This morning I received an inspiring email from my Managing Broker, Shaun Rawls, regarding where we are going in 2009. I hope you find it as inspiring as I did.
Superstars…
It’s January 3rd. A new year has begun, which is something I think most of us are welcoming. I have received many calls and emails over the past few days wishing me a Happy New Year and describing the optimistic mindset that you have crossing the threshold of 2009.
In a recent conversation with Mark Willis, President of Keller Williams Realty International, he said “I believe that we always have the power to choose in two areas of our life: We have the power to choose how we think in any situation and we have the power to choose who we are in relationship with. And the choices we make in these two areas will completely determine the quality of our lives.”
I cannot think of two more powerful choices to ponder as we begin to take flight in 2009. What is the quality of our thoughts (mindset) and what is the quality of the people with whom we spend most of our time? It’s been said that experience is not the best teacher. Rather, the best teacher is “experience evaluated.” Put another way, it’s not enough to just live through something; you have to actually pay attention and learn something from every experience.
I believe that the combination of 2008 and 2009 will be life-defining years for most of us, particularly those of us in the real estate business, and most particularly for those of us who are paying attention and are completely focused on ultimate success. 2008 was the equivalent of “boot camp.” The events of the year were like a drill sergeant constantly barking at us all, testing our resolve and challenging us to dig deep and show the world what we are capable of when our mindset and our determination exceed the demands of the day. 2008 was richer in experiences than it was in results. And even though 2009 is beginning much the way 2008 ended, there is one major difference between these two years – the difference of “momentum.” I am absolutely certain that our business, as an industry, will improve this year.
In 2008, momentum was steady at best, and the negative energy that resulted from the media and from the length of time that defined our shifting market took its toll on those with lesser resolve. In 2009, clouds will be lifting – one by one, making way for an abundance of sunshine to be cast upon our fields. Historically low interest rates combined with new, opportunity rich housing prices, combined with a new President, combined with improved consumer confidence, combined with more positive reports from the media, combined with a clearer economic stimulus plan – all will result in a shift of momentum. The “headwind” against which we have been flying will most likely start to feel like a “tailwind” again, and I am quite certain that this will occur this year, and probably before midyear here in Atlanta. The question is: “Are you prepared to capitalize on this change of momentum?”
This is the last leg of the marathon, the last leg of the race, the final set of the match, when the difference between winning and losing is sheer will and determination. Is there enough will and determination in your tank? If so, then your financial rewards are certain in the years to come, and the lessons learned from 2007 and 2008 will enable you to be more secure in your future than you ever would have been without them.
After your mindset, there are a few specific things that you must do for your success this year. First of all, you absolutely must be able to define the opportunities of the day and communicate them clearly to as many people as you can, as often as you can. This is the ultimate buyer’s market. That means that people should be buying. That requires those of us in the real estate business to make sure that our clients know why to buy, where to buy, how to buy and what to buy!
Secondly, you must find a way to price your listings correctly. If you are having a hard time determining the right price for property, figure it out. Study the market. Preview homes, particularly those that are Under Contract. (We should be having caravans for properties that have gone under contract, rather than new listings!) If you are having a hard time getting sellers to list at the right price, then improve your presentation. In the third quarter of 2008, 51% of all properties listed had a price reduction and more than 85% of all homes sold needed a price reduction to do so. Those are embarrassing and amateur results, and we as professionals should commit to changing this. I firmly believe that our ability to price our listings correctly is the number one opportunity our industry has to change our market’s environment. Can you imagine what our world would look like if 85% of all homes sold without a price reduction? The wants and needs of our sellers do not determine the value of their homes; only the market determines the value of homes. The faster we as an industry figure this out, the faster our world, and in fact, the whole world changes.
It’s 2009 folks. There’s a bus leaving for a better place, and to board it requires lessons learned, will and determination, great relationships, the ability to communicate opportunity and value propositions, and an absolute understanding of proper pricing. I’m driving. Are you ready?
Happy New Year!
Your #1 Fan…
SHAUN
http://www.rawlsgroup.org/ – Check it out!
It’s January 3rd. A new year has begun, which is something I think most of us are welcoming. I have received many calls and emails over the past few days wishing me a Happy New Year and describing the optimistic mindset that you have crossing the threshold of 2009.
In a recent conversation with Mark Willis, President of Keller Williams Realty International, he said “I believe that we always have the power to choose in two areas of our life: We have the power to choose how we think in any situation and we have the power to choose who we are in relationship with. And the choices we make in these two areas will completely determine the quality of our lives.”
I cannot think of two more powerful choices to ponder as we begin to take flight in 2009. What is the quality of our thoughts (mindset) and what is the quality of the people with whom we spend most of our time? It’s been said that experience is not the best teacher. Rather, the best teacher is “experience evaluated.” Put another way, it’s not enough to just live through something; you have to actually pay attention and learn something from every experience.
I believe that the combination of 2008 and 2009 will be life-defining years for most of us, particularly those of us in the real estate business, and most particularly for those of us who are paying attention and are completely focused on ultimate success. 2008 was the equivalent of “boot camp.” The events of the year were like a drill sergeant constantly barking at us all, testing our resolve and challenging us to dig deep and show the world what we are capable of when our mindset and our determination exceed the demands of the day. 2008 was richer in experiences than it was in results. And even though 2009 is beginning much the way 2008 ended, there is one major difference between these two years – the difference of “momentum.” I am absolutely certain that our business, as an industry, will improve this year.
In 2008, momentum was steady at best, and the negative energy that resulted from the media and from the length of time that defined our shifting market took its toll on those with lesser resolve. In 2009, clouds will be lifting – one by one, making way for an abundance of sunshine to be cast upon our fields. Historically low interest rates combined with new, opportunity rich housing prices, combined with a new President, combined with improved consumer confidence, combined with more positive reports from the media, combined with a clearer economic stimulus plan – all will result in a shift of momentum. The “headwind” against which we have been flying will most likely start to feel like a “tailwind” again, and I am quite certain that this will occur this year, and probably before midyear here in Atlanta. The question is: “Are you prepared to capitalize on this change of momentum?”
This is the last leg of the marathon, the last leg of the race, the final set of the match, when the difference between winning and losing is sheer will and determination. Is there enough will and determination in your tank? If so, then your financial rewards are certain in the years to come, and the lessons learned from 2007 and 2008 will enable you to be more secure in your future than you ever would have been without them.
After your mindset, there are a few specific things that you must do for your success this year. First of all, you absolutely must be able to define the opportunities of the day and communicate them clearly to as many people as you can, as often as you can. This is the ultimate buyer’s market. That means that people should be buying. That requires those of us in the real estate business to make sure that our clients know why to buy, where to buy, how to buy and what to buy!
Secondly, you must find a way to price your listings correctly. If you are having a hard time determining the right price for property, figure it out. Study the market. Preview homes, particularly those that are Under Contract. (We should be having caravans for properties that have gone under contract, rather than new listings!) If you are having a hard time getting sellers to list at the right price, then improve your presentation. In the third quarter of 2008, 51% of all properties listed had a price reduction and more than 85% of all homes sold needed a price reduction to do so. Those are embarrassing and amateur results, and we as professionals should commit to changing this. I firmly believe that our ability to price our listings correctly is the number one opportunity our industry has to change our market’s environment. Can you imagine what our world would look like if 85% of all homes sold without a price reduction? The wants and needs of our sellers do not determine the value of their homes; only the market determines the value of homes. The faster we as an industry figure this out, the faster our world, and in fact, the whole world changes.
It’s 2009 folks. There’s a bus leaving for a better place, and to board it requires lessons learned, will and determination, great relationships, the ability to communicate opportunity and value propositions, and an absolute understanding of proper pricing. I’m driving. Are you ready?
Happy New Year!
Your #1 Fan…
SHAUN
http://www.rawlsgroup.org/ – Check it out!
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