As part of our continued effort to better understand the real estate environment and share knowledge during these challenging times, we asked a group of trusted advisors, industry leaders and overall smart real estate folks to share their observations about what’s happening in the marketplace.

There are some notable changes from Q1:

• Lack of management experience is a big factor - lots of confusion about what to do next.
• Increased pursuit of any and all types of “efficiencies”. How can I cut cost and still do more.
• Continued financing hurdles for those that want to buy - especially on home sites.
• Buyers perception is that you can get 25% - 40% off at present.  They all want foreclosures or short sales….then it’s tough to get them financed.
• Pre-development communities are stagnant or dead.
• New development ownership and private capital on the rise.
• Interested prospects want completed communities - show me the clubhouse, let me play the golf course, what time is dinner?
• We are using the web and social networking much more. Must be targeted rather than mass media.
• Most prospects are jumpy and just won’t spend cash or go further in debt.
• On site agents have to relearn the art of selling.
• Follow-up is the key! Must be more frequent and more creative.
• Sales consultants have to be just that — consulting on financing, timing, market competition and they better be well versed in the competition too.
• A strong, trusted brand even more relevant than ever before.
• Developers lacking a positive and strong track record are dead in the water in this environment. People will not trust un-proven developers.
• Still watching for signs of positive consumer confidence - starting to see some now!

Add your feedback below….

As developers and builders consider their sales and marketing options with the recovery underway, there are many factors in play. Do you invest in new branding inititives with a marketing agency? What’s the right social marketing strategy? How can I effectively use my public website to generate qualified leads? Is print dead?

All good questions. But consider this. If persistance pays off, how do I manage my marketing and sales efforts over the long term? Agencies are invaluable at establishing your brand and developing a plan for targeting your ideal prospects. Most of them understand that an integrated marketing approach (mostly weighted around online) is the best, most cost-effective approach.


Today, unified software systems like BrightBase give you the power and flexibility to take control of the on-going content management process. This now extends to your public website (inventory, site maps, surveys, registration) as well as other sales force automation tools such as information kiosks and sales center presentation. No one expects the “good old days” of 2006 to return anytime soon. As developers consider how to get back in the game, those with a persistant approach are best positioned for long term success. They’ll need technology that gives them full control of their online presence.

I have never met Pete Dye, but being from the south I sure know his name.

Back in the late 1980s, I was building custom homes in Landfall at Wrightsville Beach, NC. Landfall was blessed to have two of the great designers; Jack and Pete. Despite the allure of the Nicklaus brand, most locals were excited about the Pete Dye design.

What I remember most was his reputation for being a golf purist and how much people just liked the man. In November Pete Dye was inducted into the World Golf Hall of Fame. An excerpt:

Dye’s approach to constructing a new course harkens back to an older time - he does not strictly adhere to detailed architectural plans or diagrams, preferring instead to fashion each hole out of the ground in a very personal and handson fashion, very much in the manner of the grand masters of golf course architecture. Given Dye’s approach, you’d almost expect to see him out on a job site with the mules and scrappers fashioning a course similar to his direct lineal architectural antecedents - Donald Ross, C.B. Macdonald, Alister MacKenzie and A.W. Tillinghast.

Over the years I have seen many of our BrightDoor communities employ Mr. Dye for creating their golf legacy - and it must be paying off  (Reed Development and Linger Longer to name two) .

I believe Pete Dye is a true icon in golf and a man who makes the real estate industry proud. Here’s a new list from Links magazine of the Top 20 Pete Dye courses you can play.

1. Tell yourself a positive story. Life is a story. The story we tell ourselves and the role we play in that story determines the quality and direction of our life. The best real estate professionals are able to overcome adversity by telling themselves a more positive story than the rest. Instead of a drama or a horror movie, they define their life as an inspirational tale. Instead of being the victim, they see themselves as a fighter and overcomer. You may not be able to control market conditions, but you can influence the outcome of your story.
2. Model yourself after success. Are there real estate practitioners succeeding today? Of course there are. Seek out those people in your market and ask to meet with them. Learn from their advice and model their attitudes and actions. If they can succeed, so can you.
3. Focus on the important stuff. Tune out the negative voices and start making positive choices. What are you doing on a daily basis to grow yourself, your team, and your business? Don’t focus on the negative things other salespeople and the media are saying. Instead, focus on marketing your business, taking care of clients, and building loyal relationships. Every morning ask yourself this question: “What are the three most important things I need to do today that will help me create the success I desire?” Then take action on those items.
4. Replace “have to” with “get to.” This simple word swap can change your mind-set and your approach to work and life. It turns a complaining voice to an appreciative voice, and acknowledges that life is a gift—not an obligation. So often we grudgingly say things like “I have to go to this meeting,” “I have to meet with this client,” or “I have to sell houses in this market.” In reality, it’s not about what we have to do. It’s about what we get to do. Research shows that when we practice gratitude, we get a measurable boost in happiness that energizes us and enhances our health. It’s also physiologically impossible to be stressed and thankful at the same time.
5. Refuse to participate in the recession. Professionals who’ve thrived during past recessions continued to go about business as usual regardless of market conditions. They worked hard and focused on taking actions to grow their business. As others are paralyzed by fear, take the opportunity to charge forward.
6. Boost your marketing and advertising. It may seem counterintuitive to spend more money on advertising and marketing right now. But with so many of your competitors cutting back in these areas, this is a great opportunity to build your brand and gain market share. People are still buying and selling, and they will buy from those whom they trust and see in the marketplace.
7. Create a positive vision. Instead of being disappointed about where you are, make the decision to be optimistic about where you are going. Create a positive vision for your future and the future of your team. Vision helps you see the road ahead and it gives you something meaningful and valuable to strive towards.
8. Invite others on your bus. Invite colleagues and customers to board your bus for a positive ride. Send them an e-bus ticket at www.TheEnergyBus.com. Share your vision with team members and ask them to join you in making this vision a reality. Be a positive influence.
9. No more complaining. Abide by the “no complaining” rule. When you realize you’re about to complain, replace your thoughts and words with positive actions. Let your complaints help you identify what you don’t want so that you can focus on what you do want. The key is to turn complaints into solutions.

Source: Jon Gordon is a speaker, consultant, and author of The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy (Wiley, 2007), and The No Complaining Rule: Positive Ways to Deal with Negativity at Work (Wiley, 2008). Gordon’s next book, Training Camp: What the Best Do Better Than Everyone Else, is scheduled to be released next month.

I have to admit… I can sometimes join the crowd of pessimistic naysayers that revel in how bad the economy is today and how hopeless it looks for the future. Unfortunately, that attitude causes us to completely overlook the blooming buds of optimism that appear during the Spring of Recession.

Here’s just a few of them from the past week (click on any for the full article)!

• March Was U.S. Stocks’ Best Monthly Gain Since 1991
• U.S. Feb. Pending Home Sales Up 2.1%
• Consumers slightly more confident
• U.S. home sales climb at fastest pace in 10 months
• Certain areas of economy swelling with jobs

Like Kasey Casem said; “keep your feet on the ground, and keep reaching for the stars” (no idea why that popped in my head).