If you've been in real estate for a while you become quickly aware that cold calling, competing for a listing or winning over a buyer is never a sure thing. To survive and prosper in real estate, you have to develop a very thick skin to deal with the rejection, but more importantly you have to be able to persevere and move on to the next productive deal. This can only occur if you remain objective and factual, and are able to objectively convey our knowedge to our clients.
This current real estate market has placed many real estate agents out of business. It's no longer business as usual. Those that are surviving and doing well in real estate are established or had careers for a long period of time. They've weathered other storms. Those successes and failures have left them with the ability to convey objective truths and facts based on experience or knowledge to better assist thier clients. Hey, it's a tough job, but someone has to do it. These are the veteren's in real estate that weathered other down markets, recessions, and understand all too well there are no easy answers or solutions. They also know that not every deal is a good deal. Sometimes we must present our facts and just move on. Sadly newcomers to the real estate don't have this inate knoweledge to share or draw on. They will quickly find that that reluctance to shareuncomfortable news is not an asset. There is no pill that can soften unpleasant news, but avoiding the pain is not a soloution. New agents simply do not want to be the bearers of bad news to a homeowner that has to sell in this market. Intead they sidestep the facts and sugar coat the price or build up false expectations for buyers or sellers. That's not a smart plan. The inability to present the facts to the seller only ensures failure of the home or property, and a dissapointed client is not good for more business.
For buyers we have a different message we have to deliver. The current reality of real estate is quite different from the one the media is painting. Buyers need to understand the markets have turned a bit and sellers are not giving away their homes. Homes in general cannot be purchased for pennies on the dollar. Whether we are advising a seller of their options, or enlightening buyers to changes that have taken place in mortgage rates or terms...in that sense we are educators. The reason we are supposedly being employed as an agent it to share our market knowledge and work as the advocate of the client. Isn't it always about the best deal for the client? How can a client proceed if they are not fully informed? Can you share the truth with them?
Real estate is a business that thrives and prospers on being able to tell people the truth, and advise them the best course of action. We must also deliver the goods. Those actions define the term "Professional!" In that sense it is extremely rewarding when persons heed you advice, and seek you out. They want to learn from your knowldge and experience.
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