By John Wright
RISMEDIA, Sept. 24, 2007-I have recently attended a few company conferences where I heard much on “how to survive in a down market.” In the midst of all this I ran across Russell Shaw and that conversation led to the title of this article, “Why this market has more opportunities than any market we have had in years.”
That notion came up in a conversation about what kind of breakthrough agents need to experience in order to be really successful. You can check Shaw out for yourself at the blog http://www.bloodhoundrealty.com/BloodhoundBlog/ where you can find Shaw sales success seminars.
Bottom line it looks like it’s that ole “vision thing” again. Shaw talks about his own epiphany. About 12 years into his real estate career he sensed that although he had not yet achieved his goals that didn’t preclude their fruition. The subtle point Shaw was making is that he was aware that his past was not his future. What Shaw alerts agents to in his classes is to beware of the viewpoint that because they haven’t changed they can’t. In other words don’t get stuck in thinking that what’s been happening is just going to keep happening and it’s sort of like out of their hands.
Shaw extends this argument to the current market situation when he says, “Like if you take a look at the viewpoint most agents have towards this market, at least in my market (Arizona), you guys are in California–same kind of deal–inventory is bloated, sales have gone way down and most agents have the unbelievably retarded and false idea that “Oh my God, I can’t make it now–look what’s happening in the market.”
Shaw says it is a great time to be an agent! Why? Well, for starters all of the “will-do-nothing-for less” folks have practically routed themselves completely out of the business. Shaw considers himself a listing agent.
According to Shaw, “any listing that’s properly priced will sell. That’s just a true statement. Any listing that is properly priced will sell! So if you have a listing that’s not selling you can instantly determine, without a lot of clever analysis, it must not be properly priced.”
Shaw continues, “So, if you have any listing not selling, what you know is…it’s not priced correctly. And it doesn’t matter what you say–”Well, I have an appraisal.” Okay, it’s charming–is the appraiser going to buy it? No. I don’t care about the appraiser’s opinion. I only care about an appraiser’s opinion if the appraiser is going to buy it. Otherwise, it won’t matter. So, what I know is that if it’s properly priced it’ll sell.”
Shaw suggests that all problems in getting listings fall into one of two categories which are getting to the table or being at the table. So in the market we had Shaw argues that agents were routinely pre-empted from getting to the table and that most agents had a serious problem when “Johnny I just got my license and I’ll do it for less–let me list it for you” showed up — the average agent was precluded from getting to the table. They weren’t going on a listing appointment, giving a fabulous presentation and then having someone not list with them. They never got a chance to even go tell their story. Well that’s not true today.
Furthermore if you wanted to work expireds in that market you couldn’t–there weren’t any. That’s not true today. According to Shaw this market has more opportunities for agents than any market we’ve had in years because there’s tons of inventory. Plus if you have a buyer you don’t have to pressure them into buying right this instant and paying way above list. So it’s also an opportunity if you’re working with a buyer. But it’s mostly a mind set of knowing that you can make almost anything good.
Well, I found Shaw’s conversation quite enlivening. If you would like to hear more of what he has to say join Russell Shaw as NUMBER1EXPERT continues their monthly webinar series featuring top selling agents sharing their secrets of success. This month Shaw talks more about the opportunities of this market, about changing your vision of what is possible in Real Estate, about the magic of the Star Power organization, about why you need to always know your statistics, the secret of pricing listings correctly and “If you are not moving ahead, you don’t know where you are going.”
Click here to sign up: www.number1expert.com/profiles
John Wright is sales manager for Best Image Marketing and NUMBER1EXPERT
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