"Desperate Times Requires Drastic Measures!" I really think this phrase is unknown to many real estate agents these days. All too many are frozen in place waiting for the next clean deal to come together or be dropped in their lap. The sad thing is it will not. If they want to survive, they need to learn it quickly, and implement change immediately! Many associates and brokers that I know in real estate have really gotten foolish lately. They are so desperate for money to pay their own bills that they have thrown reason out the window.

That isn't a plan. Yes, it is a buyers market, but because you are behind on your office bills, credit cards or other expenses -- you should not be acting less professional. In hard times, many of the most seasoned agents have shied away from asking too many questions of potential buyers. They are afraid to rock the boat qualifying someone. That caller's main intent is to use you for free information, and not to commit to your services. Back-to-basics is a better plan. We must move beyond our own fears and be proactive. We cannot live in desperation of the current moment.

Agents that are in a panic do not act rationally; they are the authors of their own undoing. It is their belief that if they disturb the caller with any objections – the caller will find other agents that will give them what they need. That thinking is flawed and riddled with dire consequences. The result is that many agents dig a deeper hole for themselves, and get even more depressed when it doesn't work out.

In real estate we refer to this as 'burn out.' It is the quickest way out of real estate business, and all too often, it is a self-inflicted fatal wound. If a long profitable career in real estate is desired, then we must act to ensure our survival. Otherwise we will waste our time, money, effort and possibly risk your own lives if we do not act professionally and change the way we conduct our business. Reason and common sense must always prevail.

Some Suggestions for Handling Buyers:

• Ask lot of questions to determine the real needs of the caller.

• Ascertain how long the caller has been looking for that perfect home.

• For safety, reasons only meet buyers on first encounter at your real estate office.

• Request personal information: name, address, phone numbers, email address.

• A copy of their driver's license is to be kept at front desk when showing.

• Ascertain the time frame to purchase, do they have real estate to sell, and etc ... .

• Ask for specific buyer needs.

• Only work with buyers that have been pre-approved and qualified.

• No Free Information -- unless committed to working with you with signed agency.

If a potential buyer caller is elusive, evasive and less than forthcoming -- get them off the phone. This is especially true of buyers that identify that they only want to look at the property or need more information. They are telling you something. "Your services are not required." If they are too cheap to pay for a taxi and someone to open doors, they most probably cannot afford to buy a home anyway. So why are you wasting your time thinking you can win them over when you can't? If they cannot afford to buy, why are they calling you?

Published: October 14, 2008

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Jim Crawford, ABR, e-PRO 500 is currently licensed as a Broker Associate with RE/MAX Greater Atlanta in Atlanta Georgia, and as Broker Associate with Distinctive Realty Inc. in McLean Virginia. Jim and his wife Ellen work as a husband and wife team in the northern Atlanta suburbs. As the team's rainmaker, Jim is a self-taught webmaster and designer, and he relies exclusively on the Internet for marketing. He is considered an expert on marketing, nationwide relocation, cutting edge technology, Search Engine Optimization (SEO) for real estate, and Internet marketing. Jim's seminars, online contributions, and technology ideas assist real estate agents to maximize their business results, and raise the industry's professional service level skills. His common sense marketing ideas have been published and quoted regularly in trade publications. He has also consulted and advised NAR offices regarding Internet issues, and Internet ethics for Realtors. In between sales, Jim is a popular speaker at national and regional real estate seminars, and retreats. He is also an online real estate coach, with a self-tutorial coaching site for real estate professionals. Jim was a featured speaker at the November 2004 National Association of REALTORS® convention in Orlando, and has spoken at the several REALTORS® conventions both in the United States and Canada. Visit his website at RealEstateTechCoach.com, or e-mail him at .