Changes, whether external or personal, invariably generate real estate sales opportunities.
In our busy, complex world, it really is true that ‘the only constant is change, continuing change, inevitable change…’
From the perspective of real estate marketing, these changes could be external, personal or attitudinal.
Regardless of the nature of individual changes, inevitably all changes generates new real estate sales opportunities.
Changes In External Circumstances
External circumstances include all of those factors that are at play outside of our normal day-to-day lives.
These are economic elements such as downturns, upturns, interest rates, stock market gains or losses, government budgets and so on.
Although few of us totally understand the workings of these and other economic elements, we have all experienced the changes that they have brought about in our lives.
Similarly, there are external market considerations that generate their own range of changes.
Circumstances such neighborhood developments, type and location of individual properties, number of listings are all external factors that stimulate change.
Regardless of the nature of the external factor … and how much we talk about it … we have no control over external factors and the changes that they stimulate.
Changes In Personal Circumstances
Individuals and members of families all experience changes in personal circumstances.
They get new jobs, lose existing jobs, babies are born, older children leave home, some people get sick, and people die.
All of these factors change housing needs and wants.
And like external factors, we have no control over personal circumstances and the changes that they stimulate.
Changes In Attitude
Regardless of your market and local market conditions, prospective clients have different attitudes toward buying and selling real estate.
And regardless of highly you are regarded in your area, prospective clients will have different attitudes toward you as a real estate sales person.
There is however good news.
Not only are these attitudes subject to change … by using effective marketing communications, you can help bring about changes in these attitudes.
And by keeping in touch with prospective clients, you can help them change their attitudes to buying and selling real estate and even considering hiring you.
The key to shifting prospective clients’ attitudes is to provide them with helpful information.
Ideally, this information will lead them to the conclusion that if and when they are ready to buy or sell their homes, you are their best choice as a real estate professional.
Your Response To Changes
Clearly, you cannot control external factors such as the changes in the economy or market shifts.
You can however control your response these changes.
Instead of continuing to just talk about the economy and and complain about the market, why not position yourself as some one who can and does help clients respond effectively to changing circumstances?
Use your website, newsletter and blog to keep prospects informed and up-to-date on what is happening in the economy and your local market.
But don’t stop there.
Help them understand how they can benefit from these changes and developments … AND how you can help them realize these benefits.
Continue to promote your personal brand and brand promise.
This will help position you the best choice, when prospects need or want real estate help.
By continuing to be informative and supportive, you can help prospects understand that when they need help as a result of a change in circumstances, you will be ready willing and able to help them.
This approach will help you create your own real estate sales opportunities.
Create Your Own Good Luck
It has been said that good luck is what happens when preparation and opportunity meet.
Opportunities fall within the category of things that we cannot change.
Preparation, however, is an activity that is totally and completely subject to our control.
This means that if you want to create or increase your good luck, the only approach is to prepare yourself for whatever real estate sales opportunities arise.
Many factors contribute to preparing effectively for real estate sales opportunities. These factors include:
If you need some help with your preparation, check out personalized coaching
Nothing increases the chances of enjoying good luck as much as good preparation.
