Let’s Make 2018 Your Best Year Ever

Let’s Make 2018 Your Best Year Ever

So, it’s the first week of the 4^th quarter.  Where are you?  Not physically…in your business plan?  If you know, and are tracking your progress and re-adjusting your business plan to meet your goals, congratulations!!!  You are way ahead of the market and many of your peers.  If you haven’t peeked at your current business plan since you crafted it, may we consider a different perspective on the way we do business?

To have you best year ever in 2018 and surpass your goals, there is one simple, effective, sure-fire way to ensure success.  Finish 2017 strong.  Stay with me…this is simple, yet not easy….

Throughout my career in real estate, I have heard that real estate has a cycle. The myth has been that there is a cycle between Thanksgiving and the beginning of the New Year in which business slows and essentially stops.  Have you also heard that?  It. Is. A. Myth.

The only thing that “slows” and “stops” in the 4^th quarter is the agent.  Real estate is a 12-month business. People move January through December. Agreed?  Then why the does even the seasoned professional stop and feed the myth of a cycle?

The answer really doesn’t matter. The reason to me is as illogical as their business practices.  Starting today, let us commit to no longer feed the myth.  Let us commit to work through Q4 with a relentless spirit and dedication to deliver extraordinary customer service.

Now, this is important…. a strong Q4 may or may not enable you to hit your current year’s goal.  However, pushing throughQ4 with vengeance will empower you to launch into next year with an unstoppable advantage over your competitors.  Remember, January’s closings start today. And a great January leads to a successful year!!!

5 Action Items Necessary to Finish Strong

1)  Make the most of upcoming social events
During the 4^th Quarter of the year, you will have the opportunity to see and network with many individuals.  The question that is always asked are extremely predictable. Be prepared to answer each appropriately!

• Are you still in real estate?
• How’s the market?
  It is important to think through and script your responses carefully. Of course, you want to avoid sounding “salesy” yet you want to lead with intention:
• Are you still in real estate?
  “Absolutely, I’m still active in the real estate market and love it…if there is ever anyone that you know that I should be talking with, please let me know!”
• How’s the market?
  “Wow! It IS a great time to be in business. The market is great (and add some positive stats) …as good as the market is, if you know of anyone that I should be speaking with, please don’t hesitate to let me know, or have them call me.  It is the time to make a move if that’s in your game plan!” *

2)  Sow and Reap
Dig in and reach out! During Q4 is the easiest time to reach out and touch your entire sphere of influence.  Stay strong, steadfast and consistent with your mailings and phone calls.

• Direct Mail
• Geo Farming
• Center of Influence
• Sphere of Influence
• Social Media Campaign
• Pop Byes
• Community Service
• Client Appreciation Event(s)

3)  Ask the right question
Often it is challenging and almost seems in appropriate to ask for business at certain events.  We recommend that you keep things very conversational.  What if you interject into all conversations (that involve business and real estate) with the question….

“Who do you know that I should be talking to?”….this opens up your opportunities WAY beyond “Who do you know interested in buying or selling a home?”  The opens the conversation and casts a net far beyond one transaction, it opens the door to business opportunities.

4)  Never be “so busy”
In all communication and conversations, be intentional not to use the term or give the impression that you are “Too Busy” or “SOOO Busy”.  The is your opportunity to gently remind those whom you serve, what you do.  IF you give the impression that you are “Too busy” what they hear is that you might be an exhausted, overworked sales professional who needs a rest and quite frankly is too over-whelmed to provide an extraordinary and exceptional experience for them.  Be careful of the seeds you plant in the minds of others.

5)  Live in Gratitude
Q4 tis the season to reach out and thank all of those who have made your year as great!  Don’t miss the chance to sincerely thank and acknowledge each for the specific role they have played and the gifts they have contributed.

The key word here is specific.  It will not always be a referral.  It may be words of encouragement, mentoring, advice or support in your time of need.

Reach out and remember those who played a role in your success.

And always, be a resource, not a sales pitch!