As the real estate market continues to normalize, you'll no doubt hear banter (possibly supported by statistics), that smart agents are pursuing buyers now, because that's where the money is. As listings sit for 30, 60 and 90 days the trend is for people to focus on buyers and whenever there's a shift in a tight market, we see this phenomenon.
But in truth, there are only a handful of agents in the country who've built their success on buyers. And they've done so because " for them " it's a valid business-building strategy that allows them to dominate the market. For these rare individuals, their own strengths and local conditions are such that focusing on buyers is a wise and lucrative choice. It is not, however, the best scenario for everyone, especially when shifting the emphasis to buyers is a knee-jerk response to a bump in the market.
If you really want to dominate your market long-term, the smart money has always been to own the listings and nothing has changed since the last time I checked on which way the wind blows in real estate.
When sales slow down, a lot of agents run like lemmings and focus on buyers because he or she who controls the buyers controls the market. That is, until things return to normal (which they always do) and it goes back to a seller-driven landscape. To turn your back on what is still the truth about real estate " he who owns the listings owns the market " is unwise to say the least. It's allowing yourself to be swayed by temporary trends.
I've always contended that long-term success in real estate doesn't come from short-term thinking or quick shifts in response to market fluctuations. I believe in long-term strategies that build business and the implementation of systems and processes that grow and sustain a real estate career.
The most effective way to respond to a market shift is to stay on course, not to react, and to stick with a business plan that creates a foundation of growth for the future.
Let me know your thoughts
Jason Vombaur- The "J" Team-
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