It is the day after Labor Day.  The decisions that Real Estate Agents make about their business today and this week, shape the next six months. 

There is one basic decision.  Get active, get busy.  Or  be passive. 

Getting busy ensures both a strong finish to 2011 and a strong start to 2012.  Being passive risks a weak finish to 2011 which means suffering low income and a slow start to 2012.

Get busy following up on your leads, prospecting, marketing, blogging, networking, communicating with people. 

What you communicate and how you communicate it is important. 

Communicate the opportunities in the market, low rates, soft prices, and the fact that this will not last forever.  When it changes, and it will; just a 1% rise in interest rates can mean having to buy less house in a less desirable neighborhood.

And communicate it positively. 

When an Agent communicates the difficulties in the market with a discouraged tone of voice then the message to the listener is that this Agent lacks confidence in the market and their ability to succeed within it.  Some Agents say to me, “But Rich, I don’t have confidence in the market or my ability to succeed in it.”

I say to them, “Then get another job.  Or better yet, let’s talk so can realize that there is tremendous opportunity for the people who are able to buy in this market or sell and buy in this market.  It’s scary.  It’s difficult.  It’s frustrating.  And those that succeed through this market will be the most successful, extraordinarily successful as we eventually emerge from it. And we will.”

When an Agent communicates positively with confidence, the listener notices.  It haunts them.  It sticks with them.  It spreads your reputation as the person to go to and refer to get the job done even in this challenging market. 

Be honest.  It’s not easy.  And be confident.  If it can be done, you find a way to do it.  And you are constantly looking for the opportunities.   

The decisions you make today and this week will dictate your success for the next six months. 

There is an article posted on my home page www.RichLevin.com entitled Seven Steps to Insure a Strong Finish to The Yearthat details how you can be sure to finish strong.