As the market changes, doubling down will be needed in order to maintain a consistent business.
What does “doubling down” mean?
It means pushing prospecting and follow up to the forefront of your schedule, making time to make the calls, and then adding in more time if necessary till you hit your goals.
It means studying the market and becoming an expert on what is going on BEFORE you meet with a client. Coming up with a game plan of presenting market data, explaining what that means for your particular client’s situation and setting up a plan for them to accomplish their goals in this market.
Being honest seems easy enough. But in a shifting market where sellers just saw their neighbor sell in 3 days with 10 offers for $100k over asking all cash and you now have to tell them their house is worth less, may take more time to sell and isn’t so likely to get that no contingency offer… well that’s hard! But what’s harder is agreeing with them and essentially letting them down later when what they expected doesn’t happen.
Client’s hire you to be the expert they need you to assist them in buying and selling. In choosing real estate as your profession it is crucial to know there are shifting markets and being an expert, delivering the data with expert explanation, and assisting clients in the best way to hit their goals is what you are hired to do.