I remember a lesson I learned, a long time ago, when I first learned how to ride motocross in the Southern California foothills to keep the cycle pointed straight ahead at all times. My natural reaction was to find the seemingly easiest path through the trail, bobbing and weaving to avoid any large boulders; however surprisingly this was not the correct course of action. Instead, I was advised to keep heading straight, even if a huge boulder lay dead ahead in my path. The bike and its shock absorbers would handle even the largest rocks. A terrific sense of enlightenment and freedom came over me that I remember to this day.
Occasionally, I catch myself in an avoidance mode and suspect there are many others in these tough economic times with the same strategy. Then I get back into the saddle and begin to forge straight ahead despite what the depressing news says, no matter what the source. I tell myself, “These are the days we have to dig our heels in deeper.” They say when the going gets tough, the tough get going. It’s up to us to decide our personally appropriate strategy of fight or flight.
Over the course of the past year, I found myself expanding my view of my team’s market area. This was not only by a geographic territory, but also by niche or specialty. A strategy such as this requires a non-traditional approach to staffing our team. I decided I was no longer after an agent who could simply service an area, now I was after a hybrid. Such a person may be fit to service an area but they must also have special talents. Such talents may include advanced knowledge of luxury home sales, equestrian properties, international sales, new construction, golf properties, commercial, etc, or anything else that makes them stand out from the crowd.