You can do it!“What do you do when the market is down?”

Someone asked me this question yesterday, and my reaction surprised me. Not so much what I said, but how strongly I felt about it.

It doesn’t matter what the market is doing. Markets go through cycles, but what your business does within that cycle is up to you. In active markets I have seen agents struggle and in slow markets I have seen agents have their best year ever.

This holds true seasonally as well. The 4th quarter is one of my busiest times of the year, when everyone else is taking time off because they don’t think anyone buys or sells real estate during the holidays. There are lots of opportunities to sell real estate in the 4th quarter if you know where to look and what to do.

Whether you succeed or flounder is up to you, not the market. I see too many agents use the market as the excuse for why their business isn’t doing well.

YOU make your own market. Stop failing yourself and giving your power over to something that you cannot control.

The market may change the parameters of what your clients need from you, but there is ALWAYS business to be done.

Business is a contact sport.

Your job is to be in contact with properties and people. When you are busy, the contact comes automatically. You have people to call and homes to show. When your business is slow those things do not happen automatically and you need to pro actively generate ways to create contact.

Creating contact means things like previewing homes so that you know exactly what is happening in your market, calling clients to touch base, taking people to lunch, or find other ways to get together.

With contact, your business is guaranteed to do well regardless of the market.

Admittedly easier said than done sometimes. It’s important to have systems of accountability set up that keep you on track and taking action. If you find that you flounder in these situations, stay tuned. I’ve got a program coming in October that will take you behind the scenes in my business to show you exactly what I do each day that you can use as well.

 

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