Oh! What a cute baby buyer!

Well, anyone who has been in the real estate business for at least the past five years have seen things turn a complete about-face. When I was first learning to survive in the harsh jungles of the real estate community, I was trained and drilled on three basic industry rules to keep my career from the jaws of some hungry carnivore:

1. Listing Appointments

2. Listing Appointments

3. and more Listing Appointments

And, that is no exaggeration! My first year in the business, I might not have known the tax millage rate for a particular area but, I sure could wow you with a heck of a Powerpoint presentation. The mindset for the years spanning 0 - 2005 was "get inventory", quite simply, obtain as many listings as possible and rely on the law of large numbers to make a living for you. Now don't get me wrong, we all know plenty of work goes into each and every listing appointment but, my how the times have changed.

In this market, not a month goes by that I don't turn down a listing! That's right, the same guy who would jump over hot coals to sit down over the dinner table and explain my "unique marketing plan", now has "no availabilities for your listing". This is not because I am the busiest Realtor in the south (sometimes I feel like it), it is because I do not have time for "the incurable unrealistic seller". Or as my grandfather used to say, " life is too short, I don't have time for green bananas".

My advice for other agents out there who may be struggling, spend your time showing qualified and motivated buyers anything and everything they want to see. I know, I know, I know, but seriously I am not kidding. It is more rewarding, given the current economic circumstances, to follow a buyer all around town, rather than putting a sign up in front of a property that will never sell.

Once you have a buyer client (signed buyer's agent agreement), treat them like a delicate newborn baby. Nurture their every need, Watch over them and spoon feed them until it is time to release them into the wild adventures of home-ownership. By then, you have closed a deal , earned a commission, and developed a return client, who will surely recommend you to their friends and colleges.