Realtor finds market niche

Re: 'It's closing time' (July 7)

Dear Editor:

I have been in real estate for 20 years, and I discovered early on -- thankfully -- that finding the right niche for yourself is the key to success. When we try to be all things to all people -- generalists -- we swim in a sea of never-ending, undifferentiated competition and become lost in the shuffle.

We're not nameless, faceless salespeople. We each have very particular talents that we need to bring out and nurture in order to carve out our place in the real estate world. I personally am a social worker first and a Realtor second, in my heart.

I do extremely well working with first-time disabled buyers. You might not think there is a market, but I found it, and special programs have created buyers that otherwise couldn't purchase in high-cost Los Angeles. I created a market and business that didn't previously exist -- instead of dividing the pie, I baked a brand-new one.

It's innovative and flexible thinking like yours that builds the foundation for success. Congratulations!

Jeri Creson
TotalAccess Realty Advisor
Los Angeles, Calif.

Dear Editor:

The world of "sales" by virtue of the end result requires enthusiasm. Without it, nothing happens in bringing together like minds toward a "closing."

Another way to look at it is the last four letters in the word 'enthusiasm' are I-A-S-M -- an acronym for I Am Sold Myself.

IF there is something to be sold on, others will see it IF they are prospects and not just "suspects."

Most newbies/rookies in sales don't qualify their suspects to determine their prospect status and so they waste much of their time with the wrong people.

After getting qualified PROSPECTS with like-minded associates/candidates, it is then "fun and easy."

Cork Horner
Founder
SDRET Corp.
San Diego, Calif.

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