Competitiveness is a very healthy attribute and a necessary element with all sales positions. When business is booming, competition takes a back seat, and everyone has a relaxed demeanor. When business begins to tighten, and attitudes change, the genuine "you" surfaces. Agents become more secretive about their business; there is less sharing of information, and the atmosphere in the office suddenly takes on a new feeling.
I've noticed that agents aren't as willing to help each other, when competition becomes more severe and business starts thinning out. As business dilutes, emotions intensify. This atmosphere occurs when agents are gasping for air just before total suffocation ensues.
There is a major advantage for the real estate industry when it experiences a declining market. Agents gasping for air will eliminate themselves before they suffocate. It's a cleansing process for the industry. The agents who survive the declining market emerge stronger and more confident about their ability to maintain consistent production after weathering a major storm. It's the Darwinian Theory that applies. Survival of the fittest reigns. However, as the market improves, those who fell to the wayside will reappear, and the cycle will start again.
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