Change – Are You Ready?

changeTimes change. Nothing remains the same for long. One thing that is guaranteed to change at some point is the market. Markets change and salespeople need to change with them.

Gary Keller, Jay Papasan and Dave Jenks in their book “Shift – How Top Real Estate Agents Tackle Tough Times” said:

Agents must rethink, restructure, refresh, reenergize, and reinvent every aspect of their business. The ostrich approach guarantees extinction.

Are you ready for a change in your market?

This question is even more important:

Do you really believe the market determines your success?

If you are going to blame the market when your performance is poor, you have to credit the market when you do well. In other words, your performance is determined by the market and not by you. You are just along for the ride.

Sounds absurd, doesn’t it? So does blaming the market for poor performance.

Many of you spent last year in a booming market, but it appears the market is changing. This should not concern you, if you know how to thrive in any market. But change is seldom comfortable.

This is what authors Keller, Papasan and Jenks say in Shift:

ANYONE WHO EXPECTS CHANGE to be comfortable hasn’t been challenged enough. Change isn’t easy and significant change is downright difficult. Yet long-term success requires it. My experience has taught me that the people most responsive to change are the ones most likely to survive and thrive. James Yorke, a University of Maryland mathematics and physics professor, put it perfectly when he said “the most successful people are those who are good at plan B.” In other words, when change affects your plan, plan effective change.

Don’t be a ‘good time Charlie’ who depends on booming markets for survival. This is not a smart strategy. As a real estate trainer, I spoke to a lot of salespeople during booming markets in several cities. Many salespeople and offices were NOT doing well even though their markets were booming. ‘Good’ markets are no guarantee of success.

Skill is the answer to every market.

The more skilled you are, provided you are ACTIVE, the greater your chance of being market proof.

When markets change, don’t look on this as a bad thing. Look on it as REALITY. Change with the market – reskill.

Pricing properties to sell

Most likely, you know what you have to do to thrive in this changed market; you just haven’t needed certain skills for some time.

For example, during booming markets you may not have had to talk as much with your listed sellers about pricing their properties closer to market. All you had to do was leave the price where it was and the market price climbed up and met it. Then you made a sale.

Now you need to brush up on a skill you might not have needed for a long time: at your listing presentations, you now have to talk more with sellers about the importance of pricing their properties so they sell. This is most important if the market is falling, because staying high will cost the sellers money when they finally meet the market at a much lower price than would have been necessary had they reduced earlier.

The times they are a-changin’. Reskill. Be ready.

Recent Articles

TTP That's Our Job

Despite all the automation available to today's salespeople, how could anybody think that removing a reason for salespeople and Property Managers ...

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us