Let’s face it – it’s rough out there! Currently, our industry is riddled with commercial real estate professionals who are very unsure of themselves, their business and what the next year or two will bring.

Consumer confidence fell to an all-time low, as worries about jobs, the stock market, home foreclosures and the lack of capital darkened peoples feelings about the country’s economic health and their own financial well being.

There are 4 ways the typical real estate professional will deal with a slow economy or worse yet a recession:

1. They start by cutting expenses, with the marketing budget being the first to go. Yikes!
2. They try to drum up more business from existing clients – not a bad strategy, but pressing too hard can actually lead to ill will and ultimately the loss of the client. Desperate behavior is SO unattractive!
3. As the sales/lease cycle extends beyond what is normal, they start buying into the belief that this is what happens in a down market and believe slow clients are better than no clients, after all their pipeline is still full, isn’t it?
4. Finally, some even develop an attitude of indifference or a bad attitude towards the whole thing. Almost a “why bother” attitude and as such they simply react to incoming business rather than going out and proactively finding new business. This attitude has a crippling result if it becomes contagious.

Having said that — there has never been more opportunity for getting ahead and having your best year ever! You cannot afford to be unprepared in today’s market. You have to be prepared, have a story, and be compelling because you only get one shot. If you blow it, there are 10 more guys (and gals) just like you waiting in line to steal business away from you. You must be a winner – sell your service and a solution. People “buy” solutions to their problems. You must adopt the attitude that you are the solution!

PLEASE PLEASE PLEASE, get your mindset in order. There will be 1-2 Trillion dollars worth of real estate exchanging hands during the next year or two. Stop hiding behind your desk. You MUST get out, SEE THE PEOPLE — SEE THE PROPERTY. Get your fair share of these transactions, beginning today. Don’t fall into one of the above 4 traps!

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