In many segments of the real estate industry today, some would say that the rate of enquiry is slow and the listings take a long time to convert to a closed deal, albeit a sale or lease. The Buyers, Sellers, and Tenants that we work with have a slower cycle to making decisions and taking actions. Here are some tips from our Newsletter.
Whilst the property market does have slowness about it, there are some other issues to consider when you look at the bigger picture. How you see the bigger picture will impact your career as a real estate salesperson.
In this property market there are two significant problems in this ‘bigger picture’. Consider this:
- Today we have the massive impact of global information in ‘real time’. Any problem on the other side of the world in another country is quickly communicated to our workplace, our desk, and our life. The internet has changed the way information is sent and interpreted. Even just 15 years ago the pressure of information was not the same. Today we have personal mobile phones and computers that tell us whatever we want and whenever we want it. Information is thrust at us like it or not in so many ways, and we have little choice in what we hear and see. The problems in global business on the other side of the world all of a sudden have some impact on the way we do business locally, spend money, and live our lives.
- The free media believes that they have a ‘right’ and an ‘obligation’ to tell us every bit of gossip and rumour from around the world for the sake of ‘transparency’ and ‘honesty’. All of a sudden we get information overload with things that are not local, not fully checked or proven, and that are perhaps even what I would call ‘manipulated information’. It should always be remembered that the media (in the main) is doing what it does for one reason and that is to attract listeners and readership; the ultimate object behind that fact is then to attract and sell advertising.
Whilst all of this may be a healthy concept in a broader capitalist economy, too much of it can be counterproductive. From a sales perspective, we really do have to contain and control how much of this ‘distracting stuff’ that we see or hear, and that pervades the local work place and business environment.
It is very easy for this entire information overload to impact the way you think and the way you act. As a sales person in real estate, this can have a major collision on your thinking, your life and your commissions.
It is time to take control of your real estate business and your market. Make your own ‘news’, and don’t let the market impose itself on your business focus and systems. A great salesperson will set their business system in place and drive it forward regardless of the ‘gossip’ of the market and the media. Top agents always get to the top of any property market through personal system and deliberate action. Top agents establish ‘filters’ so they can maintain the best focus on what they do without being shaped by an overzealous and distracting media.
You can get more ideas and tips for Commercial Real Estate Agents in our Newsletter.