In many parts of the country, the inventory has increased and it is taking longer for homes to sell. For many who were in a very fast seller's market, these conditions are requiring a shift in strategies for them to have the success they want this year.

Are your listings sitting on the market longer? In many price ranges, if your property isn't in the bottom 25 percent, it's just going to sit there. What's an agent to do?

First and foremost, the communication with your sellers is critical to their understanding of the new marketplace dynamics. Most sellers are living with last year's expectations, i.e. that they'll get 10 percent above the last sale, whereas in many places, it may well be that they will get 10 percent less! Your ability to educate them and help them modify their expectations to the new realities will keep them loyal and appreciative of your efforts.

It is very important to avoid becoming adversarial in giving them the bad news. People get attached to their opinions and will dig their heels to defend their point of view. Instead of trying to convince them you are right and they are wrong, bring empathy and understanding into your conversations. Let them know you understand why they would think the way they are, and then say that the updated information on the market is telling us something else.

Next, show them the facts regularly. This would include a weekly or monthly CMA report, the market absorption numbers, average days on market, and the amount they are losing each month the house doesn't sell. Then let them decide. It's their house, after all. This information sometimes takes a while for them to digest, but you are planting the seeds for them to make the decision that is right for them.

This doesn't mean you have to take overpriced listings. You need to know at point this listing isn't for you, as well.

Shifting your marketing strategy is the work you need to do. Determine where are the buyers coming from? How can you reach those buyers more effectively? Is your internet strategy serving you? With over 70 percent of buyers starting there, it may be time to upgrade your website to add ways to capture more leads.

When the average time on market lengthens, it is harder to justify using low return/high cost print advertising or other advertising that isn't bringing in prospects or buyer leads. Some higher return activities include:

• Open Houses. Make these events and leverage them by personally inviting neighbors or doing a neighborhood tour to share marketing costs and increase traffic.

• Staging The Home can make a big difference. Make sure that when it hits the market it is spotless and shining and all repairs and clean up is done.

• Advertise in small, targeted media. Determine the most likely potential buyer and put an ad in something they would read, such as a local paper or magazine for seniors.

Use a Call Capture System to differentiate yourself and double end more sales.

Lastly, monitor your beliefs! In all markets, there are still buyers buying. If you buy into a "nothing is selling" mantra, you will probably be right, but if you look at this as an opportunity to be the most creative agent in your market, you will create success.

Henry Ford reminds us, "If you think you can or think you can't, you're right." What are you thinking?

Published: May 31, 2006

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Joeann Fossland ePRO, GRI, MCC, PMN, SRS is a dynamic speaker and business coach. Co-creator of THE REAL ESTATE GAME® and NoBloggerLeftBehind.com, she provides coaching solutions to enhance your effectiveness and life balance. You can subscribe to her free weekly tips, attend free monthly tele-seminars, and find out about classes delivered by email and personal coaching by visiting Joeann.com or email her at .