Focus Your Mindset
Today I want to talk about mindset and what is going on in our world. Agents are really nervous right now. I can't blame you for being nervous, upset, and horrified by what is happening over in Israel, I feel exactly the same way about it. Now, I also want to talk about how your mindset around all issues affects real estate.
You should be aware that you aren't the only person watching the news. Buyers and sellers are also watching the news and they are nervous too. They are wondering whether negative news should influence a decision to buy or sell now. They are wondering, "Should I wait until this is over?" "Is this going to escalate?"
People get really nervous, but the reality is that at any moment in time, 30% of all buys and sellers who are doing a transaction are doing it because they have to. It could be because of a marriage, a divorce, a death, a health issue, a job relocation issue, moving to be closer to friends, family, or to accommodate a grandparent that is moving in with them. I could talk all day about reasons that people have to move.
Thirty-percent means that there is a lot of business out there, but you have to be able to work with these prospective clients and find solutions for them. That may mean that you need to get creative with helping buyers find more inventory. If you have a seller that is worried about losing their great interest rate, see if there are lending options, like a buydown, that would soften the blow. You have to be proactive.
As the weather changes, I also want you to be aware of your mindset towards your business. Many agents out there see the holidays approaching and they back-away from their business with the idea that they will re-engage in January. That is ridiculous! One of the best times to do anything in real estate is right now! There are serious – very serious buyers and sellers in the market right now. There are investors that need to make buying and selling decisions before the end of the year because for tax purposes.
Change that mindset and get back to work. Worrying is out and working is in! This is the moment in time where you can set yourself up against other agents that are out there who aren't taking their business as seriously. Find those opportunities, find the solutions those buyers and sellers need, make yourself available to investors and the serious clients out there who need your services at this important time of year.
By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.