The “How is the market right now?” question in real estate sales

In the last few months, I have been asked the same question many times; “How is the market right now?”

My answer is always the same.

“That depends!”

I spoke to one agent recently and they told me that they hadn’t made a sale for a month.

I spoke to another agent, in the same area, and they told me they don’t qualify for Job Keeper because their turnover has hardly dropped at all.

So why is there such a big difference?

The difference is that one agent is blaming COVID-19 for all his problems and the other agent tells me he is finding new ways to do things.

He explained that sellers and buyers are qualified and therefore they are making sales in less time, and not having to put up with the tyre kickers.

One agent is looking for the positives and finding a way to create sales and the other agent is wallowing in self pity.

People tell me there is a lot of procrastination from both buyers and sellers.

If this is the case, you must get better at negotiation and as Jim Rohn said “Don’t wish it were easier, just get better!”

Three steps to making sales in a tough market

1. Abandon Excuses

Abandon excuses from yourself, from your sellers and from your buyers.

Now is the only moment we have.

There are sellers who think the market is going to drop and there are buyers who think that the market is at the bottom.

One thing I know is that you can’t predict the future.

We live in the now and we must get the best price for the sellers.

2. Patience

Now more than ever, our sellers and buyers are looking to be lead to make the decision that is right for them.

Do not accept excuses.

Overcome them by saying: “That’s exactly why you should!”

3. Procrastination

Procrastination is destroying people’s lives.

People who procrastinate, constantly think about yesterday and they say thinks like: “I should have…” and this is holding them back from a wonderful future.

Think about this in your own life.

Your life has only improved when you have said “yes” to things.

• You have said yes to your job.
• You have said yes to your partner.
• You have said yes to your house.
• You have said yes to your car.

How many times do we hear someone say that they should have bought a second house when they bought their current house?

It’s like the salesperson who says “I am going to become successful and THEN improve my skills“.

How would you feel if you went to your doctor knowing he had not improved or learned anything new in the last 20 years?

You would change doctors wouldn’t you?

If you are doing it tough RIGHT NOW, then make a decision to get better every day, because there are salespeople doing well right now.

If someone else can do it, you can do it too.

Look at this time as a great opportunity and adventure and think about what you are going to say you did in the pandemic of 2020 ten years from now.

If you find yourself thinking about how tough things are right now and just can’t seem to get into your power zone then, email support@michaelkies.com.au and make a time to speak with me. I can help!