When we left the 2009 Annual LeadingRE Conference in Scottsdale in late March, we challenged ourselves to make something happen in the next 90 days.  We even provided a checklist to help us stay on track.  Many of our brokers have told me that the conference was a turning point for them in the way they view and manage this market.

As we move into June, we’re closing in on the final 30 days.  Have we done everything in our power to make a difference by 1) educating buyers on why this is the best time to buy in decades – especially first-time buyers, 2) providing sellers with data to show them why waiting to price for this market costs them money, and 3) arming our managers and associates with the data, language and inspiration that will empower them to make things happen, and 4) being the voice of real estate in your community through the media, as evidenced by this press release from Watson Realty?  It’s all about leadership.

Yes, there is activity out there.  Buyers are dipping their feet in the water, and sellers are coming to grips with reality.  And because of that movement, when many listings come up for renewal at the end of June, those sellers may now be inclined to move that listing, using the logic, “Before, nothing was selling, but now, some things are, so the problem must be my agent.”    

Do you react when that happens, or get out in front by demonstrating what you are doing for sellers, and proving to them that price is the key?  Being proactive now will keep opportunity in your court rather than someone else’s.

Thanks to Steve Harney’s evangelism for spreading the tools and language and actionable steps with our LeadingRE managers and agents around the country.  He and Institute faculty members Matthew Ferrara and Mike Staver have been brought in to speak to literally thousands of LeadingRE professionals since the March conference, mostly in person but also via LeadingRE Institute audio seminars.  Price reductions are happening; sales are increasing.  Winning attitudes are gaining the upper hand. 

The media is now telling consumers that it’s a great time to buy.  Let’s make sure we’re doing our part not just to say that, but to demonstrate it with statistics and good counsel.   Not everyone should own a home, but many can and should, and we should be spreading that word.    

To quote Larry Kendall from last month’s REAL Trends conference, “Stop waiting for the storm to pass, and learn to dance in the rain.”

Posted By: Pam O’Connor