When you see this picture, what do you think of? RCA perhaps? It is the RCA dog, Nipper. 

He was born in 1884. The breed is thought to be Rat Terrier or possibly a Fox Terrier. I also have Rat Terriers. When they were puppies my friend told me they look like the RCA dog. 

Here are pictures of my puppies. What do you think?

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As 2009 begins, I am cautiously optimistic that it is going to be a good year for real estate sales.  I am encountering a great deal of buyer activity in El Paso, Texas and I get the sense that most people think that it is a good time to buy, with interest rates and home prices at attractive levels.  I am not finding people scared to buy — on the contrary, they seem anxious to buy in this market thinking that they can get a good deal.

Another good thing is that the declining real estate market does not seem to be the main news story every day.  We are now on to new problems — bank and automaker bailouts.  At least it isn’t real estate!

So, what should you do to take advantage of these conditions?

1. Let everyone know how low interest rates are and that they won’t stay this low for long.  Send out email blast to your mailing list — call your top buyer prospects.
2. Send out a list of best buys to your buyer prospects. Again by email and also call your top prospects.
3. Follow up, follow up, and follow up.  This is what really makes the difference between the top Realtors and the rest.  You don’t have to be good at what you do — but you have to be there — when they are ready to buy or sell.  Continually check back with your prospects by both email and phone.  Don’t fall in love with email — a lot of people only follow up by email.  You still need to make a good old fashioned phone call once in a while.
4. Stay upbeat about the opportunities in this market.  I find that when I have a good positive attitude, it is infectious and good things happen.
5. Do more with less.  Reevaluate all of your expenses.  If you can do without the item, cut it.  I’m also making more of an effort to reach people by phone.  I would generally try to reach a prospect one time, and if I couldn’t get them, I’d move on to the next — because

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I am frequently asked, “Where is your office?” It’s like the location of my office means something. And to many people, it actually means a lot. It represents, in their minds, the not-so-subtle idea that you are limited to working only a short distance out from the geographical location of your desk.

And so, when asked the “magic” question, my response is always the same: “Where do you WANT it to be?”

Truth is, as a virtual agent, I do have an “office.” After all, our license has to hang somewhere for us to be legit. Although I have a great office in which to work, I’m not interested in “impressing” my clients with the size of the building or the fountain in the foyer. Instead … I meet them where THEY are.

In fact, I’ve discovered that “bringing them home to meet the parents” can raise questions you DON’T want them asking. Such as:

• “How much money does it take to run an operation like this?”
  • “Dang … this Realtor must be bankin’ BIG bucks … wonder if I can hit them up for part of their commission…?”
  • “If they have a building like this in this economy, are they in touch with reality…?”
  • “Why do I have to drive all the way over here when I live in ________?”

Virtual agents have virtual offices. In my “real” office I don’t even have a desk. Don’t want one. My “actual” desk, when meeting with clients, is any available table at the Starbucks closest to where my clients live. Or the table in their existing digs.

Here is why this is critical:

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This year, like most, I wrote my business plan between Thanksgiving and Christmas. My overall business strategy includes a marketing plan and a technology plan. For 2009, I added a social media plan. Typically when New Year’s Eve rolls around, I throw in a few New Year’s Resolutions and then off I go, hoping that the year turns out as planned or at least close.

This year my plans and resolutions took on a theme. I didn’t start out with a theme or intentionally create one, and I didn’t even realize I had a theme until I stepped back and took a look.

It appears that “Use what I’ve got” snuck into my business plan when I wasn’t even looking.

Upon review, I discovered that I already have all the tools needed for a very successful 2009.  I have more than enough websites and blogs and I am registered and active on social networking sites like Twitter, Facebook and Flickr. I can boast of all kinds of cool software and I have CD’s, books, and a del.icio.us account full of great links.  My file drawers are crammed with ideas that I’ve picked up at conferences and conventions. 

Unfortunately, I’m not using all of this good stuff to its full potential. If there was a “feature usage meter” on my technology tools, it would probably be reading less than 50%.  I even own software I’ve never used (that would be 0%) and books I haven’t read.  My websites and blogs require tweaking and my social networking profiles could stand an update. The task seems daunting but there is good news about implementing my business plan this year. The plan comes with a much smaller price tag than in the past.

I just need to “use what I’ve got” to accomplish my goals for 2009.

While walking the dog around the lake near our home, a friend went busting by me and didn’t even say hi. I have to admit I don’t look my best in the early morning hours. Maybe it was the hat covering my “bed” hair. Or the new facial fuzz.

She flat out didn’t recognize me.

I wasn’t going to let it slide, so I hollered at her. After the obligatory “Omigosh, Omigosh” and “Didn’t recognize you,” came hug hug, talk talk …you know the drill. Walking away, I was reminded me of a very important fact of life.

Like me, opportunity is out there walking the streets every day.

UNLIKE ME, opportunity will not call you out by name.

I’ve encountered so many Realtors who are crying in their soup and wringing their hands. “The market is in the tank and we don’t know what to do,” they say. Meanwhile, home prices are down, sales are up, loan rates are dipping and there are deals to be made out there on every corner. I’m confused.

The old saying, “Opportunity is knocking,” has never been truer than right now. Trouble is, you’ve got to find the door opportunity is banging on! That requires action.

While some sit around and complain, plenty of other Realtors are finding the door and going on through. The ones making it right now are the ones that have a game plan and are working it hard.

As an example, “Think you don’t work with home buyers?” You do now. Buyers turn into listings down the road.

Here are 3 things to do NOW to capitalize on the current opportunities in the market:

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SO… it’s official. We’re finally in a depression. You think? And it took our government telling us to know it? Truth is, most Realtors I know have already been in a depression for a LONG time. At least now the government agrees with them. It’s a small consolation to some, I’m sure.

So now what? You could:

• Go out and run up a credit card debt SO large the government will have to bail you out to keep VISA from going out of business.
• Go and buy a larger tub -– you’re already taking a bath, why not invite some friends to join you?
• Go and sell your house on the San Francisco Peninsula and with the proceeds, buy an entire Midwestern state and set yourself up as a ruling monarch.

On a serious note, times like this define a Realtor, and can help break them out of mediocrity. There ARE Realtors out there (other than REO listing agents) who are actually doing well in the current market. They’ve taken the time to build systems into their business which continue to bring a steady flow of prospects.

As any successful Realtor knows, you cannot depend upon one stream of business –- like a stool, you need at least three legs to properly support your business strategy.

Here are 5 things you can do right now to ensure that your business has the foundation it needs to succeed:

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