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What Is Your Goal: Linger in Fear or Take Action?

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By Mark Leader

RISMEDIA, Sept. 19, 2007- There is simply no way to be thriving in real estate a year or more from now without going back to basics. Stop resisting that terminology by bringing up technology and all the other bells and whistles about the way we do business.

If you plan on being in the real estate business for the long haul, you have a decision to make. It’s pretty simple. Are you going to do whatever it takes to thrive, pulling out all the stops and feeling the fear (if you have some,) but acting anyway? Or, are you going to marginally respond to the challenges, investing more time in talking about what is not working rather than focusing on what clearly is generating results?

There are lots of folks leaving the business or staying on his/her company roster without producing a thing. They are there by virtue of maintaining a mailbox. That is hurting our national productivity numbers as it makes the productivity seem even more dismal. Either you are in this business or you are play acting.

The most basic of all basics is prospecting and connecting with anyone and everyone. It has everything to do with vigilance, stickability, strong, unwavering desire to be successful, and the self-discipline to not give into fear. Instead of fearing, get the skills and knowledge you need to do what you don’t do and be willing to move forward even if fear is present. There is a real need for a willingness to work in ambiguity.

We know that we have challenges in the mortgage arena. We have oversupplies in many markets; we have sellers who are upside down and unable to pay their debts; buyers who are afraid to move forward; agents who are performing poorly and hurting the rest of their colleagues and uncertainty in many ways. We have as much to be concerned about as did those of us who listed and sold real estate in 1980…and we made money and we thrived to surge another day.

However, we had to make adjustments, redouble our efforts, not allow complaining and whining to take over and fight everyday to be the very best that we could.

There were fewer agents who were working at the height of interest rates back 25 years ago. When they hit 19%, it was far too tough for many. That was a good thing then and a good thing now. As the saying goes, if you can’t take the heat, leave the fire.

What will turn this market around is the talented army of professionals willing to walk away from anyone who is not serious, unrealistic, not ready or unable to move forward.

Digging deeper is required to find ready, willing and able sellers and buyers. Let’s just be real. We are in a bulletproof business. That is to say, there will always be people who must sell and those who must buy. That is incontrovertible reality. Find the real ones and let the ones who are not going to act remain in your contact management system. Stay in touch with the down-the-roaders and work diligently with those who have to move forward, now.

If you are not “hungry,” you will not have the stamina to stay the course. Hungry means that you have the fire in your belly to face head on the real issues i.e.: you have to work smart and on a schedule. No one can afford to be marginal. It is not a hit or miss market. Decide to be in or out. Get out of the middle of the road or you’re going to cause an accident!

For more information about Mark Leader visit http://www.leaderschoice.com/

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