As we are all learning, some harder than others, we have to be fully responsive to the market in order to keep our doors open, let alone have a thriving business in a quickly changing market. Many are missing the keys to success, and this is all to clear as I watch the number of active agents in our office dwindle and spiral further and further down. We have gone from a thriving 60+ active agent office to the point where I see 3 agents names on the sales board every month.
(Before people from my office go crazy on me yes there are other names that pop up every now and again, and there are always at least 5 names on the board, but they are not consistent, and that is merely the point I'm referencing. Consistency is key to success.)<
It is now to the point that the office seems virtually empty every day when I come in. If you haven't guessed it the secret of success for is that the first is one of the lucky few that scored an REO contract and does zero prospecting and can barely keep up with the work load even after taking on 4 additional team members.
As for the remaining two, it is fairly simple. We are not afraid of short-sales. Of the 5 current escrows my team has open; 3 of them are Short Sale listings we have.
So if you have no reason to show up to the office consider signing up for some local Short Sale classes with your local Board of Realtors, or sign-up and take the Short-Sale Specialist NAR certificate designation class.
Now it does take a considerable mind shift to make a business in Short Sales successful. One key sample of this is, we do not call them listing presentations if it is going to be a short-sale. Instead we refer to them as listing consultations, and when I go into them my goal is to "NOT take the listing".
Sound crazy? Good. The key to success according to Anthony Robbins is to look where everyone is going and then go the opposite direction.
Short sales require a lot of hard work, and time. Know if the Short Sale is even worth your time as a professional.
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PS- If you are thinking of listing your home and you think it may be a short sale, please hire an agent that is confident and has experience with short sales. Team Chacon is currently putting together successful short sales.
Seth Miller | West Covina Real Estate Consultant
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