We’ve been hammered for so long with bad news in the mortgage and housing industry, it’s hard to believe that things are actually beginning to turn around!  While we are not out of the woods yet, there are rays of sunshine warming us all this winter season.  For example:

• Interest rates are in the 4 percent range, and as of this writing, the lowest they’ve been since 1971.  (1971!)
• The available inventory of houses on the market is finally decreasing, and U.S. home sales and pending sales are on the rise.
• It is estimated that almost 60 percent of your competitors are no longer in business.
• The stock market (Dow Jones Average) is back over 10,000…and climbing!
• Consumer spending is back on the increase, showing consumer confidence in the economy is shifting.
• With housing prices down   20 percent (or more) in most markets, home buying is more affordable and within reach of tens of thousands more potential buyers.

There’s more good news, but let’s use what we have so far.  It’s not enough just to know what’s going on, it’s best to share what’s going on with your contacts and customers.  Maybe they are aware of these things, maybe not.  Don’t take chances; share the good news.  Here are some ideas.

1. Make a list (like the one I made here) and keep it with you.  When you make your sales calls and visits to Realtors and other referral partners, mention one bright spot from your list.  This will not only put the conversation on a positive front, it will show your clients you are a positive person to deal with. (People like to work with positive people!)
2. In your regular emails (status updates, etc.) tag on a piece of good news at the bottom.  Change it up every week and share your excitement about things getting better.  (People like to work with exciting people!)
3. As you talk with potential borrowers (rate shoppers, referrals, etc.) be sure to mention a highlight or two about the market.  (People like to work with people who know what’s going on in their industry!)
4. Consider working up a flyer with the headline of something like: “Ten Signs of a Successful Year Ahead” and send that flyer out to your referral sources.  Include positive points and brief highlights from articles and news stories you are reading.  (People like to work with optimistic people!)
5. If you create a list of good news points, make it a habit to read that list out loud to yourself every morning.  (People who are positive about their business are always more successful!)

Power Selling
is a monthly publication of
Douglas Smith & Associates.

The editor of Power Selling is Douglas Smith.  Please direct any comments or input to 877.430.2329.
© Copyright 2009 DS&A.  Reproduction in whole or in part by any means without written permission of the
editor is prohibited.
http://www.dougsmithonline.com/

Comments

Add New

Write comment
Name:
Email:
Website:
Title:

Powered by !JoomlaComment 3.26

3.26 Copyright (C) 2008 Compojoom.com / Copyright (C) 2007 Alain Georgette / Copyright (C) 2006 Frantisek Hliva. All rights reserved."