Real Estate Blog - Shhh ... Don't Tell My Competitors ... How to Have a GREAT January!

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Shhh ... Don't Tell My Competitors ... How to Have a GREAT January!

I am torn -- to write this post or NOT write this post.

I want to write it to help other Rainers.

I am scared to death my competitors will read it.

But I'm posting it anyway ... besides, unless your name is Jonathan, if you're one of the 300+ agents in "my turf", you're not reading this post because you are NOT on Active Rain. Your loss. Jonathan and I are doing just fine here in the Rain, right Coles?

When I first started in real estate, in 2000, I started my career in January 2000. I started off with a BANG. I was new, fresh, and didn't know I was supposed to slack in January. I kicked butt.

My next year, I noticed agents around me slowing down in October, preparing for the big HOLIDAY freeze. All around me they whined and moaned how nobody buys houses in November. They took time off in November, and most barely worked in December. Nobody buys houses around Christmas, right?

Instead for working LESS hours, I worked more. Agents blew off floor time, and I stayed put at my desk. I got the calls they SHOULD have had. I worked Christmas eve showing houses, Christmas week, and yes throughout January. Year 1 in real estate, I sold over 1 million (in a county where average sale was -- back then -- about $60,000). Not bad.

My boss then commented that I was one of the only agents closing in January, and what a great KICK that was! To start the new year with CLOSINGS! Woo-hoo.

I developed a yearly routine, that I have done every year in October-November, and every January I have had closings. Instead of slowing down, then complaining the pipeline is EMPTY in 2010, speed up! Spend the next 4-8 weeks getting ready to TAKE OFF in 2010, and you'll be ready to kick butt too.

So here is part 1 of my October routine. I will post this series weekly, through November. I will post every Sunday from now till November 30, to tell you my secrets. Just don't tell anyone else.

WEEK 1 -- CLEAN HOUSE

Not my own house (although it really needs it). I clean up my database. I make sure I add anyone who should be in there (all my contacts, new and past clients, anyone at all who I met at a mixer or business function...). I clean up the emails, the addresses, add any info I have gathered since last clean up.

I go through my day planner and make sure everyone I have "touched" is now in this database.

Your database is worth GOLD. Add to it every week if you can. It'll make the annual cleanup so much easier!

If you don't have a good system, now is the time to CHANGE or FIND ONE. This year I have agonized over which one to use. I have tried trials and not found anything that is 100% perfect for me. But I must get off the fence now. I need something and I need to do it now. SO I'm jumping on board Top Producer. I tried it once and didn't like it. But the alternative is not cutting it right now. I am not pleased with outlook's limitations. So I'm trying TP again, and this time determined to learn it well.

This should take me all week to complete. It's crucial to the success of the rest of my program, to have the database up and running by the end of this week.

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Erica Ramus is Broker/Owner of Realty Executives in Pottsville, PA.

If you're looking for a PROFESSIONAL to represent you in all of your Schuylkill County real estate needs, call Realty Executives at 570-622-6006.

We can meet all your buying / selling needs ... and will exceed your expectations. That's what being an EXECUTIVE is all about

Serving all of Schuylkill County ... Pottsville, Orwigsburg, Schuylkill Haven, Auburn, Pine Grove, Frackville, Minersville, Ashland, Shenandoah, Port Carbon, Palo Alto, St. Clair, Barnesville real estate. Click on the link above to search Pottsville PA homes for sale or any Schuylkill County homes for sale. We have all properties listed for sale in the Schuylkill MLS on our website -- free search!

We also operate Schuylkill Appraisal Services, for all your appraisal needs.

Posted by Erica Ramus - www.move2pennsylvania.com - Schuylkill County PA Real Estate on 10/11/2009 12:40 PM

Comments (140)

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140 Comments on Shhh ... Don't Tell My Competitors ... How to Have a GREAT January!

OCT

This subject has been running around in the back of my mind. I tell many buyers that an absolute great time to buy is November thru January, when days are short, cold, wet and dirty. Less people out, less people looking.

It is also the best time to prepare ourselves, as professionals, for January and the new year. We need to be "ready" come January, not just getting started. I am looking forward to your series.

How much will you pay me to not tell or send it out to all your competitors :) HAHA. What data base system are you using BTW.

Great motivational post Erica. You indeed have the inside track... Keep up the good work. Abraham Lincoln is quoted as saying... "I will study and be ready and perhaps my chance will come."

Cathy--Yes, less competition for buyers when they're looking too.

Joyce--I am switching to Top Producer. I've used Outlook and tried a few others but cannot seem to find one that I just LOVE.

David--Love that quote.

TP is a great database/contact manager. January can be a great time to collect listings too. You need to start marketing and helping sellers prepare and you'll have a flood of listings in 2010.

Erica, THANK YOU for this!! I love the idea of breaking it down into bite-size (weekly) chunks. We're far enough away, so ok to share w/ my agents ;-)

Erica--Glad you like it. I am really going to try TP and make it work.

Colleen--I knew you'd like it. I guess you could share :)

Erica - You know me well enough to know I LOVE this. I also flagged it for feature. I'm not sure what Brad and Bob are waiting for.

As a matter of fact, that's exactly what I'm doing now. I just hired a coach to ramp up my 2010 - even though my 2009 is my most spectacular year. You're right that we should keep quiet about this and afraid that the competitors would find out about this.

But you know what Erica?

Even after you show them exactly what they need to do, ie you laid out the success plan for them, only 1% who has the real drive to truly succeed will. The rest of the 99% are not your real competitors anyway. Then the 1% that you do business with - wont that become a much smoother transaction anyways because you are on the same wavelength?

I love this post. So much!

Thanks Loreena! I do know you well--and I LOVE that new photo. Looks great.

Hi Erica -- Thanks for sharing and I'm going to follow your future posts.

You're an inspiration, I 'll make sure to check back. I already used Top Producer, but definitely have not used it to its full potential. Aloha ~ Yvonne

you are right. If you don't slow down now and party all the way from now to the holidays you will have a head start on the new year.

OK, OK I'll do it, I have a data base that needs some lovin'. I'd like to know how you make out with TP, I've heard nothing but good things from agents who use it.

Hi Erica,

I am very impressed with your attitude and your approach. Actually, I guess I'm a little biased becuase my step 1 is the same as yours. It is the perfect time of year to prune, fill-in, and tighten up the database and get ready to market for 2010.

I am very curious to know what the limitations are that you find with Outlook vs. Top Producer. I started top producer twice - somehow, the second time I thought I realized how useful it was for certain things that I didn't fully employ the first time, and that I thought I couldn't do in Outlook.

I have now been on Outlook exclusively for two years and there is NO WAY I would every go back to paying Top Producer for their antiquated, slow, inflexible software system. Outlook offers infinitely more possibilities for integrating with other state-of-the-art software and particularly web-savvy and publication-savvy systems.

There are a few things that Top Producer is built to understand about Real Estate that Outlook doesn't have - and there is some external process and infrastructure you need to put in place around Outlook - BUT, using Outlook is much much much more efficient in my experience. To do what I do in Outlook I would have to hire someone to do for me in Top Producer - not because it is difficult to understand - but because it is SO MUCH more time consuming and awkward.

Anyway - point I'm getting to is - depending on what limitations you currently find with Outlook - if you feel like sharing them, I may be able to give you somd ideas that will help you standardize on Outlook and save you a lot of time and money and produce much higher quality material more easily for your marketing. Drop me an email if interested.

Cheers & I'm really looking forward to your other steps - I have several myself for this time of year and you are starting on the same note but I'm sensing I will learn some great ideas from you. And I promise not to tell anyone.

Cheers,
Bruce

Erica,

Great post! This is so true! October seems to be the time of year when fellow agents start the whining about not having business and then many of them decide to hibernate and not start "working it" until they are warm or have to!

Love the idea of cleaning up the database in October! Can't wait for your next post!

Amy

Thanks so much for the reminder on the "your database is GOLD (emphasis mine). It truly is and I've been working on cleaning up mine. Thanks for your post; it truly is GOLD..

Continued business success to you...I also noted you are also a CDPE; have you been using your CDPE more in your market???

Best Wishes,

Pat McGuire

The picture of the kitten doing nothing makes me laugh. Glad you are going to share your secrets, I won't tell!

Erica, You hit the nail on the head girl! I always take time in October or November and clean house, just as you do. I also do my business plan for the next year and have my marketing all ready to roll. Thanks for sharing with us. Glad to hear you have had such great success by working smarter :)

Erica Great advice, having the right database and keeping it up-to-date is key to success.

I'm going to take your advice and start cleaning house.

Hey Bruce - Why dont you write a post on how you use Outlook. That would be so awesome.

Most of my "top agent" monthly awards have been in December or January, so I've had the same experience. Great suggestion about cleaning out the database... who among us couldn't stand a little of that in our own database?

Erica,

I use the contact manager that is in my MLS software. I like it very much, use it constantly and it's free. It has the ability to set up a search using many different criteria and then automatically emails my clients any listings that matches their criteria. My clients love this service and I can attribute many sales to these automatic emails. The software also lets me put my contacts in many different groups. For instance, people sign up on my website for foreclosure alerts and/or my newsletter/market reports. I write up my market report, click on that group and away it goes to those people only. I have all the agents in my market grouped together in my contact manager. I email them when I have a price reduction on my listings. I emailed a price reduction last week and had an offer within two days. My contact manager is the single most important tool I have in my business. It is a fabulous addition to our MLS software and one that I do not think many agents in my market use much, if at all.

I have had a Top Producer website for many years and like the ease of use and the tech support. I have never tried any other of the Top Producer products. I can't see paying for a contact manager software when I have such a fabulous one for free.

Good luck to you in your search.

Through my entire career I have found that sharing "secrets" has helped me build some of the best friendships within my career.

Thank you for reminding me to go back to the beginning - when I was younger it was all about doing what no one else wanted to do - I work very hard - but some times you just have to keep it simple and get back to basics.

Keeping a great database is the fuel of any business. I look foreward to your weekly series.

Erica- Don't worry- even if your competition reads your blog- which I can bet they do- it doesn't matter because they won't do what you do! All of our competition reads our blog- they are not members of AR but they subscribe via email through feedburner or else they make it a point to come to our blog every so often to learn and check up on us. But here it is a bit different. Most all the agents that are our competition are also our friends. In fact, most all my friends are agents. Everyone knows us that does any business at all because they will be showing our listings at some point or other.

But anyways, only 20% of all the agents in the US do 80% of the business. Only 7% of all the agents blog and out of those, less blog for business. Your competition won't do what you do because they are busy complaining about how bad it is. People are always looking for the magic answer when it is right in front of them. :) Katerina

Oh Yes Erica !!! I LOVE this mindset ! ... and dont worry, you could probably TELL most of your competition about this concept and STILL MOST would NOT do a darn thing during these months !!!

Great post, great creed, and great feature...well done !

Cheers !

Sheldon

I'm looking forward to your series. Working hard in the fourth quarter is crucial to a good following year.

I love Top Producer. The program has so much in it that it can be overwhelming at first, but with time it will streamline many processes in your business.

Good luck.

Erica, this advice is so true for all businesses including Home Stagers, not only Real-Estate Agents. Thank you for sharing and reminding us about such good business practices and how easy it is to have a competitive edge.

OCT

Erica - Right you are. Follow-up is king, and a clean data base makes it all possible. Thanks for sharing!

Great time to pick up some business from the agents who take the time off. Keep on working hard and the business will come! Great post!

Charlotte Discount Realtor Don Anthony Realty Signature

Here is Arizona it is just the reverse -- the winters are our busiest months as the snowbirds come down to beat the cold and snow.

Cleaning my database is a necessity. It's in too many places, but like you, I've never found anything I'm really crazy about.

Hi Erica -- thanks for sharing. I've had very active late-winters. A lot of buyers want to get a deal, and know that any seller who has a place for sale is not getting much activing. BINGO!! I'm glad you shared -- you're a dear!

Thanks Erica for sharing. This is wise advice in many areas - don't do what the masses do if you want to stand out. It's lonely at the top ;-)

Hi Erica - Actually my office could use a little cleaning, and I'll probably find a few more names to add to my database along the way! Looking forward to the rest of the series.

Erica, this is a great post, and I honestly think that the winter months are a great time to buy. Yes, it is a pain to move during the Holidays, but the inventory is still great and there are so many buyers that are trying to wait out the school year or whatever and want to move in the late Spring or early Summer. There are great deals and not as much competition out there to buy during this time of year, and to be honest, this is the time of year that we normally do our best. I do think that a lot of agents wind down the year, and think that they can jump start it again in January, it is a great time to list and sell property. Like I said, great post!

I am bookmarking this and will come back to it... looks like really good information... and Timely! thanks

Hi Erica,

Like you, I am torn between sharing knowledge and coveting it. Sharing feeds the ego while keeping information to myself protects me. It is hard enough to make a buck than create more competition. I have always enjoyed helping other people, ever since grammar school.

I used to sell cars and I was VERY GOOD! I sold 22 cars in my second month. It was a predatory job, very few people got away without buying a car from me. My manager said, "They don't come here for coffee or to use the restroom so the only reason they don't buy is because they are dead." We had a Buy or Die policy. He was right.

Now, even though I was successful, when the internet made insider information available it impacted the industry adversely. So, I switched sides. I became an advocate for buyers. The dealerships called someone like me a 'third base coach'. I charged $200, lunch and a margarita for my time. I had SO MUCH FUN.

That being said, I have ALSO TAUGHT groups of people EVERYTHING I knew about how to negotiate buying a car. Yet NO ONE can do it as well as me. Why, because they don't have my courage, tenacity or audacity.

So your unique characteristics will always give you an edge-up over your competition.

Regarding Top Producer versus Outlook or maybe ACT, I understand your dilemma, it is like someone studying physics, you don't know what questions to ask let alone the theory of relativity or gravity.

As a former Computer Science major (3.93% GPA) I acquired a lot of knowledge about various applications, operating systems (Windows, UNIX, and Macintosh), web design, graphics design etc. I heard lots of snide remarks about Bill Gates, Microsoft's founder. Outlook 2007 software

I defended Gates and his products. Microsoft is so good that other companies design applications that will easily integrate with Microsoft (MS) software, i.e. OUTLOOK. You can import Word, Excel, PowerPoint, etc. with other MS applications. You don't have to learn familiar universal commands all over again because they are the same. I also think some people who object to Microsoft may have a little class envy.

Thank you for sharing your insight. I appreciate you imparting your knowledge and will watch for your next posting.

I jst blogged about the importance of database mangagement. I wouldn't worry about revealing your secrets to competitors. As a real estate teacher in my classes I have found that you can lay out everything that has worked for you and if 1 out of 20 try it, that normal. Keep on doing your good work.

Nice tips! I swear agents turn off their phones between halloween and New Years here. My first december I grossed two million in volume and the ink on my license wasn't even dry yet (Sept 30).

I feel torn saying that too :)

Hi Erica - you are definitely one smart cookie. I look forward to the next in your series of posts!

Keep on trying TP. The learning curve may be a bit steep but worth it. From my experience, I dont know any other vendors coming close...Not perfect but close enough...

Eerica, For those of us that choose to work the 4th quarter can be very good. But more importantly it's the time to build momentum for the new year,

My best two months so far in my career were Dec 08 & Jan 09. Thanks for the reminder to ramp it up when no one else is working.

Erica, your data base is your future business.

If you find TP too buggy then try Wise Agent it is very user friendly and much cheaper. It has every TP has but easier to use. You can try for one month without putting in your credit card and play with it.

You can import all your contacts in there. Support is amazing, they imported all mine for me because I had over 3000 and couldn't figure it out.

My assistant loves it too.

Erica After 33 years in the business the importance of planning early is the key Karen

Erica, I too agonize over sharing secrets...but I love the AR community so I happily share my knowledge here!

In regards to Top Producer and Outlook...go try EurekaWare, an Outlook add in program BEFORE you buy into Top Producer. I'm trying it right now and so far really like it. It is affordable and there are NO monthly fees! I agree that the database is gold!

Thanks for the inspiration!

Thanks for the late season "wake - up call". Altho I don't use TP as my database , I am using their Market Snapshot product to capture local e-mail addresses !

Erica, I bought Agent2000 two years ago, used it for about 6 months, then bought a new computer and have not transferred it over since. This has been on my "to do" list for way too long. I've been thinking this past week about setting a deadline for myself. Your post just motivated me. If you can do it by the end of the week...so can I! Gotta go....gotta get to work. :)

Erica - This is excellent advice. My database is in need of cleaning. I agree that winter is a great time to buy a house, and it is an excellent opportunity for agents to educate their buyers about the deals that are out there. I am looking forward to reading your future posts.

Erica- January is typically a HUGE month for investors. Everyone wakes up on Jan 1 with the resolution to make more money this year... investors buy heavily in Jan and Feb. Now hoepfully this year they'll be able to get financing. Great post!

Hi Erica,

Great post! I have also used the same approach and it has paid off for me as well.

Wow -- I watched the football game last night, went to bed, and found 50+ comments and a feature. Thanks guys. I'll respond in a bit...

Erica -

It's true - everyone wants what you have! My wife has been a whirlwind this week in our basement and closets and I'm getting in the same "clean-up" frame of mind. Perfect for heading into shorter days.

I used Agent Office for awhile and thought it much too complicated. Am looking now at Active Agent and EurekaWear, both Outlook add ons.

Look forward to your next post.

Michael

This post came just in the nick of time as I'm preparing to sit down and prepare my business/marketing plans for next year.

Thanks, Great Post!!!

In Texas, you can apply for a property tax Homestead Exemption, if you own your residence on January 1. This exemption significantly reduces property taxes. This is a great reason for Texas buyers to purchase a home in November and December!

Great job! David Knox is talking the same thing and it has certainly worked for me in the past. Thanks for the reminder - and the motivater!

If you don't like Outlook and have issues with TopProducer, you need to look at Mark-It-Advantage Xi (www.advantagexi.com). I my never to be humble opinion, it beats the stuffing out of both and the support is beyond either. Check it out, it's free for 30 days.

Erica, good job and good hustle. Your enthusiasm is infectious. You've given my "get pumped up" message for the day. Thanks!

Erica, I admire your efforts to ramping up your business at the end of the year. It really sounds like you have a great plan. I look forward to reading more of your pointers. Thanks!

Ok, had to laugh when I woke up this morning and saw that your 'secret' is really out of the bag LOL! Good for you :-)

This time of year, it's great for the mortgage industry as well. Many people are looking to get their home purchase finalized in this calendar year and there are not a lot of LO's putting in the effort. It's a great time of year to be active.

Go, Go, Go.

Just showing up for the game puts you way ahead of your competition.

Keep it up.

Erica - great post and very motivating. We always hit it hard during the Fourth quarter and the First quarter and it makes a big difference. I like your suggestion about cleaning up your database right now. It's a good time to do it. We also use Top Producer but still have a long way to go on using the system fully and refining our systems.

Hey Loreena, thank you for the suggestion/request. There is so much to cover - maybe a short series of posts over time to cover different aspects of it, if people would find it useful.

It's interesting that Linda Alexander also gave Outlook a thumbs up - apparently we are both Computer Scientists. This makes sense to me - as Computer Sciences we both see the benefits of an open system that can easily integrate with other tools - we also both have a bit of an edge and comfort zone in so doing. BUT - it is not really difficult - there is just a little more "external" process to apply and remember.

I'll count on Linda to augment any post I do make about using Outlook.

Cheers,
Bruce

Erica,

thanks SO much for sharing your tips.

One of your competitors is going to pay me alot of money to sell your soul to the devil for this info.

Kidding.

I'll try to work some of this in for the next 3 months.

Have a great day.

You rock.

Erica - Great mindset to have and even better if implemented. A similiar approach can be taken from the Mortgage end, I'd suppose. Historically, I know that I've proven that December & January don't have to be slow months.

Erica,

This is so true in my market as well. You have to work all the time to make sure you are securing new leads and new closings. I am always amazed at the lack of real estate work ethic from now until Feb. I am always busy and just cannot relate. But, if someone wants to take some time off Nov & Dec are good times to do so. Thanks for the perfect advice. Good luck w/TP - people I know that use it like it very much!

Jeana Cowie, Broker Associate, Re/Max Real Estate Ltd., Bergen County, NJ

Good tips. I do much the same thing you do. If I take the slow month to plan and cultivate, it sets me up for a great year. Good luck!

Erica,

Great advice. I recently had read a post from Margaret Woda about wanting to find someone to test top producer with her. Perhaps you could be that person.

Erica: I was always mystified by the seeming acceptance of the "inevitable" and unavoidable slowdown in fall/winter. Your approach seems much wiser to me ... and obviously you have enjoyed the success that comes from the efforts and hard work you do. A great example to relate to the rest of us. I look forward to reading your upcoming tips during the holiday season and colder months ... and plan on rolling up my sleeves!

Gene

This is great advice for all small business owners, not just limited to real estate agents. I continue my marketing efforts (doubling them when I am slow) in order to keep plenty of home staging and interior design work in the pipeline. Thanks for this timely post.

Erica, I also think Top Producer is way too complicated and inefficient - but I'm determined to figure out how to make better use of it. You're right - now is the season to speed up, not slow down!

Erica

Congratulations on your featured post. I agree, working through the holidays has ALWAYS worked for me- It seems I am busiest then, more so than any other time of the year- of course here in Florida weather is NOT a factor.

Like you, I have not found a dayabase system I am crazy about. I look forward to reading the reast of your tips.

IT is that housekeeping that is key to a good business. If the data is not accurate how much time is wasted marketing to disinterested or no longer available leads?

When everyone is running the other way... there is often opportunity where they are "escaping" from...

Funny you should mention that. Just yesterday I looked through all my HUDs (I save them to send to clients in January), just to double-check and make sure I had every client in my database, and I found a few missing! So, I fixed that pronto.

The last 4 or 5 years, January started out with a bang. I imagine this year will be no different. The only slow time for me is generally the last week in December and the first few days of January. Before and after that, it's go, go, go.

Erica, thanks for the great post. I needed the inspiration. I have often bought myself in December. I had already decided not to slow down for the holidays as most people do. I look forward to your next posts and subscribed so I won't miss out on the inspiration.

Erica - Great post. I am looking forward to the series. I am also planning on hitting Tp Producer hard this Fall. Thanks for the motivation.

You are right on! I won't tell our competitors if you don't tell LOL

Agents do begin to fizzle out in the fall. That sure is great advice!

I use Top Producer and am kind of neutral about it, but it's better than nothing. Cleaning it up is a constant ongoing process, kind of like cleaning out your closet. You just get the last one cleaned and it's time to start over again.

Thanks for the inspiration!

Thank you, I do have a good database with 1Parkplace it allows me to send out e-mails that include a special template that includes all of my Real Estate data links, and search buttons.

But, you're right keeping it up is the most important part.

Thanks for the kick in the pants to keep it up. I was just thinking that I needed to do that a few weeks ago but will definitely do it NOW!

I'll be looking forward to reading your other posts for tips. There are so many agents in our area that shut down until after the holidays.......it's a great opportunity to gain market share.

Erica- Being a new mac owner- Daylight is the best data base management ever! Way over the top, their real estate functions are way better than Top Producer. We had TP for years and hated it. We even converted to the 6I when it came out and hated that too. So Nestor went to ACT - it is a great program and you can sync it with your blackberry. His Iphone is synced with Daylight. Daylight costs a one time fee of only $159 and you can also get a free trial. It is so over the top compared to outlook and TP. Katerina

Thanks for the inspirational post!! I too used TP and hated it and I am trying to find something I like. I will follow your weekly posts!

Erica,

I saw some similarities in your post to a conversation I had recently with a colleague who became very successful by being persistent even though others snickered behind her back and thought she was wasting her time. In many cases, just being available and having a positive attitude can get you through the door. Who knows what's on the other side, but taking an opportunity and making the most of it holds more promise than having dismissed that opportunity to try.

Sellers are often much more motivated to sell during November and December. Some short saling and bank owned lenders are willing to sacrifice their property just to get it off the books before the tax year ends.

Well your secret is now a featured post. Gee thanks AR. :)

Good luck with TP, I've been using it for several years and am going in the opposite direction that you are.

Erica, I am so going to enjoy your series!

Good points. You're right that a lot of agents take the time off in Nov. adn Dec. I guess that's a choice. I hope you like Top Producer. We use it and it is a good way to keep up with your clients.

Bottom line, hard work makes all the difference! Thank you for sharing, gives hope to those willing to do whatever it takes, and for everyone else, they probably won't read it anyway....

Fantastic blog and so true in my area too. Many are already saying that all the houses will be coming off the market soon etc. I am busier now that any other part of the year and the leads keep coming. I shall work and work! Oh love that cat!

Hi Erica, Cleaning your database is absolutely critical ! Add everybody to it and then launch an email campaign !

GREAT Advice from everyone! My Story: I canceled Top Producer 8i because it seemed too slow & items were buried several clicks away. Using Outlook now, but not really doing what I need to be doing. After reading these posts, I'm going to freshen up my contact list and get back to basics. I'm considering a Virtual Assistant when the time is right!

Good advice! I always say, hit it hard when others are going soft. Of course, in the wrong context that could be taken the wrong way! =)

Hi Erica -

After a lifetime in business, most of it not in real estate, I have found that most successful people do exactly what everyone else is not doing. Counterintuitive, but ground-breaking! Thanks for the reminder!

I always sew my fields and pray for rain. If you pray for rain and don't have any seeds planted then you have lost. This is good advise and I look forward to the rest of the month's Sunday posts from you.

oh this is fabulous maybe we could share our tips so you get something out of this as well. After all you are sharing you should receive as well.

I think I will put a tip on my page blog. New to this.. I have had an "in" active rain account for too too long... :)

Luckily, here in Florida this is a great time of year for Realtors. The snowbirds come in and start buying homes. Sellers usually wait until they get down to list theirs. So November to April are busy months for us. Then in the summer we get the families and others who live here all year long. So we have the best of both worlds all year long.

Okay, I normally comment on ALL comments. I am overwhelmed. 105 responses in 24 hours. I am going to try...

LOVE your post -- and as others have mentioned, it came just in time for me, too! I've been an Outlook user for years, and it works well for me. Thanks Erica!

K Erica I started today and updated all my contact lists!

Thank you for the great post today...I liked it, and I LOVE THE PIC OF THE KITTY! Too cute.

Patricia /Seacoast NH

Great advice, Erica! It really is amazing how many agents just slack off from Nov to Jan if they don't have active buyers or sellers by Thanksgiving... it's all about getting organized and having the right attitude. Can't wait for the next "secret"...

Your database is worth GOLD.

Hi Erica,

You're absolutely right! In fact. some people say "your database is your business".

Thanks for the encouragement to prepare right now for a great year next year. I am busier than I have been all year and I want to ride that wave into 2010.

I like Top Producer better the second time around. The newer version is better.

Have a great 2010!

Thanks for the post. I've had the cleaning up the database on my "to put on my to do" list for several weeks now and you just gave me the kick in the butt to move it to the actual "to do" list. Thanks so much for the words of encouragement. I know I have a lot of good contacts in there that really need to hear from me!

Hi Erica -- Thanks for sharing your secrets. We are going to follow your future posts.

Erica - I have always worked the winter months when most Realtors take off, and it has always worked for me - I once wrote a contract ON Christmas day.

But, I needed your nudge about the house-cleaning. I have Top Producer, but have been very lazy about updating it. I would be open to switching to another database management system and may check out those that Missy and Bob suggested.

When you sort through all the comments (I have a feeling your database may NOT get done this week), could you please post all the PC alternatives to TP that are suggested? I spend $35/mo on TP and don't really like it all that well. Some training would help me, I'm sure.

I am looking forward to reading your series!

Tips are always welcome here in the rain. Of course, I know exactly how you feel... I am often torn about posting my best stuff... But since most of the folks here are Realtors, I feel relatively safe.

I am very interested in reading about your system. I have book marked you for future reading! Thanks

Erica, updating your database is numero uno for starting the new year right, great suggestion!

Second, if you're not too far into TP yet, PLEASE look at Wise Agent. I researched data systems for years until I was blue in the face. Wise Agent has almost all of what TP has and it is SOOO user friendly and intuitive, plus the Customer Support is fabulous! I can't say enough great things about it.

My new Assistant who has never worked in real estate has had no trouble picking it up and she hasn't even had a Webinar yet.

Thirdly, if you ever decide to go over to the Mac side - you will LOVE IT! The Mac is also very intuitive, doesn't crash, has so many built in features, it is a pleasure to use. People are always commenting on our beautiful photos - all edited on iPhoto.

Can't wait to see what future weeks hold, and BTW, we have been tops in our Region at least twice in December - we never got the memo that said to quit work 4th Qtr. - we end strong and start strong!

Erica - I'm a Mac guy and I just read about Daylight and Wise Agent from your comments. I am excited to compare TP with those. This will be fun!

Erica, thanks for sharing your october secret with us. I am looking forward to your weekly post. I also need to get a good system in place so this is really helping me. Thanks!

Erica - Looking forward to the rest of your tips. It sounds like a wise plan, to say the least.

I've been thinking the same thing. In fact, I've had a great year and an really looking forward to some down time. So I'm going to wind down the first few weeks of November and then I'm going full throttle in after Thanksgiving Day and prime the pump to prep for a good start in January. I did it last year and actually wrote an offer just before Christmas that closed in January...Time for a repeat plus performance.

Great advice. Get busy when others are slowing down.

The holidays are absolutely the BEST time for buyers and agents. If someone is trying to sell then, you know they are serious. Lots of buyers quit lookng until the first of the year so the competition goes down and buyers can get better deals.

OCT

Looking forward to reading your perspective on how to keeping it moving. Love the cat, that is sooo cute!

OCT

Great post. I always tell my sellers that the serious buyers search through the holidays and the spring and summer is filled with "lookers".

In my experience almost every single buyer I actually meet with in the winter actually buys.

And don't worry, your secret is safe with us :)

OCT

Although I'm reiterating what everyone else has said, this is a great post. It's very true that the very successful usually ARE the ones doing the opposite of everyone one. As the old saying goes "Stupidity is doing the same thing and expecting different results". If everyone else slows down at January, and coincidentally stop working around then, how will you be busy unless you ARE working? Great post! (and I won't tell your competitors *wink*)

OCT

Great voice of truth..I do the same thing and I am always busy during what use to be my slow time of year.

Once you focus on breaking that slow time of year nonsense you can keep busy all year round...It is all attituce and hard work!

Hi, Erika. This is just between you and the 160,000 plus members right? lol

Thanks for the inspiration--I don't have TP but I think I can get by cleaning up my Outlook for now. I look forward to your updates on this!

OCT

I'm late to the party, but I'll be following your series right through until January!

Mike in Tucson

OCT

I'm determined to make Outlook work. Is that what you are using too?

Hi Erica, great post! I think the majority of Realtors thing that there's nothing you can do "over the holidays". I agree with you that this can be the busiest time for us! I wouldn't worry too much about your competitors... even if they read your post who's to say they will implement your suggestions? Keep it up and I look forward to your next post! (ps: i'm in Ottawa, ON so you don't have to worry about me!)

OCT

I'm with you here... Sometimes November, December have been the best months in my year...and there's no reason january can't be also. T

OCT

Erica, interesting post, definitely someone I, re-entering Real Estate after an absence of 15 years, and new to Active Rain, want to follow.

regards..chris

OCT

Erica,

Good post and timely. I emailed it to my partner.

OCT

Thank you for the post. I always find it challenging to not slow down as the holidays come around. This is a great reminder why I need to work as hard or even harder than I do the rest of the year. Great timing. Thanks again.

I do some of this but doing all of it with consistency is the key. Can someone help me become Jeannie in order to grant and complete this wish??? Blessings and great post Erica!

OCT

yeah I feel the same I'm going to get as much business as I can while everyone else is off! Looking forward to seeing future posts!

Erica,

Thank you so much for your post. Sometimes we need a little push to get us started in the right direction. I tried Top Producer---has a lot of great features, but I did not get in the habit of using them. I was reading thru the above posts and someone mentioned Eureka Ware that ties in with Outlook. I think that I will give that a try.

Absolutely, you spoke words of wisdom when you suggested cleaning up your database---this is where the "Gold" is in Real Estate.

I look forward to your future tips.

Linda W DeRusha

Re/Max Southland

Clayton NC 27520

OCT

Erica, I'm starting tomorrow. Thanks for the boost.

I tried several contact programs and have used Outlook exclusively for over four years.

Pat Zaby rules in showing us how to use Outlook. Best wishes!

NOV

Thanks for sharing this with us Erica!

I'm in Phoenix so don't worry. I'm in Phoenix so don't worry. LOL!

NOV

Erica, thanks so much for posting this. I'm cleaning house and looking forward to your upcoming posts.

Winters are for winners. I also have a office that basically has a siesta during this time of year. Not me I just step up my marketing!

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