Unless you’ve been away from the country for the past year, you know that we are undergoing a great many challenges relative to the real estate market. Whenever the going gets challenging, the number of properties that expire, and the number of folks who want to try to sell it on their own increases exponentially; and that is because people fear the loss of perceived net.

Even though market values in many places have increased a great deal over the past few years and then dropped down again, there was often a remaining net gain. However, if someone saw their home rise 20% in value and then drop 10%, they see themselves as having lost money rather than having gained 10% in value. That negative-focused thinking can, and often will, encourage a person to go the FSBO route in an attempt to recoup their perceived loss.

Expireds are rising because of unrealistic expectations on the parts of sellers and agents alike. We are still chasing the market and anyone out there “trying” for a price that the market simply will not support is on a very slippery slope. The good news for agents ready to tackle the tougher jobs is that from the middle of October to the middle of December FSBOs are vulnerable, and when they run into a talented, knowledgeable agent will surrender their “real estate career” and allow the pros to get the job done for them. Expireds who really did want to sell, but who perhaps were not ready to accept the realities of the market, will reconsider their situation, and with compelling evidence to support his/her position, the savvy agent will pick those listings up now or shortly after the first of the year.

In either case, this is a ripe segment of the market for agents who stay in the business throughout the remainder of the year rather than going into cryo-freeze till January 1st. Only the dedicated, career minded agents are working now and will continue to do so. Active agents will get the upper hand by garnering those listings that are bound to fall between now and the first quarter of 2008. Woody Allen said it best, “Eighty percent of success is just showing up.”

Without good documentation relative to the market conditions agents lack credibility. Without credibility, approaching either a FSBO or an expired is much more difficult. Either segment of the market needs to be educated relative to what the appraisers will be considering when granting a mortgage to a perspective buyer. They need a reality check that will sustain them if and when a purchaser comes along. The real buyer is the proverbial needle in a haystack. No one can afford to miss even one qualified person. The fact that many FSBOs and expireds don’t know with certainty what constitutes a reasonable offer presents a big stumbling block in achieving a sale. Offer them the data they need to make well informed decisions, and when they get ready to seek the assistance of a sales professional, they will remember you.

If ever there was a time when the public needs an educated real estate professional, it is now. There are far too many people parading themselves as Realtors®, yet have not stepped up to the plate relative to enhancing skills and knowledge to be the kind of resource the consumer wants and demands. We are at a pivotal point in the history of our industry. Many will leave the business, and many already have. Good riddance to anyone who is contributing to the negative perceptions of our value for the consumer. Bring on the skilled, committed professional who knows that this is a market in which to secure a bright financial future!

Tips & Tactics
Helpful advice for making the most of this Guide

• Using FSBO software can save you time and money. Remeber to buy wisely from a Nationally recognized company.