Kelly has a been a Realtor since 2001 so she has sold real estate during a balanced market, a raging boom market and a real estate bust.
2001-2003 Sarasota Realtor
When Kelly started in real estate she was humble, eager to learn and hungry for success. Tired of the corporate world that she came from she wanted to work for herself while at the same time make a comfortable living. She loved the idea of not having to clock into a 9 to 5 job.
Since she had no experience as a Realtor Kelly went to work for a large national broker that offers training. Through training, reading books, a mentor and observing experienced Realtors Kelly learned all of the basics of how to be a successful Realtor. She purchased herself a new but modest four door American made sedan that could comfortably transport buyers, developed her sphere of influence, created and practiced her listing presentation, religiously went on caravan to learn the market, attended every sales meeting, held houses open at least two Sunday's a month, established a farm area and consistently touched them, created a website, called on FSBO's and expired listings and diligently pursued every lead.
Through her training, enthusiasm and hard work something great happened. She sold some houses. Kelly was not getting rich but she was doing something that she enjoyed and making a comfortable living. From 2001 to 2003 Kelly primarily stuck with the basics, continued to learn and remained humble.
2004 - 2005 Sarasota Realtor
The real estate market started to change in 2003. It was getting easier for Kelly to sell real estate. Her production went up and started to make more money. Kelly knew the market was getting better but she thought her experience and skills were the primary reason for the increase in sales.
In 2004 Kelly's production got even better. She got rid of that modest four door American made sedan and replaced it with a shiny brand new German made SUV. Her family vacations went from long weekends in a modest hotel to a 2 week vacation snow skiing in Vail, Colorado. Her Saturday night dinners went from Applebees to Flemings Steak House. Massages and facials became a regular event. Lunches went from eating at her desk to dining with friends at restaurants with white table cloths. She bought two investment properties. Some of her friends envied her so they got into real estate. Life was great.
Kelly had been in the business for a few years now and was seeing some great success. Perhaps she was a real estate expert. Kelly didn't touch her sphere of influence as often. "They know who I am", she thought to herself. She no longer felt the need to practice her listing presentations. "I know what I am doing", thought Kelly. Caravan? That is for beginners. Sales meetings? Who has time to listen to that drivel? Open houses? FSBO's? Expireds? Are you kidding? She was too good and successful for that stuff. Kelly wouldn't call every lead back. Just the best ones. After all, she was making a lot of money selling real estate.
2009 Sarasota Realtor
Times have changed for Kelly. The real estate market has been correcting for the last four years. She traded in her German made SUV for a more practical sedan. She has not been snow skiing since 2005. Her family vacations are made up of mostly long weekends within driving distance of her home. Dinners at Flemings Steak House are for anniversaries and birthdays. Saturday night dinners out are mostly at chain restaurants. Massages and facials are mostly a thing of the past. She still has lunch with her friends but they are more rare and affordable. Most of the time Kelly just eats left overs at her desk for lunch. She is upside down on the two investment homes that she bought five years ago. Her friends that became Realtors when times were good have given up.
Kelly's business has changed too. She is still producing but the transactions are harder to put together and more infrequent. Skill and experience are crucial in 2009. Kelly is touching her sphere more regularly than she was four years ago. "Those people are the lifeblood of my business", she thinks to herself. She has been going to the sales meetings and on caravan to stay on top of the market. "Market knowledge is important", she says. Practicing listing presentations? Those keep her sharp. Open houses? She does them religiously. FSBO's? Expireds? She chases after them. Kelly is thankful for every lead she gets and diligently pursues them.
Kelly might not be rolling in the dough like she was in 2004/2005. But she is still selling, wiser and will be more prepared for the next boom time in real estate.