Monday, June 19, 2006

Strategies for a Changing Market, Part II

Real estate markets may be changing, but smart Agent CEOs know that there are still many strategies that can keep them on top. Here's the first of several success tips:

Sharpen the Saw

Stephen Covey tells a great story about woodcutters who are competing for the national championship. On the count, two finalists begin cutting the trees. One of the finalists notices that his competitor stops every hour to take a break. At the end of the day, who do you think wins? The competitor who cut all day without breaks was sure he would win. He did not. He went over to the winner, congratulated him and asked how he could win, when he took so many breaks. The winner said, “I was sharpening my saw!”

We too have to take the time to sharpen our saw, especially when the market changes and we have to do things we haven’t done in awhile like, market our listings, fine tune pricing, and negotiate, rather than just receive offers. We should therefore sharpen our:

· Listing presentations
· Buyer presentations
· Handling Objections
· Pricing
· Marketing
· Negotiating

Tomorrow, a new strategy...