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If you’ve had days when the sales figures in the MLS brought up visions of a fallow field in winter, it’s time to look at your market from a different perspective.

The attitude real estate practitioners convey to customers is directly related to the picture of the market they have in their minds. 

Instead of dwelling on what others may see as drought conditions, look at the current market as a fertile farm that just needs cultivation and patience. 

Planting the seeds of future relationships now, when sales are slow, is what will ensure prosperity when markets improve.

That doesn’t mean being a Pollyanna. Instead it means adopting an authentically positive attitude, which recognizes real estate is a cyclical business. Your market may be in the down leg of the cycle now, but it won’t be there forever.

Sometimes it’s not any fun out there in the mud doing the heavy work of planting, but if you don’t plant and cultivate your farm now, you’ll have nothing to harvest when the market improves.

National Association of Realtors