BE THE CALM VOICE OF REASON DURING A CRISIS
Real estate agents have a hard time talking to their clients about negative events in the media such as natural disasters like the one we recently witnessed. The past couple of weeks, there has been a media frenzy…and rightfully so. Lives have been devastated and we all mourn the losses of the survivors of Hurricane Katrina.
You can’t sit in your living room without being emotionally affected by the raw power of the images of suffering on your television. New Orleans’ loss is our loss, and our thoughts and prayers are with the victims.
But real estate agents, sit up and take notice! This is the time for you to shine with your clients. You are the calm voice of reason, assuring them that the immediate real estate slowdown triggered by events in New Orleans is only temporary and will bounce back quickly.
One thing you have to understand is that people in this country are strong. If you go back in history and track every natural disaster in the United States, the one common denomination is that the area becomes bigger and stronger than ever before. Look at New York, for example, following the horror of four years ago. The Big Apple is united in a way it never was before.
Right now, Hurricane Katrina is affecting every economic market in the United States. From high gas prices to the stock market to the housing market, its effect has slowed down ‘pending’ numbers. Pending numbers represent “now” transactions in the marketplace – buyers and sellers that are actually involved in a transaction today. (As opposed to closings, which represent activity from weeks or months ago.) When you really want to read what is happening in the real estate market right now then it is imperative to read the pendings, not the closings!
But don’t worry! This is only temporary. It’s happening because real estate is a market based on emotion.
Buyers, sellers, agents, escrow and title companies, inspectors, and appraisers are all sitting at home watching the horrific images of people forced from their homes by Hurricane Katrina. It’s a natural ‘cause and effect’ situation for EVERYONE to stop and pause – whether you live in Boston or Dallas or Seattle.
Even if its thousands of miles away, people are like ants. We follow the pack. When the pack slows down, we slow down. It’s a normal human reaction to be fearful in times of disaster.
What every real estate agent should do right now is contact their database to let them know that it’s perfectly normal for the real estate market to slow down and take a breath while this disaster unfolds and then begins to rebuild – almost in honor of those people who are suffering so much.
Be the calm voice of real estate expertise that
tells your clients we are only in a ‘pause’ that will pick up again.
Reassure them that once New Orleans is cleaned up, they will
move into a rebuilding phase and the national real estate market
will be stronger than ever before.
Denise Lones CSP, MIRM The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training, Denise is nationally recognized as the source for all things “real estate”.
Denise’s background in residential real estate sales and management includes an impressive list of awards. Using custom marketing campaigns and business development systems she personally created, she was consistently among the highest producing Realtors® in a marketplace of 3,000+ agents. Denise was the only agent in the State of Washington to be awarded the esteemed MIRM designation – the top national achievement for new home marketing. In 2004, Denise was awarded the prestigious Hugh Hawkins Instructor of the Year Award by the Washington Association of Realtors.
As a columnist for isucceed.com, Realty Times, the National Association of Home Builders, and the Washington Association of Realtors, Denise has a strong “voice” in the real estate community.
Denise is a certified instructor for many prominent trade groups and educational institutions, including the Washington Association of Realtors, Master Builders Association, iSucceed.com, Washington State Department of Licensing, Windermere Real Estate, and the Washington State Housing and Finance Committee
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.