Through
Following up on every lead is time-consuming, but ignoring just one could mean losing out on that commission check. The most successful real estate professionals work every lead to build the solid pipeline required to effectively sell in any market. These days it’s easier than ever to organize and manage your prospects—invest in Customer Relationship Management (CRM) software, download and customize an editable spreadsheet, or create binders of printed lead sheets. Decide on an organization strategy that works for you to ensure nothing gets forgotten, make contact immediately, and stick with it! Whatever method you use, success in real estate requires discipline. A bit of organization up front and a lot of follow-up and follow-through with your leads will help keep your name top of mind.
Expect the Best, Plan for the Worst
Lastly, a little foresight and planning can alleviate some of the stress that comes with changing markets. Seasoned real estate professionals stay the course in the face of uncertainty because they know what it takes to sustain. So, take a page from their book! Build and maintain your pipeline and never stop working to improve your productivity and sales.
Successful agents know that the best way to deal with change is to learn as much as possible about the current market and put that information to work to adapt and grow their business. Remember: the market doesn’t control your fate… you do!