We all knew it couldn't last forever. The good times were great, but were we really "sales agents" or just "order takers"? Multiple offers, multiple clients, multiple appointments—we were all running. But as they say, "all good things must come to an end".

So now we are faced with a slow market, and the question is what are we going to do about it?

Some of you will decide to drop out of the real estate business, and some of you will say, "it's back to basics". Here are some things that you might find helpful:

1. Go back to your database. Reconnect with old clients and friends. Real estate is still a people business, and I'm sure your former clients would love to hear from you in person, not by email.
2. Newsletters to your database. Everyone likes to hear what's happening in the real estate market.
3. Look at all your past transactions. Where did the business come from? Have you talked recently with your "source of business" from those transactions?
4. Take a look at all your listings. Profile the buyer, no I don't mean in a discriminatory way. Would your listing sell to a move-up buyer, a move-down buyer, a relocation person (get the idea)? Now, send out a nice "presentation brochure" on your listing to people who fit the "profile".
5. Since we're located in a "no sales tax" state, why not consider placing an ad for buyers in newspapers in nearby states that have a much higher sales tax or higher real estate taxes. Remember to point out the benefits of moving to a state like ours. You may want to have a "Delaware" or "Beach" packet put together to send out.
6. Remember the "why rent when you could buy" program? Even with the sub-prime mess, there are good mortgage programs available to people who thought they could never afford to buy. Identify rental complexes, determine the monthly rent, talk with a mortgage person and see what type of programs might work for those people. Then hold a seminar just for those people.
7. I covered "blogging" in a former column. Pick a community, become the expert in it, and then create a blog for that community.
8. Why not get together with a few sales associates in your office and have a "brainstorming" session. You would be surprised at the number of ideas that can come from such a session. Two heads, and three heads, and four heads are better than one.

Well, this should get you thinking. It's a frustrating time, a slow time, but it sure is a challenging time, a time to get your creative thoughts flowing.

See you next week.

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