I met with a thoughtful and successful corporate friend who started the friendship six years ago as a short sale prospect who took my advice, held on to his home, recovered from the economic crash and eventually purchased a home and sold his home with me - a happy experience for he and his family and for me as well. His wife was able to successfully relaunch her corporate career and his corporate relaunch has given them both a different perspective on jobs and job security. He is about to start real estate classees in pursuit of a license to work as a real estate sales person.
We talked for a while - I gave him a very candid vision of how one becomes successful at residential real esttasales, and then he asked what I thought the market will look like in three years. My response was "what does it matter and who cares?" He was somewhat taken aback - so I clarrified my opinion this way: If you view your business as a commodity sales business you will never be succssful. If you view the business as a problem solving business in which you act as a trusted advisor rather than a sales person, develop a variety of systems and programs from which to develop a consistent flow of leads, prospects and clients with the approach that each one has a problem to solve culminating in the purchase and/or sale of a home, and if you never get trapped only drawing from a single pool of prospects and narrow scope of problems to solve you will have a business that will flourish no matter the tenor of the market at any given time. Businesses that are "built to last" work hard at neither getting trapped nor ignoring the value of helping clients solve problems based on their needs and the conditions of the market at that time - and look forward to the market always changing, always challenging you and always being different. The one constant is your outlook and attitude and the foundational dystems and processes backed up by great people to meet the needs of the market at that time.
So now he'll begin classes, learn how to pass the exams and then decide what kind of business he wants to be in and have - selling homes one at a time - a commodity based business, or solving a myriad of problems for his prospects and clients and selling houses for or to his loyal clients for as long as he wants to.
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