FINISH STRONG!
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 party
Holiday 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!
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