With just 2 months and 5 days left in 2012 what are you going to do to finish the year strong? As the holiday season approaches there will be lots of opportunities to get face to face with potential clients or gain additional referrals from your book of business.
FOCUS ON LEAD GENERATION…
Don’t be one of the 80% of agents who drift off course during the holidays only to complain about having no business when January and February roll around. Let’s delve into this…why do you think they have no business in January and February? Is it because the market is dead? Some will claim that is the case but facts from TMLS shows that January- March are not significantly lower in number of pending sales than July-September. So what is the real reason…I would bet the farm it comes from lack of focus on lead generation in November and December. Staying laser focused on lead generation year round is critical to long term success in your business. The seeds you plant in November and December will determine the production you have starting the new year.
ADOPT THE MINDSET OF A SPRINTER…
There are 67 days remaining in 2012…a great way to keep yourself motivated is to pick the last day you want to work for the year…say December 21st. Then calculate what you want to get accomplished by then and break it into weekly segments. This allows you to adopt the mindset of a sprinter and view each week as an individual sprint. You work toward that weeks goal and then you break for the weekend and start refreshed for the next weeks set of goals.IMPORTANT: Celebrate each weeks accomplishments by doing something special for yourself and/or family over the weekend. Go see a movie or out to dinner, maybe a ballgame or a round of golf, shopping or a spa day...something to say YEAH! I DID IT!
Holiday season is “pop-by season”Popping by to see your clients is the fastest way to put fresh leads in your pipe-line. It is a great opportunity to deepen the relationship you have with them and a great time to ask who they know who may be buying or selling. Take a small gift when you go like a small basket of fresh apples, a small pumpkin, small bags of Halloween treats, oven mitts with a stuffing recipe attached, baked goods or a holiday ornament just to show your appreciation of their past loyalty to you and your real estate business. Start with the people you know the best first, call ahead to let them know you coming, stay standing the whole time you are there…(remember this is a 5 minute pop-by not a hour long visit) …don’t get hung up on what you take with you…the real gift is the time spent with them.
Host a Holiday partyHoliday parties are another great way to express gratitude to your past clients for their referrals and it gives you another opportunity to get to know them in an informal atmosphere.
Lastly make this a fun time of the year…Holidays bring on enough stress, don’t let your business drag you down into negative land. Stay positive and revel in the “JOY” of the season!