Will your real estate business fail or flourish?

By
Services for Real Estate Pros with Marte Cliff Copywriting

I’m seeing comments here on Active Rain predicting that the Corona virus will “thin the herd,” and I’m sure it’s true.

While some agents are doubling down on prospecting and staying in touch with both past and future clients, others are essentially stopping work.

They have plenty of excuses, starting with “I don’t know what to do.” Others think it’s too hard to work at home when the kids are home from school. Those of a pessimistic mindset think “There’s no use” because the market will never come back.

Those folks will soon be left in the dust by those who are continuing to work.

This too shall pass...

Of course the market will come back. That old phrase “This too shall pass” is a true stay in touch with past and future clientsstatement. In many places the market has merely slowed for the moment. Agents are still taking listings and showing homes – they’re just using sensible precautions when doing so.

There’s nothing wrong with asking buyers to don disposable gloves and paper booties before entering a home. In fact, many will feel safer when they do so. There’s also nothing wrong with maintaining “social distancing” with those buyers while in the house.

But of course, some buyers and sellers will be fearful, so will hold off for now.

Many financial gurus are predicting that once the crisis is over, business will not just come back, it will come back with a roar. There will be a pent-up demand on many fronts – and real estate will be one of those fronts. Those who are ready will do very well.

Will you be ready to flourish?

Some of my prospecting letters customers are branching out. They’re starting new campaigns to reach out to past clients and current niches, and they’re choosing new niches.

Some are sending me ideas for new letter sets, and I'm working on custom letters for a couple others. These agents are not stopping or even slowing down. They're working to form relationships with both prospective buyers and with people who will want their homes on the market when the danger has passed.

Some are also embracing new techniques, such as showing homes via virtual tours.

They’re even predicting that the old ways will now fall by the wayside, because "walk through" virtual tours will become so popular.

They think potential buyers will choose homes based on those virtual tours, then perhaps visit briefly just to verify that they love the house as much in person as they did in photos.

The big bonus if that prediction comes true – fewer dollars spent on gasoline and fewer hours spent driving around. Oh - and less inconvenience for the home sellers.

We’ll have to wait and see if this comes to pass.

Meanwhile – this pandemic does have a silver lining – I hope.

Perhaps it will teach ALL of us to wash our hands thoroughly, take advantage of the disinfectant wipes offered as we enter stores, and keep both ourselves and our children at home when we’re ill.

I read that between 12,000 and 60,000 people die each year because of the "common flu." If we formed a habit of using the same simple precautions we're using now, that number would naturally be slashed.

If you're keeping on keeping on, check out the selection of prospecting letters I offer at Copy by Marte. With an almost instant download, you could begin prospecting just a couple of hours from now.

Or - if you want custom letters just for you, get in touch!

 

Image courtesy of Ambro at FreeDigitalPhotos.net

 

 

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Ambassador
2,312,119
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Am making calls and following up with past and present clients. We can all do our part to stay healthy by being proactive. I am determined to remain in business even if it needs to be at a distance right now. I do like Dorie Dillard CRS GRI ABR's showing methods!

Mar 23, 2020 05:57 PM #35
Rainer
390,038
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

I finally have a few minutes to catch up on some blog reading and what a great post. Thank you for sharing the letter and for your thoughtful comments.  

Mar 23, 2020 06:39 PM #36
Rainmaker
988,158
Thomas J. Nelson, Realtor e-Pro, CRS, RCS-D, Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

Flourish! Summer is the New Spring! Get ready Freddy. I'm ramping up not even thinking of slowing down. Great post!

Mar 23, 2020 07:13 PM #37
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Brian DeYoung I don't know of a time when that hasn't been the case. There are always agents who do the profession no credit.

Wanda Kubat-Nerdin - Wanda Can! I agree - Dorie's approach was creative - and it worked!

 

Mar 23, 2020 08:59 PM #38
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Anna Hatridge I'm glad you're that busy!

Thomas J. Nelson, Realtor e-Pro, CRS, RCS-D, Vets Go get 'em! I love your attitude.

Mar 23, 2020 09:00 PM #39
Rainmaker
3,339,158
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

My take is if you answer the phone, respond to inquiries email or text... now days only the serious buyers are reaching out to you or spammers... let's be real this will not be forever just like the previous "crisis' we  have recoupedfrom it, now if you are paralyzed by all the bad news yes you will be out of business, Endre

Mar 23, 2020 10:24 PM #40
Rainmaker
571,091
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Our local realtor assn just today released a long memo outlining new rules/practices for showing, listing, etc.  I agree that we will get through this but it will be a very long time.  Just checking on my customers is what I'm doing and trying to get my pending deals closed.

Mar 24, 2020 07:00 AM #41
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Endre Barath, Jr. I agree. Keep on doing all you can. Otherwise, you WILL be out of business when this is over.

Mary Hutchison, SRES, ABR It would be nice if we had any idea how long this will go on.

Mar 24, 2020 09:00 AM #42
Rainer
235,112
Greg Mona
eXp Realty - Chandler, AZ
Professional Real Estate Representation for YOU!

Well said, Marte Cliff! As you have already responded to one of the posts previously, each state is handling this a bit differently. Just today here in AZ, the governor deemed Real Estate Agents as "essential" workforce, meaning we can still conduct our respective businesses, albeit with a common-sense approach. Many are not hosting open houses, driving separately from their buyer clients, utilizing hand sanitizer and antiseptic wipes of door knobs/handles, lockboxes and anything else that might be touched.  

 

In regard to "this too shall pass", I can still clearly remember 2009/2010 scrounging for whatever short sale/REO listing we could find and making very small commissions due to the extremely reduced sales prices at that time. Many days I said to myself "how are we going to survive?" Well, we did, and our real estate business eventually flourished. Why, because we didn't give up and did whatever needed to be done at that time. This is a different animal this time around, but the end game is the same. Do whatever it is to stay in the game. Now is NOT the time to give up.

Mar 24, 2020 03:37 PM #43
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Greg Mona Essential workforce - how about that? It does seem to me that it would be safe, as long as people followed the practices you've outlined. Going to the grocery store is probably a greater risk.

What I'm wondering is if people will want to sell and move in the middle of this. If they already had another home to go to, yes. But...?

Meanwhile, I agree. Those who do whatever it takes to stay in the game will come through this stronger than ever.

Mar 24, 2020 03:49 PM #44
Rainmaker
3,339,158
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

We have been on lockdown for a while, lost track five or six days now Greg Mona  and agree with Marte,  I go to the Grocery Store and who knows what is in the air....Endre

Mar 24, 2020 09:40 PM #45
Rainmaker
1,904,140
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

I’m on the phone talking to people and lining up as much future business as possible 

Mar 25, 2020 06:36 PM #46
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Endre Barath, Jr. Our local newspaper reported that there are NO confirmed cases in our County. Then a page later said that we were in an emergency situation. Could they make up their minds??

Meanwhile, this is not the time to make a quick grocery run becuse you need just one item. We keep a list and go once a week or so - but that's normal for us. We live a good half hour's drive from the store.

Michael J. Perry When this crisis passes, I believe there will be a pent-up demand. Stay in touch with yor people and be ready to roll!

Mar 25, 2020 08:25 PM #47
Rainmaker
3,339,158
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Marte I stayed away from the mayhem that was taking place in our Grocery Stores, finally started to go get some needed supplies and my joke used to be I work for "food and wine" now the updated version is " I will work for toilet paper" evidently people lost their minds and went into panic mode... hoarding ten years worth of Toilet Paper...Endre

Mar 25, 2020 11:00 PM #48
Rainmaker
503,356
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

I am continuing to work ... there is still so much to do.  Just not going out and showing properties or having open houses.  I am gearing up for the day it turns around, and around it will. This too shall pass.  I'll be ready.

Thank you for writing this blog.  Fantastic. 

ps:  I also completed my Continuing Education during this time of "Social Distancing"

Mar 26, 2020 02:07 PM #49
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Endre Barath, Jr. I'd like to know where "toilet paper mania" started. My son swears it must have been some joker on Facebook who decided to see if he or she could put people into a panic over it.

Diana Dahlberg I expect most of us have some things we could accomplish while staying at home. Good for you for getting that CE out of the way!

Mar 26, 2020 03:31 PM #50
Rainmaker
1,008,826
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great post and thoughts. I agree with you.  Our market has slowed a litle but the pent up demand this is creating will make for a great 4th quarter!  And I agree with Endre - your son was correct!

Apr 01, 2020 07:57 PM #51
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Jan Green There must be some reason why people suddenly decided it was their last and only chance to get toilet paper. People here are still grabbing it up. I haven't been to the store since last week, and I didn't think to look, but I hear reports - one day there is some and then next day there isn't.

Apr 01, 2020 09:05 PM #52
Rainmaker
1,008,826
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

I hear ya Marte. I went yesterday and still no t-paper but bought a bundle pack of 3 boxes of kleenex! Makes zero sense!

Apr 02, 2020 10:36 AM #53
Rainmaker
1,601,027
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Jan Green Perhaps when people are fearful they lose their sense?

Apr 02, 2020 11:01 AM #54
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