I think one key is to focus upon taking advantage of the opportunities in real estate, many of which involved distressed homeowners, without taking advantage of the people involved. The opportunity is there to help that beleaguered homeowner, not to take advantage of someone who is likely in a state of mind where that would be relative easy to do.
I guess that is the difference that I see between the really good agents and the sleazy operators who are swooping down on these people like vultures trying to pick their bones while they are still alive and kicking. It is disgusting to have to watch some of what is going on in the short sale and foreclosure markets and having to hold one’s tongue for fear of violating some ethics guideline by criticizing a fellow agent. Yet so much of what is happening deserves criticism.
But, I digress. Let’s focus upon meeting the challenges in our current market by being helpful. For most of us that means getting up to speed on short sales, especially on the new HAFA guidelines, since such a big a part of our business will be in that space this coming year. We certainly have all sorts of training opportunities locally, being presented by our companies and local boards, as well as many commercially available courses and certification programs. So the needed education is there. There will be a learning curve to get over with each bank or lender, as we discover how each wants to work on these deals and I’m sure that their procedures will change to with the new guidelines.
The bottom line becomes, “Just do it.” If you don’t, you will be giving up between 30-40% of the market this year, which is the projected portion that will be short sales. Remember that RFK also said, “It is not enough to understand, or to see clearly. The future will be shaped in the arena of human activity, by those willing to commit their minds and their bodies to the task.”