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Personal Progress: Diffusing Fears

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By Marylyn B. Schwartz, CSP

?The only thing we have to fear is fear itself?nameless, unreasoning, unjustified terror which paralyzes needed efforts??

Fear is paradoxical in that it is a necessary, valuable emotion that alerts us to danger, cautions us against un-wise impulsivity and motivates us to super-human, adrenaline-fused action when required. However, it can easily create inertia and stop forward mobility, causing a person to act in ways that are counter-productive to his/her own best interests. The number of opportunities for real estate success, however, is staggering. Consider the following:

- 1980 interest rates hit 18%. Many people earned above average livings listing and selling real estate. I was one of them. Interest rates are the proverbial lemons?make them into lemonade.

- Competition will decrease. Companies will rid themselves of agents who are inept and unable to earn a living in this industry. By the same token, fewer people will be enticed to enter the industry.

- People will continue to buy and sell houses. The agents with the skill and the will to confront the inevitable pricing issues, increased number of FSBOs, increased inventory and the slowing of the absorption rates are the ones that will not only survive, they will thrive.

- Companies will invest corporate resources toward successful, productive sales professionals only. That’s great news for anyone who is concerned about the bashing of the industry and the sales professionals who care deeply about what they do.

Learn all there is to know about comparing and contrasting markets over the past three years. Be vigilant and do not give in to overpricing and unreasonable restrictions/conditions.

Marylyn B. Schwartz, CSP, is an expert in real estate and corporate sales training/management and team development. She is president of Teamweavers and a trainer for Leader’s Choice?. Contact her at www.marylynbschwartz.com, or e-mail: Teamweaver@aol.com.

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