It’s the Most Wonderful Time of the Year

We are approaching the single most important time of year… As the listings and sales season start to temper we have the tendency to want to take it easy and relax but I am here to say… NOT JUST YET!!!

This was the time of year where you should take full advantage of your time and make the most of the market season. This time of year can be for some a difficult time in real estate or a time where the market gives you the greatest gift which is TIME. The time for you to do the things you know are important but the year has just been too busy to do those really important activities. One of the most impactful and meaningful activities for your business is what we call the “Holiday 100” The holiday hundred is your goal to personally visit 100 of your best clients and see them during the holiday season. 3 clients a day for 33 days.

So in November, sit down and write out your year in review letter. Make a list of all the events and activities personally and professionally that happened to you and your family. Write about hobbies, travels, children and their activities, your  wife … Find a favorite photo and place the photo and letter on holiday letterhead for your upcoming visits.

Think about it, we are in the relationship business and this letter will invite your clients in to your personal and professional life. This can help deepen relationships and find more items you have in common. They will love to read the letter every year. The next item is to have all your calendars delivered into the office by the middle of November to put you holiday letter and a calendar into large white envelopes. Then  would take your database and make a list of names and phone numbers of all your A and B clients. These are the people you would want to personally see from Mid-November until Mid-December… Print their address labels out and place them on the envelopes with the holiday letter and their calendar.

If you prefer it also works well to write a Christmas Card or order a Day timer instead of a calendar with your year in review letter. Keep in mind the calendar is not the secret weapon to success. Feel free to be creative too… it’s all about the relational contact and something to put in their hands to be Top of Mind. The final item was to find and purchase a hundred small holiday gifts. Poinsettia flowers or homemade spiced apple cider mix, scented candle, bottle of mini bailey’s, holiday scratch and win ticket, homemade peanut brittle or Purdy’s chocolates… Try to maintain about a $10 item budget. Now you have you Santa client pack ready and then comes the most important part of all…

…Booking the appointments.

Take the time to personally call and set up a “pop by” holiday visit to their home in hour segments and stay for 45 minutes per client. Let them know when you arrive that you have another visit within an hour so cannot stay too long. TIP – when booking appointments let them know why you are coming.

The 33 day festive client visits can be amazing. Clients will be so surprised and many client think they will never see you again after our last real estate transaction. They will be so pleased with the letter, calendar and small gift but most important was the gift of my time!! Ken Blanchard wrote in the book “The Generosity Factor” that we all have gifts to give. Our Time, Touch, Talents and Treasures. Never underestimate your greatest gift of “TIME”… your most precious commodity. Don’t just swing by and drop the items off. Stop and give the client your gift of time. This activity alone would set me up for a good month.

I can’t tell you enough what this will do for your business but most important your relationship with your clients.

How Do I Finish 2018 Strong?

Ugh!! This is the time of year and season in real estate that is typically slower and consumers tend to not be as much in the buying and selling mindset and that my friends is out of our control! What is not out of our control is what we do, what we think, what we say and what we believe is to be true. I love the photo of the small goldfish with a shark fin attached to the top of itself. It kind of reminds me of real estate agents at this time of year. We are either the gold fish and being eaten or we are the shark fin and we are the one that is eating. Right now ask yourself, which one do I see myself as the goldfish that is being defeated and eaten or the goldfish with a shark fin and is rising up and taking what it deserves? What is your mindset? How do you see yourself right now? What do you believe about yourself? What is your inner voice saying about you and real estate? What do you hear others saying about yourself? If I can encourage you to take control of one thing at this time of year about yourself personally and professionally, then take control of your mindset! If you can’t buy you then who will be able to buy from you?

There was once a story about a British shoe company that sends two shoe salesmen over to Africa. They wait a few days and call the first salesman and he reports back to head office that it is a waste of time here because nobody here is wearing shoes and I am heading back. Then they call the other salesman and he is so excited because the opportunity is beyond belief because literally nobody here is wearing shoes! It is the same for us in real estate at this time of year. We can think it is over and this is it for me and my business or you can think this time of year is the greatest gift and that the coming year is going to be my best as agents leave the industry and it moves to a professionals market. Now that we have our thoughts and mindset in check for the balance of 2018 let’s look at activities that will help us finish the year strong!

How to Finish Strong in 2018

1.)    Low Lying Fruit – What would help me get paid today??

a) Get A Listing
b) Get A Price Reduction
c) Present A Reverse Offer To Interested Buyers
d) Find Something For My Hottest Buyers To Buy
e) Get A Buyer To Sign An EBA
f) Get A Private Seller To Sign A Fee Agreement or Exclusive Listing and find them a buyer

2.)    Now More Getting Lucky – Time to work on

a) Seller Counselling Skills
b) Buyer Conversion Skills
c) Questioning Skills
d) Presentation Skills
e) Pre Listing Packages
f) Pre Buyer Packages
g) Closing Skills
h) Advisor Skills

3.)    Full Contact Sport –

a) Present Offers Face To Face
b) Present Counters Face To Face
c) Get Signatures In Person
d) Take Clients Their Paperwork In Person
e) Meet Your Clients At The Office For Advisement Session

4.)    The Gift Of Time –

a) Coffee, Lunch, Breakfast
b) Pop By gifts
c) Calls, Texts
d) Calendars, Christmas Cards,
e) Hand Written Notes
f) Client Event g) Complimentary CMA
g) Business Directory Book
h) Santa Visits

5.)    Face To Face Activities –

a) Open House
b) Mall Kiosk
c) Door Knock ( Just Sold, Bona Fide Buyer )
d) Networking
e) Volunteer

6.)    Planning 2019 –

a) Business Plan
b) Marketing Plan
c) Budgeting
d) Track, Plan, Measure
e) Implementation Execution

7.)    Make a list of activities that generated your business this year. Now go do what already has made you money and do more of it!

Let us recap…..Change Your Mindset ( Hunt or be hunted! ) Worry about the things you can control and not the things you cannot control. Get Face To Face, STP (see the people), Implement & Execute ideas are useless. Do what you already know works. Back To Basics. Practice Your Skills vs. Being Lucky. Be Intentional, Strategic and Planned. Do More Of What Worked. Give Others Your Greatest Gifts (Time, Touch, Talents and Treasures).