I had just attended the NAR convention in Orlando, Florida.  It was a really great event with lots of good classes.  One of the main messages that was constantly given to current and new Realtors is the following:  It's more important than ever to be constantly searching for new buyers and sellers...Prospecting.  Several of the speakers had mentioned that prospecting is more important than marketing right now with the way the market is at the present time.

One of the speakers....Gary Keller, had mentioned a good book that he's read called:  Talent Is Overrated.  He said that people are not born to be sales people, the become that way through hard work and practice.  He had also mentioned that the top salespeople focus on generating activity over everything else.  Keller had mentioned that, when buyers are hesitant about making a decision because they think the market is going to drop lower....we, as Realtors, need to demonstrate by showing them information as well as asking them:  "When are we going to hit the bottom?.....We don't know.  If prices have already dropped, they don't need to be lower to buy at a good time."  He said to:

Become a local economist (or expert on stats) and help buyers address their reluctance.