August 1st, 2008 11:11 PM by Manuel Couto, CRS, CRB
This last year, I have had the pleasure of serving as the Meadowlands Board of Realtors President. As such I have been invited to NJAR meetings in Edison, to Mid Year conventions in Washington DC, and at the end of the year, G-d willing to Orlando to the National Convention. Why am I telling you this? Because I want to say thank you to those who allowed me to serve my members and work with the New Jersey Association of Realtors in helping my fellow realtor through this tough time (by the way, Realtors is a trademarked name by the National Association of Realtors that describes someone that abides and follows a strict code of Ethics) in todays market place.
What I hear from so many people is,"This is a rough market, soon I will have to go and find a job." While I understand, and watch our membership dwindle, I wonder if they thought they had a "real Job before?"
I think they did, but again, rising gas prices, food prices, war and consumer confidence at an all time low.. what else can you do but look for security and safety for yourself and your family...............
Which brings me to the next item, or rather, the main item. NJAR is about to launch a Good News campaign telling the consumer that the market is regional and it may not be as bad as you think... but rather every cloud does have a silver lining. I see it in the phone calls that come in from the consumers that are still looking at homes, and at the solds every day off the mls services that I belong to.
What I also hear is that in each office, about 5 agents are making most of the money while the others are not... that 's about right with the "10% of the agents make 90% of the money" theory.
Those agents make it by treating this job as a real job, coming in on time in the morning and calling expired listings, sending out letters, holding open houses and getting flyers delivered by hand or by mail. They go and talk to for sale by owners and maintain a modest web presence hoping to attract both buyers and sellers.. They make it a job. They do not go in around 10, complain about the market while they hope someone calls in, go to lunch, and then stay home and complain how no one calls them.
Guys, you have to be in it to win it! Treat this like a job at least and be honest with yourself and the customer. YOU have to make time for THEM and not hope that the customer will find his dream house because of an ad your broker put in the paper and call YOU. YOU have to stop saying that he/she/they are your customer because you gave them a card a year ago. How dare they not call you back.
Come on! This is such a great Customer service Opportunity! The buyers ARE there... just not biting yet but that does not mean you go home, does it? (ask any fisherman what happens when the fish are not biting... change bait and keep fishing).
This blog is long winded, but it's in the hope that you the realtor, will remember to treat Real Estate like a job and work at it, rather than waiting for it to work you OUT of the business. I LOVE seeing you at the conventions and I love the comradarie of the Real Estate Family of REALTORS. The new economic stimulus package may help, along with the new ad campaign by NJAR. Hold on a little while longer.
Manuel Couto,CRB 201-997-7860 x16