Staying Positive in Today’s Real Estate Market

Those of us who practice in the real estate profession should receive medals. We’re in the midst of a sustained national real estate crisis, yet we’re still here, day after day, servicing our clients. Certainly times are tough out there and EVERYTHING seems to be in a crisis state — the banking industry, the credit markets, the economy, the real estate market, the world financial markets, the political arena — need I go on?

So, whether you are a property inspector, real estate agent, banker, title company professional, developer, appraiser, mortgage professional or a termite inspector, 2008 has likely been a bumpy ride.

What’s a soul to do? Give up, shut down, turn off? That’s the easy way out. Benjamin Disraeli said: “The secret of success is constancy to purpose.” 

Here we are only a few short weeks into a new year. In the hope of jumpstarting your thought process a little early, here are 10 suggestions to help keep you motivated as you move through 2009.

1. Focus on the facts. Be brutally honest with yourself right now. Where did you stand in terms of your revenue and profitability goals for 2008? If you were behind, exactly how far behind were you? You can’t reach a goal that you don’t know … so get to the facts and understand them.

2. Stop being an ostrich. Putting your head in the sand and thinking that everything is OK is not going to make things better. Look up, look around and assess your overall marketplace. From your competition to your allies, you need to know who’s who and what’s what. Start making a list of your opportunities and your threats.

3. Start planning right now for a successful 2009. Once you get all of your facts nailed down, get your financial house in order and start looking at 2009 Quarter 1 so you can jump-start your business early in 2009. Begin working on your Q1 strategy with a special focus on the marketing side of the house. Be ready to explode out of the gates this year.

4. Do something today for someone else. Do it because it makes the world a better place and because we all need to spread some positive vibes around. In helping someone else, you’ll put your own problems in perspective and realize that no matter how bad things may be, there are always others in the world who need our help. Winston Churchill said: “We make a living by what we get, but we make a life by what we give.”

5. Work on your interior and you’ll work on your exterior. Just like a house, you need to make sure that you have “curb appeal.” As Thomas Leonard states in his 28 Principles of Attraction: “Add Value Just For the Joy of It. When you add value because you enjoy it, people are naturally attracted to you.” Commit to your clients and business contacts on every encounter.

6. Provide superior client service. Don’t just say it; actually do it. Begin by questioning people you work with most closely. Provide a survey and ask people to be honest. What do they think of your client service?  How could it be improved?

Donald Adams said, “To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.”

7. Get out and exercise. Whether it’s walking, jogging, aerobics, hiking or biking, we all know the tremendous benefits of exercise. Physical activity produces endorphins, provides a sense of well-being, reduces fatigue and just plain feels good. Plan on taking a break at least three times a week to exercise for 30 minutes. There’s a double benefit: You’ll improve your concentration and attitude at the same time.

8. Focus, Focus, Focus. What is the true goal for your business? Can you clearly define your marketplace, including who are your best prospects and how you can develop more of them? Or, do you just let it happen? Write a clear, concise, one-sentence description of the goal of your business. It’s harder than it sounds. And once you’ve completed it, ask a friend to critique it. When it’s done, focus on it like a laser beam.

9. Expand your Mind. Choose a technical subject within your field (such as how to properly evaluate the performance of heat pumps) and commit to taking a class or performing research on this subject until you truly have command over the material. Perhaps you’ve been thinking about a new discipline in your profession or learning a new computer application. Now is the time to create a time window for completion. How about giving yourself four weeks to learn as much as you can?

10. Produce a List of Values. Before moving on to your next task, pull out a blank sheet of paper. Place the following words at the top: “The Most Important & Cherished Values of My Life.” Make a list of those things and keep it close. No matter how tough things are in the world economy or in your personal economy, these should be the drivers of your behavior. They are the guideposts for your life’s journey. As such, you should keep them in a visible place so you can refer back to them time and again.

In summary, now is the time to advance your business. The chaos of the larger business world can be controlled within your own domain. You are the master of your own business. By following these simple steps, you will produce forward motion. “A body in motion tends to stay in motion. …”

2009 can be your best year ever and there’s no time like the present.