The enormous flood of negative media coverage about the economy and housing market has given me cause to reflect on how top producers are weathering the downturn.

Recently, I have an opportunity to discuss current housing conditions with a nationally recognized sales coach. Our conversation quickly centered not on how bad the market is but rather on how the successful are approaching this market. We agreed that top producers continue to be top producers in both good markets and in tough markets.

The question is: What special qualities do these top producers possess to maintain top performance levels when everyone else is struggling to survive or starving through to the other side?

The answer is: Top producers:  1) Keep a Healthy Perspective; 2) Maintain a Laser Focus and; 3) Practice Solid Sales Habits.

How to develop a Healthy Perspective

A healthy perspective is more than the “half-empty / half-full” scenario. Nothing will kill a deal faster than a bad attitude. Just try watching the news for more than few minutes and you will know what the terms “dismal” and “the sky is falling” truly mean. Good news is not necessarily “good news” to the media. So, often the “news” is a flood of negative media coverage on the economy and housing market. 

Adapt Counter Measures - Manicure your feathers with good water-resistant oil and the water will roll off.

Create a Teflon Finish - Don’t let outside forces influence you’re positive perspective. Learn to tune out the negatives. The media thrives on the controversial and downside of the news. The news reporting is often more negative than reality. So the counter measure is to develop an antidote to the negative. First, acknowledge that the real life situation is better than reported and then focus on the positive.

Reset Your Perspective - Here are a couple takes on the market with a positive perspective:

1. The current real estate market is just coming off the peak of 5 straight record setting years and it is still a lot stronger than past markets.
2. The marginal producers are fleeing for cover, leaving a vacuum filled with orphaned clients and they are yours for the taking.
3. There are new pockets of opportunity that have been created by market conditions:
   • Real Estate - The foreclosure and REO markets are on the rise and providing excellent bargains for first-time buyers and investors with ready cash. We are in a market that offers terms, pricing and selection to buyers.
   • Mortgage - The MBA reports that 75% of all mortgage activity is from refinancing. These leads are within former client lists and public records on ARM mortgage holders. We are likely entering another refinancing boom.
   • Title - These same markets provide excellent B2B opportunities for title professionals and offices to gain market share and position themselves for an imminent market turn.
4. Slower business means producers in all branches of the housing industry are more accessible and more willing to listen and explore new business relationships.

When you concentrate on the opportunities the doors will open. Remember, others are taking to heart the negative and the same doors are closing to them. You can’t take hold of new opportunities if you are holding on to the old perspectives. You have to release the bad to receive the good, you can’t hold on to both.

Remember, negative thoughts produce negative results and positive thoughts produce positive results. Develop a positive take, practice positive posture and gestures and interject positive adjectives into your conversations. Positive thoughts transform into positive words and positive actions and finally deliver positive results. This is a law of nature, a law that can work in your favor.

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