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Change the rules – it can be good for business


 

NEW YORK – Nov. 1, 2013 – Real estate agents weary of navigating the ups and downs of the business need to change the rules to recapture the fun they once had. They should first decide not to be attached to the outcome.

Rather than telling sellers their price is too high, for instance, agents should ask them what their alternatives are if they don’t sell, and then walk away if they still insist on overpricing the listing.

Agent also should reprogram their mindset to move from a no-win situation to a new winning scenario. This means when prospecting they should focus on finding people in the market to do business right now, and avoid worrying about potential clients who simply aren’t ready yet to make a move.

Finally, agents should write new rules for changing circumstances. They cannot apply old-fashioned advertising models to Facebook and other modern platforms that work differently than a magazine ad or bus stop ad. Instead, they must focus on getting to know people by commenting on their posts and sharing stories, while not overloading visitors with open houses, new listings or other marketing materials.

Source: Inman News (10/31/13) Ross, Bernice

© Copyright 2013 INFORMATION, INC. Bethesda, MD (301) 215-4688

Related Topics: Marketing