You know, the hardest thing about real estate today is to battle the mindset of collegues who don't believe that things can get better. Here in Tallahassee, FL, although we are coping with the same realities of unemployment, a slowly chugging economy, and decline in property values that every other MSA is experiencing, it is remarkable to see the vibrant optimism expressed by homeowners in different ways. I have heard so many stories of everyday hopefulness... a neighbor who takes it upon themselves to ensure the lawn of a vacant, abandoned home is mowed and upkept as it bides its time toward foreclosure; collective neighborhood groups who are actively engaged with their governments to find ways to provide stability to their neighborhoods in the wake of the presence of multiple distressed properties; and others who have made the decision that despite declines in market value and other counteractive forces at play, have displayed by their commitment that they are going to stand with the neighborhood, not take the easy road out, and weather the storm of the market in hopes of a brighter day. That is what homeownership truly is, and when we can get through the plight of this mortgage crisis we will see stock in the term rise because of their commitment to the promise of the American dream.
The questions that real estate agents in this hour have the honor of asking is "How can I help?" How can I partner with my community in eliminating this crisis that continues to rob existing homeowners and has the potential to do the same to new homebuyers? How can we reach those in distress and connect them to the options that are available to them to avoid foreclosure? How can I do this and make a living? Well, the answer is all wrapped up in two words--- Education and Outreach.
First of all, let's deal with the importance of Education. In an economy where many people are in distress because they were sold on dreams, it is important to sell your services based on information that is true, up to date, and is effective enough to help them emerge from crisis to solution. This is not the market to simply 'try your hand' at being a short sale professional or an REO Agent... by now, you either are one by experience or you have obtained specialized training or are working under one to learn the niche. With the government on the look out for scams and those who perform them, your personal and professional liability could hang in the balance of your pursuit of these complicated niches. Education is foundation for survival professionally and unfortunately, because this crisis is expected to continue for the next 5-7 years, it is extremely important to learn what to do more effectively and what the options are for those who may come to you for help. On the flipside, you may find be able to make a living by simply referring the client to another agent who is practiced in that area... no liability for you and a great way to work smarter and not harder until the market turns back to normal!
And then there is Outreach. You know, the term is mostly grass-rootsy and charitable, so people don't like to use it. Unfortunately, the realities of our market have made the nuances of outreach the forum for establishing legitimacy and effectively assisting those in need of expertise- especially in the area of Short Sale and foreclosure prevention. If you are advertising yourself as a Foreclosure Avoidance resource, your most effective engagement strategy may be the community forum. These can be in partnership with your local non-profit housing counseling agency or sponsored by a local Lender. They are effective because they provide a no-pressure atmosphere for prospective clients to learn, ask questions, and get comfortable with you as a legitimate resource. It also is a savvy marketing strategy because you get the attention of a room full of prospects- something you would have spent an 8 hour day doing you can accomplish in 2 hours. Also, keep in mind that the heart of the outreach method is providing a venue that will serve information to those in need of it and who you hope will benefit from it. It is a powerful way to build social value for your business and serve your community at the same time.
This information may not be of use for those who rely upon a statistically based lead conversion systems... but for those who are looking to build relationships, establish a grassroots referral source, and serve others by positioning themselves as experts in the marketplace, hopefully this information will serve as encouragement. As the Good Book says, 'the harvest in truly plentiful, but the laborers are few...' Yes, this is a hard market for traditional real estate, but engagment in providing solutions based services through education and effective community outreach methods can be a surefire way of keeping busy until stability in our market is reached.
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