These market trends are a blessing and a curse. Cycles that go on for years in one direction are abnormal and they can weaken aspects of your business and your focus. Other than relationships, do you know the most consistent aspect of a successful business? 

INVENTORY.

Why does anyone brave the aisles of Walmart? I was there today shopping for one thing . . . bags of dirt, just a few bags to complete my honey-do list for the day. I did not got to Rouses or Publx; I went to the place that I knew would have what I needed. Walmart has INVENTORY, therefore I go to Walmart.

We are wearing out the discussion about where our market is headed, where interest rates are going, and everyone trying to figure it all out. Honestly, we do not have to know the future. We cannot control the direction of the market.

But, what we can do is be IN the market.  

The best way to be IN the market is to have INVENTORY.  If you do not get any buyers from your listing, in most cases you are already halfway to a closing anyway. A listing gives you the opportunity to market yourself to others in the neighborhood, condo complex, sphere of influence, etc. With a buyer, what are you going to market to your sphere until you have a closing??? "Hey sphere, I just picked up this buyer and we will wave as we drive by." Just kidding. I'd rather have a good listing any day. 

I'll admit the last 5 years  (especially the last 2 years) did not require listings to be successful. If you were showing up and in the trenches you could be successful without a strong INVENTORY.   I believe the near future will demonstrate that the agents with INVENTORY are the ones that will be leading the pack.  

In any up or down real estate market, consistent business success is almost guaranteed to the agent that has a good INVENTORY. If you are wondering where you should pivot today to ensure success in the future, focus on the things you need to do to gather a strong listing INVENTORY. Become a subdivision, condo complex, or niche market expert. Learn the products.  Study and share the data. It is not an easy task to get listings, but success with one can surely build upon itself exponentially!

It is the same old story. . . It is not OLD SCHOOL. If you are searching for a focal point of your business, I would suggest a quest for the tried and true with proven results.