I was attending a party recently and one of the guests at the party just happened to be a local home inspector. As I was standing there, someone asked him how the real estate market is doing. "Not very good," he said to the small group standing there. I was thinking that's probably what they all expected him to say, but I wish people in our industry would stop being so negative about it and find something positive to say.
Personally, my real estate business has been fantastic in 2009 and I see no reason for it to slow down in 2010, but I've also come to realize that not everyone is doing as well as I am. Occasionally in the company of other Realtors I won't even talk about my success because I know it's been a tough couple of years for most agents, but recently I've started to think that I should be talking about it. Obviously I wouldn't being doing it to brag about my accomplishments, but simply to encourage others that it is possible to be successful in a tough real estate market.
There have been many times recently when someone would ask me that same question, "How's the market doing" and when I tell them, "It's great!" I can see that surprised look on their face, which is almost always followed by a, "Wow, Really?" I then try to look them straight in the eyes and say, "Yes, really" because this inevitably leads us to the very reason why they've asked me that question in the first place.
Sometimes they are "waiting on the sidelines" but considering putting their home on the market and just want someone to give them a glimmer of hope that it's possible to get their home sold. Sometimes they have a neighbor or family member that has their home on the market but can't seem to get it sold. They want to ask for my business card to give to that person and say, "Here's a guy I met that's doing great and you may want to give him a call". Other times they simply want to know that it's getting better and are just tired of hearing all the doom and gloom on the evening news. No matter what their situation, telling them that I'm successfully selling homes gives me an opening for an in depth conversation and a better opportunity to hand them my business card.
Consider this; when was the last time you handed someone your business card after having a negative conversation about the market? "Well Bob, right now there are hundreds of bank repo's and short sales in your area so it's probably impossible to sell your home right now, but hey, here's my business card". Seriously? You think Bob will EVER call you now?
Here's a much better alternative answer to that question of "How's the Market?". "Well Bob, this can be a very challenging market right now, but I personally am having a GREAT year! The trick Bob is to make sure you have a great real estate agent selling your home. Why do you ask that question Bob? Are you thinking about selling your home this year?"
See how that works? Only good in depth conversations can come next and you might be very surprised to find you will get more business by being upbeat and positive. I would even go as far as to say that within a week or so you'll become more positive about the overall market and the possibilities that the coming year holds.
Let's all commit to being positive about the real estate market in 2010 and give me your suggestions for what you'll say from now on when someone says to you, "So, how's the real estate market?"
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