Make More Money in 2009
Part 1
I would like to tell you about increasing your business in today's marketplace. In a five part series, I would like to share my ideas to make more money 2009. We had a little bit of an upset in our marketplace and a lot of sales associates have left the business. It's an unfortunate situation however when you are dealing with real estate sales associates as independent contractors. There's nobody that's holding them accountable for their actions and therefore, a lot of times they don't perform up to their abilities because they don't hold themselves accountable. Well, as real estate sales associates and independent contractors we have to hold ourselves accountable for what we do and what we do relates directly to the amount of income that we make.
There's a couple of real estate absolutes that I think I‘d like to discuss with you and one of them being that there's only two things that sell a property and that is marketing and price. If you market the property correctly and you price it correctly, the property should sell. Now, that's an absolute in any market time or in any marketplace. Market the property correctly and put it at the right price and it will sell. If you market it correctly and over price it, well that's not doing anybody any good and it's not going to sell. If you price it right and it's perfect, but you don't market it correctly and you don't market to the person who's going to buy that home, then that property is not going to sell. So the correct combination of marketing and price is what sells properties. Now I know we've heard about LOCATION, LOCATION, LOCATION, however, location as a price factor. The better location, the higher the price. But, it's not a determination as to whether something is going to sell or not. If you have something that is less desirable in its location, it still will sell; it's going to be based on the price. So marketing and price are critical and an absolute in the real estate business.
Another absolute that we need to understand is that we need to be in front of buyers and sellers when they're ready to do business. Now that sounds very simple, but this is a very simple business. Be in front of buyers and sellers when they are ready to do business. If you have the best listing presentation and you're sitting here in front of me and you deliver that listing presentation, if I'm not ready to list, then that's not going to do you any good. However, if I'm ready to list my property and you give it your best shot, then you've got a good shot at getting my listing.
So the key is to be in front of buyers and sellers when they are ready to do business. Now how do you know when buyers & sellers are ready to do business? Well that's the $64,000 question! The answer is you don't. So if you don't know when the buyers and sellers are ready to do business, then basically you have to be in front of buyers and sellers all of the time. This is the difficult job of real estate. The job itself is difficult, buts the business is simple. So what we need to do is try to be in front of buyers and sellers all the time.
The next installment will include an extremely important attribute needed for success; Attitude.
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