Home : Blogs : Bryant Tutas Broker/REALTOR(R) Tutas Towne Realty, Inc : Broker Bryant's Real Estate Ramblings

Don't wait for change BE the change!

Hi folks. Well we made it. 2009 is upon us and if you are reading this then chances are you are still in the business. Many aren't. And to me that's kind of sad. A lot of good people have gone out of business this year. They were unable to or not willing to adapt quick enough and the changing market got the best of them.

I too struggled this year. I was hesitant to change my business plan and thought that if I "just hung in there" the market would change and things would be OK. Learning new skills didn't appeal to me. Heck....I've been doing just fine for 14 years why should I change now? I didn't want to do short sales because "they are too much work and you never get paid" I told myself "I'll just look for Sellers that have equity".

Fortunately, I came around before it was too late. I realized that real estate is more than what I do. It's my passion. It's what I want to do. Helping folks is the reason I got started in real estate. It's my way of being able to give something to my community. And I'm good at it!! So I had to change. I had to adapt to a new way of doing business. And I did.

I now specialize in short sales and I work with Buyers who are wanting to take advantage of great values and buy investment properties. I've changed the way I charge for my services. I've adapted. And because I adapted I now have more business than I know what to do with. Sellers in my market are calling me because they know I can help them. I have the skills they need to get their home sold and negotiate a short sale with their lender. I can help them. I can relieve their stress.

Buyers are contacting me daily wanting to invest in rental homes. I've had over 100 buyer leads in the last 30 days!!! I have more business than I know what to do with.

It's funny but as soon as I made a decision to do things differently I started getting business. It was the change in my thinking that did it. I learned the skills as I went along. Think about that for minute. IT WAS THE DECISISON TO CHANGE THAT MADE THE DIFFERENCE. THE SKILLS CAME LATER.

OK, I'll leave you with that last statement. I just wanted to share this with you so maybe it would get you to change your thinking. Don't wait for change BE the change. Does that make sense?

***The picture is TLW and I at the AR gathering in Orlando at the NAR convention. It has nothing to do with the post. But I like it. It was TLW's first time out after her near death experience. Now you see why she was named "The LOVELY Wife".

Posted by Bryant Tutas Broker/REALTOR(R) Tutas Towne Realty, Inc on 12/26/2008 02:13 PM

Comments (77)

Motivation in the Training Channel

motivational, opinion

77 Comments on Don't wait for change BE the change!

DEC

RESERVED PARKING FOR TLW

Would you like to share some information about getting into short sales? The how, where, who to know, etc.......

Bryant - First off, love the pic. Adaptation seems to be the hot tip. It certainly hasn't been business as usual, more like business as unusual. Sometimes a change will do ya good.

BB - Love the video!! You are so right. We have to change with the times. I met TLW at the AR gathering but wasn't abie to meet you. You were constantly surrounded by people :) Maybe next year!

An encouraging post, it is much needed after reading some of the gloom and doom reality check posts. I know the real estate markets are going through a cycle not seen before and that cycles in real estate are longer due to the not so liquid nature, but it sure is nice to hear some positive stories too.

You are right. It was not my normal yearm, but I did well. you have to kkep up with the times and never loose yourself in feeling down. Look up every chance you get!-Dinah Lee

Change stinks sometimes but like you said, you are here. Change was necessary. Even forced at times. It is very easy to get comfortable in anything we do, and it can cripple us in all areas of our life if we are too stubborn or proud.

BB - Glad to hear business is going well. You are an inspiration to manyHope you and TLW had a wonderful holiday.

Jeff

Bryant,

In life itself, CHANGE is a good thing...A reed that doesn't bend will break...in business an entity which ceases to grow, will plateau, and eventually not exist...It's not that we must 'go with the flow', but we must be ready for 'the flow'...!!! :) Thanks, Fran

I'm heartened to hear of your success with just a minor change in the way you do business. Good for you that you realized the change was needed. Here's to a prosperous and HEALTHY 2009 for your family.

You're an inspiration to many agents and brokers who mourn the loss of business, offices closing and a dearth of home buyers.

Absolutely. I've changed my business model about 3 times in the last 3 years.

The same old, same old just doesn't permit a brokerage to grow.

If you're not growing your business, your business is shrinking.

These days people want "Cheap". The word foreclosure impliesthat the homes will be great deals. Which is not always the case as we know but it is opportunity to find buyers and work with them aand educate them as well. It has worked well for me the last few months.

Rich Lecinski

Long Realty

Oro Valley - Tucson Arizona

http://rlecinski.longrealty.com

Rich Lecinski

Long Realty

Oro Valley - Tucson Arizona

http://rlecinski.longrealty.com

Hi Bryant

Great advice be the change you want to see.

Good luck and success

Lou Ludwig

Bryant,

Love your commercial

Good advice, Bryant! It's the right attitude. Encouraging to hear it because sometimes all you hear on blog postings is how people want things to stay the SAME!

Best of luck to you!

Matthew

Excellent point -- even the tiniest step to the left or the right, just beyond our "usual box", can create huge change.

Great post about the need to change. Allow me to be the negative one. I saw in there where we lost a lot of good people. Maybe they were nice people or something, but clearly they were not good Realtor's.

Great post. Caught me right from the title. I am so embracing change this year, both personally as well as professionally!

Well Broker Bryant today I sat in the office alone...first...a listing call....buyers walked in...rentals walked in..and another buyer call! Not bad in a days work..

2009 will be what we make of it....and we have to be ready...that means understanding shortsales..REO's...investments...1031 exchanges...yes outside the box...on top of the box...whatever it takes...just don't be like so many..and do nothing or the same darn thing. Great post..and I saw the Lovely Wife that night...red hot as usual! :)

Bryant,

Change is enviable, I'm not sure I agree with Fran about it always being a good thing, but it is life and life is always good.

I love your line "I work with Buyers who are wanting to take advantage of great values and buy investment properties" For so many years we've been dealing with equity and potential equity as being the main value. We're forgetting that value of a home to the home owner is a benefit derived from a home of their own!

For nearly 30 years I've been teaching about selling "A 2% Return" 2% may not be acceptableto us, personally, but to a person making 1% or less it's a great value. To most a home's value is much more than equity and thanks to the miracle of amortization equity always shows up, eventually.

Bill

Bryant - I think change in life is going to happen . . .you can either jump on the train or let it run you over. You are choosing to ride the train!! Good for you!

Bryant, while you're right... this market has culled many agents who didn't deserve to be culled. Some of the casualties, however, were marginal (in my opinion) in the first place, and the downturn has caused them to seek employment elsewhere, leaving what's left to those of us who treat real estate as a business.

Those, I won't miss.

I've changed the way I charge for my services. I've adapted. And because I adapted I now have more business than I know what to do with.

From one BB to another: Smart move! Adapt, or go the way of the dinosaurs. :)

Very happy to hear about your booming business! Wishing you much continued success in the New Year.

BB - This is exactly why I joined AR this year and am doing my best to truly grasp and use the tools available that I'm learning! We don't have a ton of Short Sales but I'm trying to learn that too.

I worked all day today, too.... and have changed my perspective on short sales and how to position myself in this market.

Have you taken any short sale courses? I am looking for which one is best to take online.

I am reading Gary Keller's book THE SHIFT and short sales is something that we all need to learn how to do and accept. Congratulations on being the change!

It is kind of like the story of Levi Strauss... And I hope that the changes that we are making every day can keep me in the business...

Glad things have picked up. I had to make big changes in my business as well in 2008. Foreclosures and short sales are pretty much where it is at right now. Either you work them or you pretty much ain't in business any more. Wishing you a great 2009!

Our broker says the market isn't good or bad, it's just different. There are opportunities in any market if we just shift our focus to find them.

Thanks for being so positive in this negative market! and you are so right about "being the change"

"Everything you want is just outside your comfort zone"

BB - you are so right. We tell clients that they have to adjust to this market - we have to adjust, too, and be ready when we are needed.

BB,

This is a great post. I welcome change and I too have had business come to me as a result and feel grateful that I am not set in any of my old stubborn ways. This wave of inevitable change is not just the real estate industry, but in most of the major industries now. It is one reason why WalMart, the company people love to hate/hate to love gets on top, yes they do undercut local business and I hate that part, but yes, they do consistently change and I love that part.

Happy New Year to you and TLW.

Adaption is hard so I commend you on that. The fact that you have a passion for Real Estate is what led you there besides the fact you would have no money to spend on TLW otherwise:)

Hun...

I like the post and respect the way you did adapt. I'm proud of you for that. You had me worried there for a bit :)

Oh...And thank you for Reserving my parking spot :)

TLW...ROAR!

Amen To that!!!

BB,

You are so right sir, we have to be the agent of change or we will soon be out of business.

Congrats on the feature.

That is such a wonderful photo. That was so much fun.

Amen to the rest of the post.

BB,

I did what I had to do to survive.

And if that meant taking short sales...I did...if it meant rentals...I did...if it meant taking out buyers...I did. Heck...four years ago when the market was better I sold a puddle with a blade of grass in it....(a road easement) and the company didn't even know what it was when they wanted to pay me.

BB-This post is WHY you are doing as well as you are. So many don't have the "balls" (sorry) to change, or accept the fact that change is needed. When the going gets tough, the tough get going, just as you did. Many agents that are no longer in the business needed to get out, while others that are worthy, just couldn't hang on, as you said.

I'm so happy to hear how well you are doing. You deserve it! Thanks for many good laughs this year. Looking forward to many more from you!

Another well deserved featured post! As you know this was a year of big change for me.

I love this statement: "..as soon as I made a decision to do things differently I started getting business. It was the change in my thinking that did it. I learned the skills as I went along."

A word from the wise! Good post.

BB- Great post. We need to know when we need to change. Have a great 2009

I do think that people who cannot accept change will just let life pass them by, not only in real estate and business, but in personal life as well. I'm so glad that things are getting better for you.

I recently read this book, The Secret - which was a light bulb moment for me. It talked about Leadership and how leaders are always out there to scout for opportunities. Skills are learnt but the scouting eye is an innate ability, I think. Some do it better than others.

Someday I hope I will run a successful business like you and TLW.

Bryant,

Making necessary adjustments to one's business plan is always a good idea, but even more so this down cycle. Sometimes it just takes some time to figure out the right change.

Exactly! And with only getting off my behind and making necessary changes..is with what I am carrying on...through another year :) :) So glad you did well...but we all know with a good man is a good woman by his side :) :)

Hi Bryant - When we choose not to do something, we close the door on the opportunities. When we choose to be flexible, there are so many things out that which we can accomplish. I did great in 2008 because I refuse to listen to the Naysayers and it worked great for me.

See you in 2009 and wish all our business blossom!!!

BB, It was reading your blog about all the short sales and foreclosures that opened my mind to focusing on them and frankly, lately that and rentals have been where most of my commission checks have been coming from. I made some stupid mistakes with the first bank owned property that I was helping my buyer purchase, but figured it out, painful as it was, and my buyer won the bid on the property (against the listing agent's own buyer). As you say, you've got to go where the market is to service your clients. It's a tougher game, but it's still interesting and I still love real estate.

Bryant: I too have gotten into working short sales this year. I'm always looking for new ideas.. Always open for suggestions and idea.

Great post - very encouraging. As Seth Godin says, 'Lean Into It.'

BB - your words are 100% on point.

Change has a way of gliding right by a person if they aren't willing to acknowledge it and reach out and take their place in it.

Sure - the market isn't great. BUT - the market is not dead. And neither are we.

Change - it's like milk ... it does a body good. :)

We all have to adapt and do what we have to do in order to stay in the game. All the best to you guys for the coming year.

DEC

Bryant...On my list of professional resolutions for this year will be learning the ins and outs of short sales - I've been referring this business until now and I see the need to really learn it well so that I can be of service to those clients. And, like you, I am glad to still be in the business despite the year we've had. Here's to a GREAT 2009! Thanks for the great post...

Bryant,

I just happened to post on this same subject on my blog tonight. Though I have to say my post is a bit more direct and to-the-point. Bottom line is there is still PLENTY of business. You just have to know how to get it. I think there comes a point where any agent worth his salt must give up the notion that "it's the market's fault" he's broke and MUST start changing himself first. Great post.

Eric Lowery, Expert Skills for Real Estate Agents

I love the picture of you two! You are so right about change. Not only is it necessary, but it can be fun too.

Carol...

I am so glad I swallowed my coffee before I read your remark about change being like Milk!

That was flippin' hilarious :)

We all know I am easily amused :)

To All...

It's good to see you're embracing change. Change does and will happen, with or without you. Better to be part of it or out of it :)

TLW...ROAR!

Well good morning everyone. Really great comments. Reading these comments would motivate a dead person!!!!!

Thank you as always for stopping by and adding to the conversation. I'm finally winding down for the year and will just be doing the bare minimum of work for the next week. I have 2 more closing before the end of year and then I'll be ready to go full force into 2009. 2009 is going to be an awesome year!!!!

Now go and enjoy the rest of the holidays with your families and loved ones.

Here's to a great 2009. I wish you both health happiness and prosperity.

Change is the name of the game we need to find a new way or the highway.

Bryant, The times they are a changing!

Happy New Year to you and TLW. Great picture you both have that Florida glow.

BB - It was really good to see you and TLW in Orlando... And you are right, we have to adapt to the changing market or be left behind.

"I have more business than I know what to do with"

And to think we butted heads on this months ago! Glad it's going well for you. You deserve it and anything I can do to help just let me knwo!

You made a decision, went with it, and prospered. Your decision was a deliberate plan to change the focus of your real estate business.

I am also planning a change but it's not concrete like your plan. I am going to do Twitter, Facebook and LinkedIn more - I am determined to master these platforms that my kids can do blindfolded.

I understand the value - and I'm going with it!

Yep....you have to change your plan and way of doing business to stay ahead of the game. Change is a good thing and not something to be feared! It makes us stronger and better business people.

DEC

As a small business owner we are lucky that we can be flexible enough to change with the market. I've owned larger companies and the change is more difficult. I like it this way much more better. It is great to be on the top of a trend. I'm still here I am not going anywhere.

Bryant- This is a great post for those of us who haven't yet been able to adjust to a short sale market. It's not the same here in Tennessee, but It is an opportunity to pick up buyers and seelers who really need help.

Now that is a lot of leads! I think agents have to be comfortable with change in order to succeed in the current real estate market. I used to avoid short sales, no longer! Like the pic of you and TLW!

BB, LIKE YOUR ATTITUDE FOR CHANGE, SO TELL US ... WHAT IS BRINGING IN THE 100 BUYERS?

Very inspiring and timely. Change can be a very good thing and it sounds like you have made it work very well.

Did you get any special training for short sales or just learn by trial and error?

DEC

I'm glad change worked for you. I'm one of those who changes very slowly, but my husband is a marketing guru, so he keeps things going very well for me.

Best wishes for health, happiness, peace, and prosperity in 2009.

Bryant, this is such a great post. You've written (much more eloquently and in depth) exactly what I've been feeling for several months now. I love the photo of you and Billie. It's been a year hasn't it? Glad you've both survived and are doing well! Happy New Year!!!!

Bryant, I truly enjoyed your great post and I wish you all the luck in 2009

DEC

Hi Bryant...Are you looking for a "mature", experienced agent to help you with business overload?

Kate

I am very happy for you both. Here's to an awesome 2009 for us all!

Happy New Year!

JAN

Hi folks. As always I really appreciate you stopping by and commenting. Even though I ma not responding to each of you please know that have read each and every comment. Thanks

Kate, I need help real bad? Want to move to Florida?

JAN

Looks like it's time for me to join the bandwagon, because it looks like short sales are going to be around for a while, and those are the homes that are selling more than any other right now.

JAN

The decision to change... thanks, Bryant!!!

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?