In Gary Keller's book, Shift, he talks about how in the late '70s, when interest rates topped 18%, selling real estate became a game of "how do we make this deal work?"
Those who are creative, resourceful, and strategic will succeed in ANY market because they're willing to look for new ways to accomplish a goal. In this much more challenging consumer environment, what are you doing to educate yourself in new ways of achieving your goals?
An example: sit down with a lender and find out the various requirements a prospective buyer will have today when applying for a loan. what are their options? What will be asked of them? How is it different than before? Then communicate this to your sphere, prospects, and colleagues.
Here's a very tangible example: more people are facing the prospect of foreclosure. They may be candidates for a short sale instead. What do you know about the short-sale process? What would you do if a past client approached you and said they had to sell that way?
Top agent Linda Hall has been proactive - she invested in a stealth site for people considering a short sale, and then took it a step further by adding a button to her branded site to connect with the stealth site. She didn't stop there - she flew to Denver and took a CDPE course to get hands-on help with how to serve short-sale customers.
As you start each day, begin with resolve. Ask yourself, "What am I doing to make this (deal, business, day) work?"
