October 3, 2008. Bethesda, Md. The Market.

It is always interesting to watch the herd mentality at work. The national press is saying that the real estate industry is in dire distress, and in some areas of the country that is true. But in the greater Washington area, most jobs are secure. The job growth continues to increase. Most purchasers we deal with have three things needed in today's mortgage market: they have good credit scores, they have cash for down payment and closing costs and they have jobs to support their mortgage payment. This is the old fashioned way to buy. It is also the new way to buy. The prices have come down. So why are good folks holding back from buying? It is fascinating. Many agents buy into this attitude and decide that no-one is buying a house just now, so they quit working hard. This is yet another example of the herd mentality. Everyone seems to just go along with the flow of activity at the moment.

But not our agents. Our volume for September is 85 Million with almost 200 units. The office volume is over double than any other Long and Foster office. How is this happening? The answer is fairly simple but not easy. Our systems have worked in every market and every crisis. So why don't all other offices figure out what we are doing and then implement the program? I have never understood. The really interesting thing is that no one is even calling us to find out how we are doing so well. But I tell you, it is a wonder to behold to see the productivity of these agents.

Every quarter, the top agents discuss,at our weekly lunch meeting, what is happening in the real estate world here in Washington, and they develop the information to be given to both buyers. Betty, our very competent staff person takes notes and organizes that information and e mails to all the agents this wisdom, so all agents are aware of the same data. During the Sales meetings, we give very short snippets of what activities have been successful for buyers and sellers. Most important, we know we have been very successful in every market over the past 35 years, so we are very confident in our ability of not only surviving but thriving in today's world of real estate. So we have knowledge and attitude and it works. It is simple but not easy I know, but these agents are flat out kicking butt!!