Here’s a fact: Most real estate Agents know too little about the markets in which they operate. That is one of the reasons why consumers think they know more – or at least as much as – their Agents do and why they don’t hold their Agents in higher regard.

Now, here’s a tip: You can give yourself an edge over other Agents and establish yourself as a regional real estate expert simply by doing your homework, researching your market area, and gaining a good understanding of the realities and trends that affect the real estate decisions of your buyers and sellers.

A new or newer Agent faces a steep learning curve to acquire market knowledge. It takes time to develop a sixth sense, which is what most Agents use to understand the marketplace. However, rather than waiting to acquire the instincts to make good guesses, you can begin today to acquire data and knowledge that translates almost immediately to power and influence.

Whether you’re in a major metro market or a small town; regardless of the country, the economy, or even the day and age you’re doing business, when you’re in the field of real estate, three core rules apply to your business:

1. Real estate is governed by the law of supply and demand. This rule is absolute and without exception. The appreciation of a market, the expectations of buyers and sellers, and the velocity of market sales are all dictated by the supply of -- and the demand for -- real estate for sale.

As a recent example, we saw rapid appreciation and a frenzied response by buyers in the U.S. real estate market in the years 2002 through 2005. This response was caused by the fact that demand for real estate was at an all-time high while the supply was limited. This caused rapid appreciation, with home sellers receiving multiple offers within days or even hours. At one time during that period, homes in southern California were selling, on average, at 18 percent above the listed price -- the result of a market condition where demand outstripped supply.

2. Real estate is governed by the law of cause and effect. Put differently, positive situations cause positive outcomes, and vice versa. For example, a vibrant economic growth leads to a vibrant real estate market and strong appreciation of homes, while loss of jobs and a languishing economy produce exactly the opposite effect.

As a specific example, as the baby boom generation matured, it fueled an explosion in second home purchases so strong that more than 21 percent of 2004 U.S. home sales were second home purchases -- most acquired by aging baby boomers. This created desire for additional housing that affected the construction and home values in second home markets nationwide.

3. History will repeat itself. In any marketplace, there are cycles. Periods of rapid real estate appreciation are followed by stagnant periods where values stabilize or even decrease. By acquiring marketplace knowledge, you can foresee trends both for your own benefit and for the benefit of your clients.

For example, in a number of key U.S. market areas more than 40 percent of new home loans are being written as low money down, interest only mortgages. These limited-equity position purchases are being made on the assumption -- the gamble -- that the recent rapid-appreciation cycle will continue and that housing prices will climb ever higher. When the growth trend stops, as it has many times before, home values will decline, mortgage balances will exceed resale prices, and a large group of home buyers will be forced to walk away from their homes as banks foreclose on a significant number of loans. This will further lower values and stagnate growth, as it has many times before.

By knowing your market and watching regional statistics, you will be prepared and proactive to give yourself an edge and establish yourself as a regional real estate expert. Simply do your homework, research your market area, and gain a good understanding of the realities and trends that affect the real estate decisions of your buyers and sellers.

Published: November 8, 2006

Use of this article without permission is a violation of federal copyright laws.

Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.