Who is (and isn't ) making money in this real estate market?

People ask us, "What am I doing wrong?
I made money and did lots of transactions last year, but this year I am really struggling."

Because of our Journey to Mastery™ and other consulting, we have some insight into what is working and what is not.

What is NOT working is business as usual.
Almost 80% of the working Realtors started less than 10 years ago. That means they have only experienced the constantly rising, seller's market of the late 90's through 2007. They developed skills and habits based on the realties of that kind of market.

• They "farmed," meaning they sent postcards to a geographic area on regular basis, usually once each month or every other month.
• They sent out "Just Listed" and "Just Sold" postcards.
• They decided they were Listing Agents and ignored buyers who did not want to buy their listings.
  
• They advertised in the local newspapers and Homes magazines.
  They worked to "Get my name out there."
  
• They waited for their past clients to call them with referrals.
  

In other words, they used a passive and accidental approach to business development.

Who is making money today?

People who are proactive. People who are DOING the things that drive business to them.

• They are holding open houses and asking for appointments with every person who comes in.
  
• They are staying in touch with every person who makes any indication that real estate buying is in their future.
  
• They call every past client they have on a very regular basis to ask about referrals.
  
• They refuse to take listings except with people with a real commitment to sell.
  
• They work with buyers who are ready and able to buy right now.
  
• They keep in contact and nurture the needs of buyer (and sellers) who are going to be ready in the future.
  
• They work ONLY with people who are committed to work exclusively with them.
  

Visit our websites:

JourneyToMastery.com

NewLicenseTraining.com

Recruit2Coaching.com