Setting the table for a successful new year means starting early for savvy real estate professionals. While much of the competition falls into cruise control, plan holiday parties or simply wait for the economic shift to suit their style, top producers turn up the heat to sweep the market share in their absence.
1. Prospect, Promote and Prosper. In changing markets, many agents stop advertising, re-direct their marketing dollars to the year ahead and put their prospecting in park until after the holidays. Stay forward of the competition by continuing to market yourself with creative, consistent, targeted marketing.
2. Spread the Holiday Cheer. Make the most of this opportunity to reach out to your client base with face-to-face visits. Choose fifty or so of your top prospects and make plans to visit them. What may seem like a lot of time, can really be broken down into 10 or so contacts per week. Would that be worth a sale or two? Sure it would. Make the calls. Shake hands, bring a card and thank these very important people for their contribution to your career. For those really special clients, bring along a treat for their family table and you’ll find yourself more than their REALTOR® you become a friend.
3. Clean Out Your Client Base. Most agents wait until January to truly wade through their client base. Getting an early start means momentum as you head into the New Year when most are still putting away party hats and streamers. If you don’t currently have a means of tracking your clients, visit our site, www.prospectsplus.com for a free BusinessBASE™ client management system. Getting to know your prospects, their families, their needs and their personalities will help you build long term, solid relationships that bring you current listings and sales as well as referrals that will build your book of business throughout your career.
4. Live and Learn. What a tremendous time to be a professional salesperson. Never before in history has education, skill-building and growth as an agent or as a person been more simple or accessible. How fortunate we are to have internet, 24/7 that allows us to tap in, download, read, discuss and explore ways to improve our life skills personally and professionally. Make it a goal this quarter and coming year to consistently fine tune who you are and what you do.