Need help from you seasoned Realtors who have been in recession before!!!

Holly,

I'm third generation from a family of real estate professionals and yes, this is worst then the depression because the value of homes have declined all across the board and it is a credit/financial issue that the banks assisted in the downfall, along with the consumers spending spree, mortgage fraud, the whole nine yards and then some.

HOWEVER, this is the best time for an agent's business to grow!  How can I say that?  I just did.  Think about this.  There are fewer and fewer agents out there in the industry and more and more properties keep expiring, are behind in their real estate taxes (watch this area), the FSBO's are getting fewer and fewer, but the FSBO's with those little red and white signs .... they want you to call on them!  Right now, I am the busiest I have ever been.  I keep myself up-to-date on all financial programs, underwriting changes, the news.  I have a strong background in real estate because it runs in my blood, my family and I absolutely love what I do.  That's right.  I love it!  When times are difficult, it's a time for change - always be willing to change and adapt. 

I had two open houses this weekend.  One isn't in the MLS as of yet but I think we kind of sold it.  i had no open house signs, the For Sale sign wasn't up, but we had our marketing material in the living room of the first floor of this two flat.  THIS IS AN ESTATE -AND THERE ARE LOTS OF THEM OUT THERE!  Another source to tap.  I posted on the internet and I held it with my partner, who has been in the business just as long as you.  You know what we did?  I made her rake the yard!  I trimmed the overgrown hedges for over two hours.  Why two?  People saw us working in the front yard and/or talking to people with our handouts and they kept stopping.  They were interrupting us instead of us pouncing on them.  My partner took them inside and did the tour.  She came out and said, "Let me get Barbie because she doesn't cook.  She understands and does rehab and knows how to get the financing done."  Two agents referring each other at an open house and we got a motherload (if I can say that) of names.  Qualified people who approached us because they felt comfortable talking to us.  The neighbors, man, they pulled up their chairs and talked to me while I was clipping those blasted hedges.  Why?  I was listening and telling them what my Grandfather would say - and that front yard had a ton of activity. 

When we get scared - that's a good thing because we are not taking life for granted.  Roll up your sleeves, continue to learn how to get financing done for every house you take a listing.  Keep track of your time.  I mean it.  I have my partner (she did gulp when I told she had to do this) but she has to keep track of her time in 15 minute segments just like attorneys do.  At the end of the day, evaluate where you wasted your time and figure out how much money you lost by not focusing.

Let me put it to you this way.  I figured out recently what is happening here in Chicago.  Broad statement but listen ...... the City is in the hole by about 217 Million dollars this year.  They have figured out how to make that money and I figured out what they are doing and I figure maybe only 120 other agents out there know it.   That's not many agents.  So, when I put two and two together and got four - I was pretty upset.  I told my partner about it - and we are leaving no stone unturned.  We are up against a time clock and are doing everything we can to save and help as many people as we can.  The sad part, why did it take me to figure out my motivation and why did it take something so big that it finally pushed my button to blow into my listing presentations where we are now dedicated to do five listing presentations a week! 

Holly, focus on the times and learn about them.  You must and have to time block your work schedule.  I read something devotional first thing in the morning and three pages of motivational.  I do two hours (yes, I'm supposed to do three) of POWER HOUR every blessed morning.  I handle my showings in a block of 2-3 hours and alternate mid afternoon to early evening.  I walk to my showings and that means I'm out there doing between 5-10 miles a day on my feet.  But, I meet the neighbors.  They see me and I see them.  I wish them a good day.  They are now pulling me aside and want to know why I'm walking so much and asking about me.  I tell them, ask them for their information, give them my card and tell them to think about me when they hear of someone who needs my help to get them sold in this difficult marketplace. 

Don't freak.  I'm not that old but I'm no spring chicken either.  I've come from a family of real estate that began in 1911 from Michigan (I'm in Chicago though) and the family business is still strong.  My grandfather sold everything he had during the depression to keep his neighbors in their homes so they wouldn't loose them.  How much are we willing to do to help people who are standard sales yet are experiencing "negative equity" because of the short sales and foreclosures?  Focus on the now.  You can't do anything about the past but trust me, when you focus on your business and take listings in your farm and keep farming - people will call you.  Know the rates, the terms, the underwirting guidelines for each and every house you are selling.

Hold Seminars in your office in the evening for about one hour.  Post them on Craigslist every two days - to keep them high up there in visability.  Some of the topics I cover are:

• Short Sale - How to purchase pennies on the dollar
• REO Properties - Understanding how to get the best deal and getting my offer accepted
• Fast Tract Properties - What they are and how to get them financed
• Estate - and more:  The Real Value
• Investing for my future without cutting my Throat
• The Real Estimator:  What to look for when purchasing an REO, Short Sale and Estate Propety
• Short Sales:  Understanding how to price them, estimate them and get your offer accepted

I hope this helps you.  And I agree with Michael:  "keep positive and don't believe everything you read or hear in the media."

My Dad has always said to me "When You Get Down, Remember have put yourself back up to bat.  Get Up there and go hit a home run!"

Your Chicago Connection - http://www.barbvan.com

Holly, just a P.S.

I am deaf.  I have the tappered down gene for MS and it has effected my family for four generations.  I can be proud of carrying this strong defective gene because only four families in this world have it that long and that allows the scientists to make improvements.  What I am saying here is FOCUS on business and how to make the most of it.  My hearing aids blew about 8 weeks ago and I'm doing listing presentations and I can only read their lips.  I tell them they are hiring my brains, skill, knowledge, ability to get properties properly marketed sold and closed.  My hearing is secondary.  I can hear on the phone because i have a special device.  They want to meet with me - they call me on the phone and we talk or they use word on my labtop and ask the questions and I just start talkin away. 

Don't let anything stop you or discourage you. 

Best wishes, Barb Van