Use the Industry Slowdown to Work on Your Real Estate Long Game

    “Overnight success” isn’t a label typically slapped on the heavy hitters in the real estate industry. In fact, some say that, in any endeavor, overnight longing for success is a common obstacle to becoming successful. 

    The truth is, “Behind every overnight success story is someone who worked really, really hard,” according to Gary Vaynerchuk, investor, adviser, and co-founder of VaynerMedia.

    Vaynerchuk is a proponent of business-building as a “long game” and suggests that a long-term thinking mentality will help us achieve genuine success and happiness.

    Let’s take a look at some of the long-term strategies that agents can and should be using to be successful during the market slowdown 

    Reach out, over and over and over and . . .

    It’s the real estate agent with a killer follow-up strategy that is a long-term thinker. Instead of constantly trying to drum up new business, he or she understands that the fortune is in the follow-up.

    More important is the consistent follow-up. Not just for the first few months but for the rest of your career in real estate. 

    Despite this being a basic tenet of sales in any industry, too many agents feel that they lack sufficient time, and they allow the nurturing of potential clients to fall to the bottom of the to-do list.

    Those who do pay attention to it gain a competitive edge.

    All it takes is to find out that a former client listed his home with another agent (because the former client “forgot” that you are in real estate) to understand the power of reaching out consistently to every person in your CRM.

    The Get More Listings Scheduled Campaign is shown above. To learn more, Click HERE.

    Leave no lead behind

    “Internet leads suck.” You’ve heard that one before, right? That opinion stems from that same drive to obtain the instant deal.

    Do yourself a favor and ask the champion cold caller in your office how many of her calls result in instant deals. 

    The truth is she cold calls for leads. When she gets one, the long game begins.

    Those online leads may be the best you’ll ever lay your hands on. These are people who are actively looking at properties online. 

    And, because looking online for a home is the first step most take (according to NAR studies), they probably don’t have an agent.

    Vaynerchuk advises that “… your number-one job is to tell your story to the consumer wherever they are, and preferably at the moment they are deciding to make a purchase.” 

    You know those friends (I think we all have at least one) who pay monthly for a gym membership, never show up there and then complain that they’re out of shape?

    They’re like the agents who have leads, don’t work them, and then complain that the leads are weak.

    Use the downtime while the real estate market is in flux to determine how you’ll follow up with leads and how often you’ll reach out, and then set consistent reminders to do so.

    Take the steps necessary to win the long game. “Your steps may number in the hundreds,” says actress and stand-up comedian Gayla Johnson at

    “They may number in the thousands. But rest assured, each and every one of those steps will better prepare you for that glorious and triumphant …” overnight success.

    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

    Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

    2. The Free 6-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks these boxes but is also a business-building machine. In two easy steps, you can build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

    4. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals.  – Click Here

    5. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    6. The Take a Listing Today Podcast

    Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here

    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.