October Op-ed – Pick a Direction

By James P. RetzA few years ago, while speaking to a particularly experienced audience, I used a slide that managed to elicit some interesting expressions: “Have You Ever Seen a Negative Baby?”

Mind you, this was about the time the residential real estate industry was in complete denial about even the thought of a possible downturn in the market, and if there were a downturn, it was the sole fault of “the media.” Not that I would imply some Realtors were negative babies…

Having now spent a memorable 36 years in our profession, working in different parts of North America (listing, marketing and selling some of the most expensive residential properties as a “practitioner;” having successfully managed local, regional and national brokerage operations; and, playing key roles in corporate departments), I am convinced I’ve worked in just about every imaginable market.

I have also witnessed some pretty monumental changes in our industry (i.e., MLS data to a public platform, the explosive growth of technology and Web-based marketing, worldwide real estate networks, etc.).
And for some unexplained reason, a number of real estate professionals simply don’t embrace change as the constant it really is (versus an occasional occurrence).

Because today’s market reflects one of change, not unlike others I’ve been through, it becomes more and more obvious that:

-The housing market is highly polarized-local and national markets are different. Know your specific market as an expert, and realize it’s your responsibility to facilitate satisfactory transactions-not create the market.
-Success is not an accident; nor is failure. The most successful people are the people that think most effectively.
-Thinking about your future will change the present-so make a plan.
-You can get vastly more done in your work life simply by having a plan with bona fide goals to achieve, allowing you to work more productively.
-Now, more than ever, properties need to be priced, positioned and marketed properly. No surprise there. People deserve expertise, results and value for services rendered.
-Cheerful, positive people attract success, have lots of good friends-they’re more fun to work with.
-Just pick a direction and provide overwhelming performance. Don’t worry so much about the market, global warming or tainted tomatoes. Be passionate about what you do, so other people have confidence in what you bring to the table.
-And, don’t jog to the “finish line” this (or any) year. Sprint. Your 2009 plan needs to be in writing, too.

Every one of us came into this business with energy, enthusiasm, a really positive attitude and every expectation to be successful. In many respects, the same way we started our lives. We may have more challenges now than we had for a while, but it’s important to embrace the opportunities these challenges bring us today. RE

James P. Retz is the senior vice president of marketing and technology for Daniel Gale Sotheby’s International Realty.

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