Pep Talk for a Slow Market

Coach Patti Kaprelian reminds us that it’s attitude, not circumstances, that make a winner.

January 1, 2002

September 11th and its economic aftershocks have been traumatic, but real estate professionals must avoid letting negativity overwhelm them because “negativity breeds negativity,” says Patti Kaprelian, professional success coach. What distinguishes top performers, says Kaprelian, is that they focus on what they have to do to overcome today’s challenges instead of wasting time thinking about what might have been. “They think about what they have to do to excel in the market instead of how they can change that market,” she says.

If the market slump is getting you down, try some of these strategies from Coach Patti and her top-performer clientele.

  • Think of ways you can change your selling activities to conform to the new realities. You can’t stop market cycles any more than you can keep it from raining. But you can start seeing more clients and exploring new markets you didn’t have time to tap before.
  • Go find the buyers who see a slower market as an opportunity. Some buyers may be frightened by the recession, but others see recognize a downturn as a way to get more for their money. Work with them.
  • Don’t get desperate and work with just anyone. The non-qualified client is a psychic vampire that sucks your energy, no matter how slow the market.
  • Create luscious daily habits—such as exercise or time with family—that will make you strong and peaceful internally and give you the strength to worker harder. If you feel good inside, you’ll be attractive to others. If you feel defeated, people will turn away.
Mariwyn Evans

Mariwyn Evans is a former REALTOR® Magazine writer and editor, covering both residential brokerage and commercial real estate topics.

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