Advice to agents on how to make 2008 a good year, regardless of market conditions
Intero’s company-wide annual meeting is just around the corner (Wednesday, February 6th). I’ve invited Leslie Appleton-Young, Vice President and Chief Economist for the California Association of REALTORS® (C.A.R.), to speak. She’ll be talking about the California market in 2008 and trends we can expect to see.

Leslie oversees the analysis of housing market and brokerage industry trends, member communications, and membership development activities at C.A.R. She is also closely involved in the Association’s strategic planning efforts and is a well-known speaker about California real estate. She joined C.A.R. in 1984.

At our annual Intero luncheon, I introduce the Intero theme for the coming year. I’d like to give a preview here of that theme, PERSEVERANCE, as I think it speaks to the industry as a whole.

The real estate market across the country has shifted, and agents, brokers, mortgage lenders—just about anyone in the industry—are all facing some big challenges this year. I believe those who will succeed in 2008 will do so because we persevere—if we simply do our job, we will thrive.

Perseverance is the test of your commitment to your goals, and it’s our core purpose, the things that really mean something to us, that help us to persevere. That purpose drives us through difficulties and past obstacles that are put in our way. That’s why we’ve always emphasized at Intero the need for purpose in work and life. Without it, it’s just too easy to wander off your path and get lost.

Here’s a good book, Unstoppable by Cynthia Kersey, that speaks to this point. Kersey gives 45 stories of perseverance and triumph, and shows how purposes “ignites the spirit” and drives people forward.

Here at Intero, I’m encouraging all our agents to take several hours and review and complete a 2008 Business Plan, including their goals and objectives. This will help to define your purpose for the year. With your business plan complete, set a schedule for the entirety of 2008.  This may seem strange but I have done it for years and it works.

Have faith and remember: if it is not in your schedule, it doesn’t exist.  Things don’t happen by a specific time, things happen at a specific time.  Here are some scheduling tips for agents:

• Begin by scheduling your vacation and personal days off—these days are important, because they help to give you balance in life
• Schedule all the training you will do personally and professionally
• Schedule all of your activities in 2008 for your business: role playing, planning time, prospecting, open houses, lead follow-up, office meetings, staff meetings and your appointments
• Once you’ve laid out your schedule for the year, never make a commitment of your time without reviewing your schedule

My recommendation to agents is that you should hold at least 50 OPEN HOUSES IN 2008—and schedule these into your calendar.  Use the downtime during your open house to review your business plan.  This way, you are looking at it at least once per week.

And remember: