The is part 2 in a series I'm doing based on my recent attendance of Mike Ferry's One-on-One Real Estate Seminar held in San Diego, CA.  I have paid MFO $12,000 a year for my real estate training for the last 16 years, and I'm sharing it with you for FREE!  I honestly believe in "paying it forward".  Liz Carter & Team Realty has averaged selling 200 homes a year for the last 16 years in the greater Houston, Katy and Sugar Land Texas area.  Mike presented his distinct proven techniques on increasing production, listings, sales, transaction and income.  When I attend the One-on-One retreat I get focused on developing and maintaining the mindset of a top-producing Realtor, which allows me to have a powerful jump-start on the new year.  This is why Mike always has it in January of each year.  Part 1 of this series was posted on 1-25-08 at 1:08, here is the link (  The Realities of Real Estate for 2008 in the US, from Liz Carter, Realtor in Katy Texas).  I was licenced in 1976, and the 16 years before getting a sales coach I still selling 50-70 homes a year, however I was working 24/7, and getting burned out, so these ideals can help you.  If you have any question at all I will be happy to answer them, just leave a comment and I will get back to you.

More hard facts ... #3. The media will create negative news ... let's use it to our advantage. #4. The number of Agents leaving the business will continue to grow at a rapid pace ... start identifying them, selling them on you and taking advantage of their situation.

How to use point #3:  Make sure you send your buyers and sellers every article that comes out about your local market conditions, including the monthly reports from you local board.  We have all heard the old says, "Don't shoot the messenger", now you can let the media be the messenger, so they get mad at them and not you.  It is our job as Realtors to give our clients the truth, no matter what.  Even in the greater Houston, Katy and Sugar Land (suburbs of Houstonand we all share the same MLS), Texas, were the prices have not fallen anywhere near as low as some of the rest of the country.  My market has so far stayed fairly flat on our prices, but have an increasing number of homes coming on the market for sale, longer days on market and less pending sales.  It is extremely important to get the news to your clients, they hired you to tell them the truth.  By telling them the truth about the market you can help them price better, anticipate where the market is heading and most importantly in a declining market, get it priced right to sell NOW, AND PROTECT THEIR EQUITY!

How to use point #4:  There are record numbers of Realtors leaving the business every day according to the National Association of Realtors.  As another old saying goes, "When the going gets tough...the tough get going".  During the last 10 years we have seen a market like no other, prices were rising at a record breaking pace, and the building of new construction was in super high gear.  Needless to say the market got flooded with more homes at prices far above the rental rates, and the bubble burst.  They are estimating it might be as long as 10 years for the market to swing the other way.  Real Estate is a cyclical business just like the stock market.  I was around in the late 80's-early 90's when oil in Houston went to $10 a barrel, and the Real Estate market went in the tank, much greater than todays market.  In some areas we had a 50% decrease in prices, and it took Houston, Katy, Sugar Land and surrounding areas of Texas many years to come back from that.  Real Estate goes up and Real Estate goes down, and when it goes down and it's not so easy to sell homes agents get out of the business.  It is a purging, that is natural and good for the consumer and the professional, highly trained Realtors left in the business.  So approach those agents leaving and ask them if they would like you to handle their friends, family, SOI, and past clients.  You would be helping the agent and all those people who will be left with out one.  Plus if they keep their licence active, they can be a constant source of referral for you!

Liz Carter has used a unique "team approach" to selling homes, and started it 16 years ago, long before most agents ever thought about it.  I don't sponsor other agents for my company, Myself and my partner (who is also my great-great niece) Sandie Acord do all the aggressive prospecting for clients, follow up with existing and past clients, list homes, and negotiate all contracts (Our average list price to sold price is 99.3%).  I have two great buyers agents that focus on selling our listings to buyers that Sandie and I produce, and I have four highly trained administrative licenced assistants to handle the paper work.  I use the Internet extensively and have just hired Justin Smith who I met on Active Rain to make my web presence even stronger.  I also use "Arch", with is a rider that goes on all my listings and has an 800# to call and get information about that listing 24/7, it also captures the callers name and phone # so that we can call back to answer any other questions and set an appointment to show them our homes for sale.  I have three generations of my family working on my team and we are now selling to 2nd generations of clients, which is a very rewarding experience.  Please look me up at www.lizcarter.com, or call 281-391-SOLD (7653).