Elizabeth,

The survivors follow the same good business practices in a good market and in a tough market.  Discipline and hard work are the foundation to survival.

When a salesperson gets content to take just walk-in trade and doesn't build a base, more disciplined people will last longer.

We see a lot of agents who come from a corporate world where the work is placed in front of them, and they are not mentally prepared for the effort it takes to keep the pipeline full of prospective clients.

I see this in the Raleigh-Cary, and we have one of the better markets in the country.

Just like in any profession there are real "professional" agents that know what to do and how to do it and are ethical. Then there are those that jump into a profession, or as you stated jumped in when the market was hot and don't have a clue. The true professional will always come out on top no matter what the market is doing.

Hi Mike: So would you agree that "consistency" is the key?

A professional agent should be able to separate his/her financial needs with the actual real estate transaction.  Those of us who have been in the business long enought is that the commission isn't there until the deal closes and well, things happen. 

An agent on the either side of the transaction, buyer, or seller must be able to have the energy and monies to perform their business.  Working with buyers typically required less out of pocket expendetures but the odds are greater that there will be no "closing".  On of my reasons for switching companies, was the company paid advertising so I could support my sellers without having to rely on my own finances.

Elizabeth,

Yes consistency is A key.  Consistency in the proper efforts is even better.

Real estate has always been a transitory business.  In good markets it can offer quit rewards for unskilled and untrained persons and famine to the same persons in down markets.  I‘ve commented before in other blogs and posting it is the only profession that “allows you to wash dishes for a living today one day and sell homes or make loans the next day”.

That is a real problem and is why this profession gets such a bad rap from the media and public.  Real estate “professionals” are close to or below used car salesmen in credibility and we are to be trusted with the most valuable asset a person owns.  Something is sorely wrong with that picture!

Professional agents who have prepared themselves and learned the business, the art of selling, relationship building and marketing are not suffering in today’s market.  Those that came in for a quick hustle, yeah they are concerned about food on the table and the house payment.  They came into the business for the wrong reason.  Sorry, I’ve got no “love for em” as those are some of the same people who would not return client’s phone calls, gave bad advice to customers and other acts that would embarrass the real estate profession.

Judi: I agree, but many agents spend the commission before it is earned. And it's not earned until the transaction closes.

Mike: I should have been more clear. I meant being consistent at doing the right things, not in the consistency of repeating the same thing over and over without results, as you well know, that is the definition of insanity.

Ntsike: I'm not so certain that perpetrating an image of a real estate professional washing dishes is productive. But I get your message. :)