Selling in Difficult Times

August 18, 2017

“In the real estate business you learn more about people, and you learn more about community issues, you learn more about life, you learn more about the impact of government, probably than any other profession that I know of.”

– Johnny Isakson, a United States senator who attributes his success as a public server to the lessons learned as a real estate broker.

We understand the times we are living in and the difficulties we are facing, but do we really know all the opportunities we have?

If you are reading this and work as a real estate broker, it is because you have been able to stand out in a shrinking market. This is why we recommend you to take the time to analyze your business and make adjustments according to the strengths, weaknesses, opportunities, and risks your profession entails. Let’s review each one in detail:

Strengths – Characteristics related to the competitive advantages you have in the sales process. Areas where you stand out or have expertise. Skills that have helped you attain success in the past. Remember that your strengths should be linked to achieving results.

Opportunities – Situations in which you can make the most of and have not yet taken into account. This is where you should use your knowledge about the community, the regulatory impact, mortgage products, property inventory, and how the market is doing in the area. If you understand these concepts, you will be better equipped to identify opportunities for success.

Weaknesses – These are the shortcomings in the sales process. You must improve on them to reach your goals. This is a personal exercise that requires a lot of introspection. Identify where you have room to grow and improve, then start doing it.

Risks – That which is out of your control and may be an obstacle to reach your goals. You must differentiate between what you can and cannot control. Once you recognize these risks, you may then focus your energy on what you can control.

As you can see, you may have control over three out of these four characteristics. This means you have control of at least 75% of the situations that affect your sales possibilities either positively or negatively.

After you conclude this exercise, you will have a clear view of how to reach your goals and what you must do to continue improving constantly. Good luck!

At Conexión Popular we are ready to help. Call us at:

  • North: 787- 879- 9081
  • Metro: 787-707-1720
  • West: 787-806-1170
  • South: 787-812-7730