Use Your Know-how to Build Business

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Commentary by Margaret Kelly

RISMEDIA, Feb. 11, 2008-The real estate market speaks for itself, but what is it saying? Most consumers don’t know. So they listen to the media. They listen to their friends and family members. They turn to the people interpreting the data. They should be listening to you. You can strongly influence your business, and in fact the entire market, by being a trustworthy voice in your community.

Some real estate agents make themselves heard through newsletters, newspaper columns or radio programs. If their information is reliable, it doesn’t take long before friends, neighbors and others begin asking for advice. Soon, these agents are seen as local experts, known for their ability to clearly and realistically explain the state of the market. Try sharing this basic message with clients, friends, family members and community leaders:

-The terms “buyer’s market” and “seller’s market” are nothing new. We were in a seller’s market; now we’re in a buyer’s market. Homes are still being bought and sold, and the market is getting back to normal levels. It’s a perfect opportunity for people who’ve been sitting on the sidelines to make some good purchases.

-Mortgage interest rates remain near historic lows, which means that would-be buyers are smart to be looking and acting now. The National Association of Realtors reports that existing-home sales rose slightly in November and that declines in resale prices are slowing. In many markets, housing inventory is high and prices reflect that. Renters, first-time buyers, transferees and homeowners looking to trade up can find the home of their dreams with the right assistance.

-If you need to sell, working with a professional will ensure that your home is properly priced, staged and marketed. And relax-because buyers are out there. By becoming the voice of authority and reason in your community, you will have the influence to help would-be buyers get off the fence. You can lead them to the right home at the right price, and directly help revitalize your market. Sound advice, clear communication and a helping hand from you can make all the difference.

Margaret Kelly, CRB, is chief executive officer of RE/MAX International. She joined RE/MAX as a financial analyst in 1987.

For more information, visit www.remax.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

For more business development tips and ideas, see:

• Can Your Brand Compete? Real Estate Brand Conquesting  
  Help Agents Turn FSBOs into Listings  
  Recruiting Generation Y

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