How to Make Month #12 Your #1

Services for Real Estate Pros with PipelineDeals 12345

How in the world can we go from making one of the months that historically is the most difficult to drum up business, one of the most lucrative?  Well, Seychelle Van Poole* does just that... in fact, her December is second only to July as far as the number of transactions she does.... so what's her secret and is it something we can all do? 

Heck ya!  Here's 3 simple strategies  (she shared more in the class) that you can use right now to drum up more business for December.  And they're strategies as simple as blaming the dog... wait, what?   Just read below... she's a crafty one!

    1. Revive Dead Leads: Blame it on "Ramiero"!  Blame it on the rain... the dog... even better, Ramiero!  Who the heck is Ramiero and why does he deserve such a brow beating?  Well, for many of us, if our follow-up with previous leads and clients has been far less than stellar, we often shoot ourselves in the foot by later not even wanting to follow-up because we feel guilty for letting them sit there so long without so much as an email or call.  So... how does Seychelle handle this hurdle? By blaming it on a ficitious teammate "Ramiero"!  She reaches out to anyone she hasn't engaged for a while...or ever, and follows up on behalf of Ramiero who is no longer with their team and wanted to make sure they didn't have any questions.  Brilliant right?   Find the complete script in the class notes.

    2. Secret Conversion Tactics: As many of us know, to convert leads, it starts with a killer first response.  Not only do we have to be lightning fast, but we also need to respond in an engaging way.  For years I've been preaching to call, but Seychelle has been having a lot more luck by sending a text first.  Who knew?  It's very short, sweet, and says she's in an appointment and asks for them to share more info about their request so she can make sure to follow-up with info they'll want!  Hear it first-hand quickly with this 2:00 clip -->

    3. Duking it out at the listing:  Who said you needed to fight fair?  :) Seychelle makes sure to give herself every advantage by sending a powerful pre-listing package before the appointment, providing actual proof via screenshots of her Market Leader CRM showing a large amount of buyers looking in the exact area and price range of the listing, and follows up with a cookie delivery service that sends cookies to the seller prospects at work after the appointment.  That not only seals the deal but it's public--so you better believe her name is getting passed around at the office-- at least to those with sweet a tooth!

Bottom line, there is PLENTY of business to be had in December-- it just takes a little time, dedication and creative thinking.  If you're in need of more ideas-- Seychelle is full of great ones most of us have never heard of and they are all included in the class notes and presentation below.

Listen to the class recording, download the presentation, and view the class notes to see her scripts, strategies and how you can get your unfair share like she does!  What have you got to lose????  (Yes-- this is free-- no strings attached!)

Enjoy this holiday gift and best success!


*Seychelle Van Poole is a top agent and team manager at Keller Williams out of Dallas, Texas.  She's been in real estate 10 years, and in 2011 voted by NAR top 30 under 30.  She was recently featured on Trulia/Market Leader's Power Hour where she shared the above best practices (isn't that nice of her?!).  So just wanted to give a special thanks to Seychelle Van Poole for so graciously sharing all of her ideas and scripts!  You can connect with her here:


Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Bridget "Mortgage Mama" McGee 10/23/2014 03:49 AM
  2. Praful Thakkar 12/23/2016 04:49 PM
  3. MichelleCherie Carr Crowe Just Call...408-252-8900 12/23/2016 05:25 PM
Real Estate Best Practices
lead generation
lead conversion
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Cheryl Ritchie
RE/MAX Leading Edge - Huntingtown, MD
Southern Maryland 301-980-7566

Determination alone might make a seemingly slow month the best month of the year!

Oct 23, 2014 02:22 PM #23
Robert Harrington
Harrington Homes Realty Inc - Victoria, BC
Buy & Sell Homes by Phones

I just love to be the contrarian here and say "Get a life everyone."

As a very top top producer... and now very much older and wiser... it's just not worth it.

Yes they used to pick me up in a Limo...send me to Vegas...fill my house with prizes...and I stood on the stage and was honoured by thousands of my fellow sales people....for years...but those divorces were brutal...and I have'nt seen my three daughters in decades. 

Take the month off and January too... give your kids a hug and use your brain to create a reason for people to call you and not the other way around.. YES! you can.


Start by finding a niche market and specialize in it...Only houses with pools...only lakefront..or whatever..use your nogging to really use social media to brand yourself as the expert in?? ...and people will call you...and stop listening to the people who have been in real estate only one year thirty times..
because they just want you to keep working stupid and working too hard to really think..that there are better ways to work and make MORE money than just work.


Oct 23, 2014 03:24 PM #24
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate

I have a feeling that the Ramerio character is going to find himself being used in Maryland soon.

Oct 23, 2014 07:00 PM #25
Ron Barnes
Associate Broker at Berkshire Hathaway Home Services Georgia Properties - Jasper, GA
"Most agents claim they're #1 - I THINK YOU'RE #1!

I have a suggestion ... don't be lazy and just blame it on no one buying real estate during the holidays! The first contract I ever wrote was at 11 AM on New Years Day!

Oct 23, 2014 09:46 PM #26
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I sent this to my buyer agent - we always hit January flat footed and I am determined not to do that this year!

Oct 23, 2014 09:52 PM #27
Kat Palmiotti
406-270-3667,, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

I love the text message first suggestion; I'm going to have to try that one!

Oct 23, 2014 10:01 PM #28
Richard Robibero, e-Pro, ABR, SRS
Panorama R.E. Limited - Toronto, ON
Selling Your Home as if it were My Own!

If you take December off you're asking for trouble (and no business). Reach out to clients, improve processes, etc, etc.

Oct 23, 2014 10:12 PM #29
Barbara Calwhite
Keller Williams Realty of Southwest Missouri - Joplin, MO
417-438-7387 Specializing in Relocation

Great ideas!  I am bookmarking this so I can listen to all the info again.  Thanks for sharing.  I love the tip on texting first!

Oct 23, 2014 10:34 PM #30
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

I am open to exploring any idea until we know if it will or will not bear fruit

Oct 24, 2014 12:12 AM #31
Sharon Paxson
Compass - Newport Beach, CA
Newport Beach Real Estate

Thanks for this post and it is important to be creative when generating leads, and following up with previous ones.

Oct 24, 2014 12:31 AM #32
Rosalind Nicholas
RE/MAX Condos Plus Corporation, Brokerage - Toronto, ON
Toronto Condo Real Estate Agent, Toronto ON

Thanks for the post. Good info .......

Comment #24 is interesting!

Oct 24, 2014 02:52 AM #33
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

Usually November and December are the two months Real Estate Agents feel they need to slow down since real estate business is slow around that time. I'm definitely going to check it out. Thanks for sharing.

Oct 24, 2014 06:06 AM #34
Shannon Shimabukuro
PipelineDeals - Kirkland, WA
Smart Selling Made Simple for Brokers

I love a good contrarian, Robert Harrington -- creates great conversation!  While I don't agree with taking off all of December and January, I'm a HUGE believer in work/life balance and prioritizing family above all else.  Seychelle-- the one I interviewed in this call actually rarely works weekends, has a small daughter, and is super strategic about surrounding herself with people that can keep her business humming.  She works smarter, not harder.  And that's the game... to figure out what really matters, attack it smartly and creatively, and always tweak and adjust to squeeze the most amount of profit out of your activities so the time you spend is well used.  So glad you're thriving in a more balanced way :).  cheers! 

Oct 24, 2014 07:31 AM #35
Shannon Shimabukuro
PipelineDeals - Kirkland, WA
Smart Selling Made Simple for Brokers

Ann Marie Clements - Great! Good luck!

Wayne Johnson - I know, right?  Let me know how texting first works for you!

Sam Miller - Glad you found it helpful.  Good luck-- let me know if you learn any new tricks along the way!


Oct 24, 2014 07:35 AM #36
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

December is only slow if you weren't working in November.

Oct 24, 2014 08:17 AM #37
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

My wife and I have designed our business so that we take the last ten days of the year off, so if it doesn't close by the 19th this year if closes in January and for the last three years it has never been a problem. A key to doing this is loing term planning and we have a planning schedule that goes to 2018. I am all for REALTORS® working in December but burn out can always be a problem and waking up feeling refreshed on january 2nd and looking forward to the new year and not being exhausted is priceless.

Oct 24, 2014 09:22 AM #38
Mahesh Mike Patel
First Team Real Estate - Anaheim Hills, CA
Call Me And Consider It Done!

Real estate is a Prodessiol Job.. let us work like it.

what if all pilots or doctors and waiters etc took off for a month....? 

how would you feel and how will it affect ones income....and one lifestyle...


Oct 24, 2014 09:57 AM #39
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

I actually use the text suggestion especially on my missed calls. i have them all set. I can't tell you how just a simple acknowledgement of a call helps save leads.

Oct 24, 2014 02:59 PM #40
Shannon Shimabukuro
PipelineDeals - Kirkland, WA
Smart Selling Made Simple for Brokers

Praful Thakkar - You're right-- way less competition to be had in these coming months!  Go get em and reward yourself with some yummy pumpkin pie and fudge so you can be recharged for the new year!

Nov 12, 2014 06:32 AM #41
MichelleCherie Carr Crowe Just Call...408-252-8900
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Thank you for this great topic and the encouragement to go out and get business.

Dec 23, 2016 05:23 PM #42
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Shannon Shimabukuro

Smart Selling Made Simple for Brokers
What are your best ideas for generating free leads?