In today's market and business climate we're exposed to some of the biggest untruths and rumors lacking truth. We can either chose to accept those rumors or rise above them and profit from the fruit. I chose to profit from the truth and to not "buy in" to rumors. So let's talk about some of those rumors, some of the responses and have a dialogue that helps us with our personal growth.
Rumor: People are not going to buy or sell until after the holidays... Really? Are we going to buy into this ditty of a rumor? The beginning of our busy season in our market area and homeowners aren't going to want to list or buyers buy because of the holidays? OK, let's pick this apart a little bit. First of all sellers don't "not" put the house on the market because it's November; in fact many sellers have been waiting for the holiday season to hit and the snowbirds to return for this purpose alone. Sellers are hoping to see an increase in demand and hopefully a slight increase in sales and pricing because it's the busy season. Serious sellers want their house on the market and don't dare want to lose out on the opportunity to sell during the holiday season. So, are we going to buy in to the rumor or profit from truth? If the truth is that sellers want to sell and the busy season is here the question becomes "what are you doing to get your Unfair share of the listing market" are you disrupting the market, are you actively going after the expired and withdrawn listings? Are you asking your sellers for strategic price reductions because you've earned the right to ask by tracking showings and feedback? Are you reaching your potential to profit from the fruit of the truth?
Rumor: Agents are not going to move to KW until after the holidays... Really? Are you taking the next two months off from work? Are you not thinking about your personal and business growth, your income and your future? Are you not thinking every day about being more profitable, reducing expenses and staying or getting on top? Well, so are they! Let's face it, this is the season of the notorious "new year resolution", when everyone is going to lose weight, make more calls, double their income, buy a new car and finish all of their projects... The profitable truth is that agents are looking to make that change now and seriously considering their business growth plans for the next year. This is a perfect time to recruit and grow your profit share as everyone is thinking about next year. You don't have to be a recruiting machine, you should want to be a "referral" machine. Making a call to the agents you're working with and/or are in relationship with, warming them up and passing them immediately to Lynn and letting her do the recruiting. That's the way to do it and build profit share. The holiday's are "one day" holiday's; it's not a two month vacation. Everyone takes and extra day or two off, not a month or two right? Experienced agents are working on their business plans (or should be) for next year; they're thinking about what changes they need to make now anyway, whether we call on them or not. Let's all profit from the truth; recruiting to KW is doing agents a favor, it's helping them grow their business and secure their future. Believe it, internalize it and tell your story; it's a great story and personal testimonials are better than any blog or email that can be posted or sent. Here's a great one line question to ask agents you think would benefit from moving to KW "Tell me, do you still have an open mind about your real estate career"? Think to yourself how you would respond to someone who said "yes" and someone who said "no". I have some great responses for both and I'm happy to share them with you, why don't you think of some of yours and email me back. I'd love to hear your creativity and responses.
Rumor: The market stinks... Uh, no it doesn't. Prices may have dropped and financing may be an issue for some but the market certainly doesn't stink. How long has it been since you could buy a home at the prices we see right now? How many of you have noticed how many cash buyers are in the market? How many of you have been involved in a bidding war on an REO or short sale when the property was priced right on the market and the offers went WAY above the list price? And the market stinks? No, the market doesn't stink, dead fish do, overpriced listings do and loans may but the market doesn't. For those who can qualify on a loan can land a 30 year mortgage at 4.25% fixed... That's fantastic, relatively unbelievable and oh my, talk about a hedge against market inflation and future dollar variations. When was the last time rates were that low? It's been a while right? So let's profit from the truth. Many of our listings are overpriced and we're not getting the activity we want. There's buyers in the market for anything we have, both cash and qualified borrowers. So why aren't we getting them? Well, it could be because our homeowners will not do price reductions and we're helping the competitions listings sell when they price it on the market correctly; it could be because we've not earned the right to ask for the reduction. Maybe we're not taking advantage of what technology has to offer and maybe we're not updating our web site and maybe we're not lead generating enough or not showing up for power hour daily or focused on our personal growth. The market is down, prices are down and interest rates are down; the market doesn't stink. Warren Buffet said it this way "when others buy run, when others run, buy"! In other words understand the market you're in, learn the truth about it and seize opportunities that you'll not have when the market goes back up and prices go back up and interest rates go back up. There's plenty of millionaires the market can withstand and this is the time when millionaires and mega agents are made. When you thrive in times like these and adapt to fluctuations it enables you to soar even higher when perceptions change and the market changes with it. So let's profit from the truth. A KW mega, mega, mega agent said it this way "consistent agents experience consistent results". The point was it's not the market; it's us. Now ask yourself this question and be honest with yourself... "Am I doing all I can do to reach my potential"? If the answer is "no" get with your coach, if you don't have a coach get one, go to your broker or team leader and get accountable; profit from the truth.
There's three great rumors above that are circulating with relative frequency that can be debunked when compared to the truth. Do you have any others you're thinking of? Email them to me, let's take on rumors and replace them with truth; let's empower ourselves to profit from truth. A three thousand year old quote from the Greeks was translated into this "the truth is the measurement in which all things are to be judged". When you hear rumor the best thing you can do is stack it up against truth, let truth be your measuring tool. If you're not sure mastermind with others about it and seek it out and employ it. That's the best advice you can have when looking a rumor in the eye.
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