Description

Let's start off with a statement of fact. The housing industry is and has been the backbone of the American economy for more than one hundred years. It is the guts of many other economies around the world as well.

The roller coaster ride that is the American housing industry has provided lucrative careers for many owners, builders, trade contractors, vendors, suppliers, and yes – sales people.

The prevailing media, i.e, will tell you that the market sucks, that it is time to sit on your hands and watch. They will say wait for the market to bottom out so you can get better deals.

Interestingly, you now have mixed into the housing industry equation a veritable cornucopia (I just love writing that phrase) of influences. Seasoned citizens (pardon any political incorrectness) are living longer and healthier lives. Baby boomers are not baby spenders, nor do they have baby tastes. Gen-X-ers are beginning to dump billions of dollars into the housing and remodeling market. And you don't even have a clue what the Millennial generation will do with their sense of creativity, independence, and feeling of entitlement. In fact, they haven't even given us any idea of what their familial makeup will be. They certainly are not headed for the husband-wife and 2.4 kids per household model. I feel qualified to know since I have two Millennial generation sons of my own.

And then there are the millions of multi-cultural buyers who want their piece of the American dream of home ownership. Great for them. Better for you. These groups of dynamic buyers are more educated, more driven, more savvy, and more discerning than any previous identifiable class of home buyers. They are fiercer with their criticism if you screw up. They are also more loyal than any group prior to them. When you please them, the good word spreads throughout their entire cultural community. Again, Great For You!

If you sell new homes or existing homes, you may have challenges because of the media influence. However, you can still sell homes. There are plenty of Builders, Remodelers, Sales People and Sales Managers who are having banner years.

Are they working any harder than two or three years ago? Perhaps, but the good ones, the successful ones are working smarter, not harder.

There is one prevailing reason for their success. They take complete ownership of the situation and project a successful mindset on their prospective buyers. They instill confidence at a time when confidence is needed.

Understand one thing…The market is NOT a "wait and see" market. It is a "Buy and Hold" market. This small change in your internal language will make the difference in your bottom line sales. Try it on for size and see how it works out for you.