Tuesday, September 11, four planes, carrying people to long-anticipated celebrations, others to important business meetings, some to see new and wondrous sites, were taken over by madmen and became instruments of grisly destruction.

Millions grieved, as we struggle to get our minds around the horror of the murder of hundreds of innocent people. There is nothing in our frame of reference that allows us the comfort of association. Yet, we must find a way to cope. The President urged us to go on with our lives and to show the world our courage and unity.

Over the past week, I have gotten lots of e-mails from agents asking for advice on ways to get back on track. They are concerned about what to say when making calls and what is and is not appropriate in one-on-one conversation.

I do not believe that I have greater insight or wisdom than the rest of you. All that I can offer are my heartfelt suggestions for coping and running our businesses, as we must.

Tips for getting back on track:

• Contact your past clients and customers. By doing so, you have the opportunity to ask how they are faring. Show your concern for them and their loved ones. They will remember your kindness and it will make you feel better, too.

• Call around just listed and just sold properties. Show folks that there is still activity in the market and this may help to reassure some potential sellers and buyers who are holding back.

• Plan for a market adjustment. Take some down time to think what the effects of the tragedies will be on your market, and plan accordingly.

  If your market was in a downturn, there is no doubt that this will further the slowing cycle. If your market was still strong, you will see effects however, they may take a bit longer to manifest.

  In either case, the things to really think about are: pricing strategies, price reductions, creating urgency (convince them to sell now as opposed to waiting. Waiting may be more costly in months to come), ways of getting buyers to make now decisions, and effective approaches to use on the listing appointment to help sellers understand what may happen in the months ahead. This is not a good time to overprice or to turn down the first and often best offer. What you want to ensure is that you’ve told the sellers and buyers all they need to know to make the best business decisions possible.

  Let’s be sure that we put the monkey where it belongs, and that’s on their backs. Our job is to translate information into actionable knowledge.

• Read real estate news. Read every real estate publication available over the next few weeks and months. Realty Times and Realtor Magazine Online are a couple of key online sources that feed us important information relative to changes and subtle or quick shifts in the economy of real estate across the country. What happens in one place usually happens in our backyard sooner or later.

• Inform your clients and customers. Share what you learn with your clients and customers. It positions you as a current, aware, and caring professional.

• Connect with other professionals. Attend your mentor group meetings, and if you don’t have a mentor group, this would be a fabulous time to create one. We need the support of others who share what we do on a day-to-day basis. While our loved ones do try to be there for us, nothing takes the place of others who live and breathe real estate.

• Get our own life in order. Be extra aware of how important balance is in your life. We are the purveyors of the American dream. We are needed now more than ever. We will be sought for our professionalism, advice and caring. If we don’t take care of ourselves, we will not be up to the challenge. And, failure is not an option!

Yes, we will go on, and from this will come good, in what form or when, it is too soon to say. But today we still have the greatest privilege in the world and that is to live in a free country and to be Americans.

Published: September 21, 2001

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Marylyn B. Schwartz, CSP, is a noted expert in real estate and corporate sales training, team development, customer care and diversity issues. She is president of TEAMWEAVERS and was a trainer for the Floyd Wickman Courses©, Sweathogs® program for over five years. Marylyn is also an author and Business/Life Coach. Contact her at , or visit her website at MarylynBSchwartz.com.