And Then Anxiety Sets In...

OK, so all the indicators are pointing to the real estate market heading in a positive direction.  Lots of Open Houses,  email blasts from other Realtors marketing their new listings and the expected increase in real estate advertisements in the local paper.  So what’s the problem?  You don’t currently have any listings nor does there appear to be any prospects on the horizon.  Feeling a little left behind and anxious about the remaining 8 months of the year?  You are not alone.

When this feeling hits me, and believe me- it does, I tend to go into overdrive.  I begin sending out postcards and emails in a willy-nilly fashion (hoping my timing is just perfect and that a prospective seller or buyer will give me a call).  I get very excited about a new targeted campaign that I will launch and just know that I will soon be inundated with more work than I can handle.

Truth is, that is not what happens…EVER!  Good business is based on genuine, consistent contact with your sphere of influence,  and consistent (but not overwhelming) contact with farming areas of your choice, past clients, organizations you are involved with…you get the picture. 

So, that said, instead of spending hours generating a postcard to blanket the town, my strategy this year is to pick 5 neighborhoods in my town that have proven to be a good value, consistently lower Days On The Market than other areas,  and provide a range of prices (from economical to luxury).   I like the price range for one reason:  the lower price properties tend to move faster, so they keep me engaged and motivated while I am working on generating buyers for the luxury homes that I list that tend to take a longer time to sell.  If you are like me, when there is nothing under contract, I tend to lose steam and become less productive.

My second strategy is to PICK UP THE PHONE!  In the past, I would find any reason to email someone instead of calling them.  Hardly an admiral quality for someone who sells homes!  As hard as it is to break that habit, I now opt in calling instead of emailing.  It is absolutely true that I get a better response and put more deals together when I can speak with someone  directly, and make that connection.

And another thing- Do not spend time comparing yourself to the Realtor Extraordinaire in your office.   Each office has one, and you can certainly gather some valuable information in watching how they work and how they generate their business.  However, each one of us has to cultivate our own business and determine what works best for us.  It is well known that if you compare yourself to someone else, chances are you are going to be the one that doesn’t measure up!

It is not too late to get started on your marketing plan and have a truly successful 2013.  Stay calm, stay on track, pick up the phone, and have confidence in yourself!  We can all do it!