Thoughts from Rich Cosner, President Prudential California Realty
Good Morning Prudential Professionals:
How is your March looking? I believe March is going to be the biggest closing month the industry has had in quite a few years. I also believe it will be the biggest month for new open sales in that last 5 years. What are you doing to get ready to participate?
Your manager launched this week some inter-office contests to focus on listings. If you take a lot of listings in the next 45 days, you will find many of them will sell in March, if not before.
If you work with all the buyers that are flooding back into the market now…..You will find yourself overwhelmed. Why? Because most agents still waste their precious face to face career time with buyers they don’t know much about. Please hear me. There are more buyers out there than you can work with. That being the case, our Prudential agents should be the ones working with the buyers who can buy and who will buy. Every one of your offices has high quality lenders and loan officers that can get your buyers pre-approved. Within a month or so you will see multiple offers coming back. If you want to win, be dealing with a pre-approved buyer.
Focus is what is needed right now. While March will be the biggest month in years for many of our sales professionals…..Will it be your biggest month? Well….my counsel is to not wonder….but to make it happen. To do that you cannot wait till March to be a one month wonder. Great months begin a few months before the month itself. That time is now. You should already have open houses lined up for this weekend, buyer appointments on the weekend and of course, listing appointments all the time. Yes, there are football playoff games this weekend. Are they worth the cost of a sale or a new listing? You can Tivo them or watch highlights later. Do not lose the precious time that you can have with buyers who want to buy now and sellers who want to list now.
If you are finding yourself not that busy right now, then take charge of your career today. Get into the game. There is no time to delay. Get busy. Call your past clients and tell them all about the best listing you know about in the market and ask them who they know that you can talk to about it. Hold an open house. Don’t wait for the weekend. Hold one today and tomorrow on a vacant one! Get out into your neighborhoods with relevant flyers. (you can find great ones at http://www.insidepcr.com) If you are not really busy right now, you have to fix it right now or you will lose the better part of the first quarter of the year. Getting busy now working with buyers who can and will buy and sellers who can and will sell is the recipe you need. But you need to do it today!
2011 is going to be the best real estate year we have had in the past 5. Are you going to participate in a big way or let it pass you by. Every single thing the market needs to perform well is there right now. Great choices in inventory, great rates, lots of buyers who are fed up with where they live now, lots of sellers who are ready to move on with their life. Think of all these things as combustible elements. All that is needed is the ignition spark….which is you!
Many of you have had really challenging times in recent years. You can’t fix what is behind you. Don’t look back unless you are going that way. Look forward and you will see a bright sun shiny real estate market just waiting for you to participate. Gloom and doom is in the rear view mirror so don’t even look there.
March can be the biggest opening month and the biggest closing month you have had in the last five years. Will it be?