We need to be positive when working with Buyers, Sellers, and anyone else we deal with be it in Real Estate or any other aspect of our daily lives. We also need to be honest about Market conditions. If you are in an appreciating market, be thankful.
If you are in the majority, and your Market is facing challenges, you need to be honest with your clients and customers. You can't avoid the media, you need to sort the sensationalism from reality, and be able to present the realities of your market to those that depend on your advice.
If your first concen is making a commission, I hope you did well while the going was easy, and good luck in your next scam. If you look at the Real Estate Market/Industry as the opportunity it truly is, you will present facts to your customers and clients to enable them to make informed decisions.
Even in a declining market, there are millions of transactions each year, affecting more than one person in each transaction. If there are 'only' 5 million transactions in 2008, it will affect 200 million people or more, a typical family of 3.5 people times 2 sides equals 7 people per transaction, equals 35 million itself, add in the agents, lenders, title company people, inspectors, appraisers, (aargh) attorneys, movers, relo people, and ..., not to mention all the previously mentioned professional's families that are dependent on the market, and you begin to realize the impact.
Positive attitude is an absolute requirement. An accurate, informed assessment of the market you are in, is the most important advice you provide to clients and customers.
Be informed! Don't avoid the media, understand the Market!!