I have a plumber in my house fixing a leak that I “thought” I noticed about a week ago. But I let it go. “Naah. It’s not a leak – probably just creekings of a 40-year-old house,” I second thought-ed it. Now – wet floor, carpet and drywall one week later – I realized again – I shouldn’t have waited.

There are plenty of things we shouldn’t wait on. Home maintenance and repair is one of them. Another for real estate professionals is how you treat your business. Work toward the market that’s coming, not in the market you’re in.

We are in a very hot market – low inventory, rising prices, few days on market – sound familiar? The difference this time, though is that there’s no frothing in the market and the appraisers are doing a good job at keeping prices in line. We’re not seeing consistent 10-20% increases in the values.

But – as a professional – work toward the market that’s coming. We know real estate, just like the stock market, runs in cycles. We may be ending this last run-up cycle. For Northern Virginia, we’re still running strong – but that doesn’t mean, keep marketing and working like you’ve been working and marketing the last 10 years.

It’s time to keep your finger on the pulse of pricing even more than before. Watch the inventory closer. Start connecting with your database of relationships consistently and letting them know what’s happening to the market and to their home value.

Note cards, popping by to see folks, and calling them to check in must be a consistent, daily routine for any real estate agent who wants to weather the ups and downs of our industry.

Don’t wait! When you think you should call someone, drop by and see them or send a note – do it!