Biggest Real Estate Frustrations!

Are you ready to go back to selling real estate the way it was 5 years ago?

Unfortunately, that won't be happening any time soon in most markets.

When sales are down and listings are in over-supply, many agents are not afraid to spout off to others about the struggles in the real estate industry.

Here are just a few of some recent comments I heard from agents :

• "I'm working with a few buyers and they aren't in any hurry to buy."
• "I have sellers who are deparate to sell and they're getting no showings."
• "I can't generate any quality leads."
• "There's too much new information to learn about short sales and foreclosures."
• "Why does the media keep slamming the housing market with bad news?"

While it can be frustrating to all of us with all of the changes that are happening on almost a daily basis, it's important to realize it really comes down to focusing on dealing with the things you can control and removing the things you can't control from your business and mind.

A famous business philosopher, Jim Rohn, once said, "Don't wish it were easier, wish you were more skilled."

What things DO you have control over?

• Is your listing presentation in top form?
• Do you practice objections scripts, so you don't strain for an answer in front of potential clients?
• Do you have a 'keeping in touch with clients' program that includes phone calls?

You need to be proactive in your business and keep your blinders on to avoid needless distractions.

There are agents in this market having their best year ever. Why? Because they put their head down and are going full speed ahead. They aren't paying attention to the media and are just 'doing it'.

Is it tough out there right now? Yes, but do you want to get better in selling real estate or be another statistic of someone who dropped out of real estate, because they couldn't cut it?

You can make excuses or get to work, but you can't do both!

The choice is yours to make...and your answer is?

Do You Have Snow In Your MLS Photos?

Being mid-way through the month of May, now is a great time to review your MLS listing photos.

When searching homes on the MLS, I frequently find listings that still have snow in the photos or the trees are bare. Now is the time to take new seasonal photos. This is part of marketing your listings. When replacing dated photos, it's also a great time to take some more interior photos and ask your seller to move out or rearrange some furniture or make some other type of change that will improve the look of their home.

After updating your new photos in the MLS, don't forget to also post the new photos in Zillow, Trulia, Facebook, etc. You never know when a new buyer is looking online for the first time and they see your listing. Do you want them to see fresh, spring-time photos or dated, dreary winter photos?

Finally, this may seems like a no-brainer, but if you take your own listings photos, make sure you go at the right time of day when the sun is positioned to your advantage.

You know the old adage, "A picture is worth a thousand words." Show off your listings in their best light!

Are Forgotten Leads Costing You Money?

Do you have buyer and seller leads that you're not working with right now?

Do you periodically find names and phone numbers on post-it notes on your desk?

Are the leads in a geographical area that you don't cover?

Do you ever add up the potential in lost income from not working with those leads?

It's a common occurence that at one time or another we've all been through. We get busy or the lead isn't motivated (right now) and we forget about them. Then we find their info several months later and wonder is it too late to call them.

What you need to start doing right now is assign the lead to yourself to consistently follow up with or refer it to another agent and keep in touch with them on the status of the lead.

Build a network of agents around town for areas and price ranges you don't cover and refer your leads out.

It's easy to justify in your mind that "oh, they weren't going to buy" or "I'll call them later", but handling your business this way is easily costing you at the very least a few thousand dollars in income up to $10,000 or more in a given year. That's not counting the potential loss of referral business too.

So before you put a lead into computer follow up program and write their info on a scrap piece of paper, really decide on how you're going to take care of this lead. Remember, it's a real person, who will more than likely buy or sell a home with someone and the question is...will "that someone" be you or an agent down the street?