Industry News

Push home buyers off the fence now

Part 1: Capitalizing on new market conditions

(This is Part 1 of a two-part series. Read Part 2, "If Trump and Buffett can do it, so can you.") Many agents are lamenting about how bad the market is. Most people who were in business in 1998 will remember that it was a pretty good year. The National Association of Realtors is projecting that in 2008 there will be more than 5 million home sales or 10 million transaction "sides," the same number as in 1998. Assuming that there are approximately 1 million active Realtors today, that's 10 sides per agent. The question is how can you capitalize on today's market conditions to increase your income in 2008? 1. Target active market areas. Regardless of where you work, there are some locations and price ranges that are more active than others. Watch the sales board in your office as well as the MLS statistics. Focus your marketing efforts on those areas that have the most business. If you do face-to-face prospecting such as door knocking, calling on for-sale...