That the market is shifting in most localities is no longer being debated --just the degree to how bad it will become seems to be in question."? Another (lagging) indicator is all the current press about how everyone should get back to "fundamentals" --what a joke!

As a participant in this industry for the last 30 years and a speaker for over a decade I have the benefit of a perspective that let's me see the forest from the trees (most of the time, anyway :o)."? Those in the industry that always have practiced the fundamentals always have been successful and continue to be."? In fact, they see this "downturn" as an excellent opportunity to stand out even more."? As we migrate back to a more traditional market, those who were sucking at the teat of the last five years unprecedented times will likely find this weaning very tough going.

Practicing the "fundamentals" simply means treating your business as a business, not just something you do when times are good."? I had dinner with a good friend of mine, Ken Doss who happens to be one of the top Chase Manhattan Custom construction loan officers in the nation."? While all his fellow loan officers are moaning and groaning that the phone is not ringing like it used to, Ken is having a banner year."? He said "I spent the last eight years building up to this point." implying rather strongly that it just didn't happen over night."? It required a clear vision and unwavering focus to achieve it."? While everyone else was partying on the easy business, he was doing the fundamentals to build up his business so that no matter what the market did, he'd still be in it."? This approach to one's career is to me the primary distinction between someone who is truly in business and those who are just pretending.