As the last quarter of the year is quickly winding down and the holiday season approaches, many Realtors start to slow down because they have this limiting belief that no one wants to make a move until the new year. The new year then comes and because they start from scratch, they sometimes struggle to get started or manufacture business.
However nothing could be further than the truth. If I was to make a direct comparison and describe a year in real estate sales, I would call it a relay race and in a relay race, we need to focus and make a strong sprint to the finish. This is also a perfect time to really analyze your business, your database and find the transactions that already exist.
In a recent sales meeting I described the top 3 things to do before the year is finished.
1. Pull out a business card, show it to your colleagues and friends and ask them if they recognize the person on the card. Its sounds funny but we know that we have seen many pictures that don’t resemble the person on that card. Also make sure you’re not a victim by taking this opportunity to update your marketing pieces to be current as well. Pictures from 5 years ago or from when you were in school just don’t cut it. Review your entire marketing campaign and make sure that its still working and targeting the right people.
2. Clean off your desk and make sure there isn’t a single client file still open. This is a great exercise to make sure that your New Year starts without clutter and real qualified clients. It’s also an amazing opportunity to find potential clients that have been otherwise forgotten during the busy Fall real estate market. I assure you that you will be very surprised by the amount of potential leads you didn’t follow-up. Many times referrals and sure transactions.
3. Print out all your sales you were involved with in the present year. Now review every single one and ask yourself “What could I have done differently? “What mistakes have I made?” How can I fix it?” I’m sure that there are real estate transactions that went sideways and whether it’s your fault or not, could have been handled differently. Its time to step up and admit it. Call your client, thank them for their business, apologize if need be and offer your assistance to make things right. I know several instances where an agent has made that call, the client was also relieved and not only did the agent re-establish a relationship but also received a referral.
This is a perfect opportunity to not just work in your business but focus on your business. There is an abundant potential for you to create business and its there right under your nose. 3 simple steps will make for a fantastic new year.
RE/MAX Ultimate Realty Inc., Brokerage