Carpe Diem: Seizing the Day in a Tough Real Estate Market

By Liz Minthorne, Director, Professional Development

So what does this have to do with Professional Development? Please read on...

Recently, DAAR CEO, Jeanette Newton, has included the phrase "Carpe Diem" or "Seize the Day" on her e-mail signature. Not unlike the phrase "When the going gets tough, the tough get going" (or shopping), as REALTORS®, let's look at where we are and where we're going with our profession, so we can seize the day. Roberta Ross, national speaker and REALTOR® recently posted a blog on "Activerain" that I think is relevant to what we're facing  - her motto is "When the going gets tough, the tough dig deeper." We have to "dig deeper" if we're going to move forward, overcome the tough market and then be perceived by consumers as seasoned real estate professionals. We have to seize the day.

Here's three main points from Roberta that I'll address from a professional development, educational perspective:

1. Turn challenges into opportunities. Adversity can be an anchor or a rocket booster, depending on your attitude and your actions. Challenges force us to examine what we are doing. Look to the agents who have successfully navigated tough markets and real adversity in their careers. You'll discover that many of them developed some of their sharpest skills as salespeople and negotiators during down economic times. Why? Simple: Timing is everything. When you look around and see 80% or better of your colleagues in the industry going into FEAR mode or leaving the business altogether, recognize the opportunity to you're your career to the next level. Ignite your career and your opportunities by looking at DAAR's Professional REALTOR® Series.

2. Clean house. In a changing market, you need to tidy up your thought processes, habits and priorities. Having these three things at the top of your spring cleaning list sets the stage for a fresher outlook, a streamlined business plan and a clearer sense of direction. Remember False Expectations Appearing Real can stop you from developing yourself and your business.

A. Thought processes. Your thoughts are the springboard for your actions, and your actions determine your direction. There's enough negative news out there to go around; leave your share on someplace other than your office, appointments and educational opportunities each day. Your brain is still the best computer in the world and it is susceptible to what we used to call "garbage in, garbage out." Feed your mind with knowledge that builds your career for success and viable information that helps you help your clients. Signing up for educational and developmental opportunities with DAAR ahead of when you need to have them done will take the negative pressure off you.

B. Habits. Old habits do indeed die hard, but kicking those unproductive habits off of our daily to-do lists is critical to building momentum. Roberta's example: Many of you are willing to spend hours designing marketing pieces, newsletters, postcards and business letters or redecorating your office space - I'm guilty of this one. While that's all wonderful, it doesn't make you money. Challenge yourself to focus on building GOOD habits such as committing at least an "Hour of Power" each day that focuses on developing your abilities.

3. Priorities. Understanding and IMPLEMENTING basics such as smart budgeting, measurability and consistency is a must. One of Roberta's favorite foundation cornerstones is "work high-priority activities first." Professionals and entrepreneurs who are looking to put themselves ahead of the competition and achieve repeatable, sustainable success in ANY market stay true to the items closest to their revenue line. As a REALTOR®, you get paid to serve home buyers and sellers today and in the future.  Shouldn't your education be part of your high-priority activities? A DAAR member and Broker licensing student has made education a top priority this year, shifting marketing dollars to education dollars.

A.   Raise your standards. Shed the negative influences, thoughts and habits that tether weaker agents to mediocre income levels. Toughen up, get back to basics and dig deep when it comes to the core activities that will help you weather any market.

B. Put systems in place that allows you to pursue your career development.  We all know that profit and productivity in a challenging market is no small thing and not easily achieved by those who "fly by their seat."

C. Systemize your professional development AND your personal development. The right goals, mindset and attitude coupled with a fierce determination to control YOUR economy regardless of THE economy will win results and instill not only survival skills, but also the kind of spark and staying power that most entrepreneurs strive for.

Go ahead and get tough - seize the day! DAAR is right here with you.