I have been blessed to speak with scores of agents in the last two days here at Sellabration. Without exception, those who are experiencing success in today's real estate climate have got this figured out: know your strengths, focus on those, and hire to offset your weaknesses.
Whether it's your Web site, your systems, your graphic design, or your accountability, if you're not good at it, find someone who is! Several agents I spoke with are avoiding short sales, for example, because they don't know how to do them and they perceive they're a lot of work with little return.
Here's reality - short sales and foreclosures are inevitable, in almost every market in the U.S., over the next four years. Find someone who knows how to do the transactions and get the training - a great resource is the CDPE designation, or Certified Distressed Property Expert. Or at minimum, find a trustworthy resource to refer the transactions to, like ShortSalePlan.com. You'll still be helping the clients, and sharing the commission with a company who's willing and able to do all the work.
When asked why he was such a master of his sport, Wayne Gretzky was quoted as saying, "I skate to where the puck is going to be, not where it has been." Apply this line of thinking to your business. Your forward focus will help you become a leader in your market.
