You're busy right now, but you won't be busy later unless…

By
Services for Real Estate Pros with Marte Cliff Copywriting

Are you one of the many agents whose career is on a roller coaster, especially with regard to income?

If you are, you know that it's a predictable pattern that replays year after year. You have a few roller coaster months of almost frantic activity, then all of a sudden you get up one morning and have no closings scheduled, no new listings to market, and no buyers eager to tour homes.

Why? Because you didn't prospect when you were busy.

When you're busy it can be difficult to make time for prospecting or for staying in touch with those people who could send you referrals. It's even difficult to follow up promptly on leads coming through your website.

Since I was once an agent, I remember – there are days when you can barely take care of things that must be done that day.

But the truth is, if you don't make the time to prospect and stay in touch right now, you'll have WAY more time on your hands than you want when October and November arrive. That will give you the opportunity to start over – to reconnect with people you've ignored and to prospect for new clients. It will also give you weeks without income.

Wouldn't you rather business just kept chugging along – without any of those income-free weeks or months?

Set up systems to prospect when you're busy…

If you don't have a marketer on your team to keep prospecting on your behalf, use systems to simplify your life and get the job done.

If you prospect by email, get a good mailing program and set it to deliver a series of letters to your various lists in a pre-set order. Do the same for your past clients and your sphere of influence.

It might take you a few hours to enter all your names and get your letters entered and scheduled, but then you can forget about it for 2 or 3 months. Wouldn't it be worth giving up a little down time to know that you'll have more clients – and closings - in line this fall?

You can use the same system to gather and follow up with new "warm" leads. Just use a "capture box" on your website that offers information they want and need. Then let the autoresponder keep mailing to them until they contact you directly.

If you're using postal mail, print your entire series of letters to each prospect, past client, or member of your sphere of influence, along with the matching envelopes. Sign them all, seal the envelopes, and write the date to mail where the stamp will go. File them by mailing date in a box that stays where you'll see it every morning, so all you'll have to do is grab today's envelopes, affix the stamps, and drop them in the mail.

If you don't have time to write those letters…

Come see me. I write custom letters, and also offer more than 35 sets of letters designed to pull in clients from a variety of niches. Other letter sets will help you stay in touch with past clients and your sphere.

All you have to do is customize the letters with your contact information.

You can read about the letter sets and even access some free samples on my prospecting letters page.

 

 

Image courtesy of wiangya at FreeDigitalPhotos.net 

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Rainmaker
798,009
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Marte - You are absolutely correct. As agents, we must always be prospecting. Setting up a system for this will help us be more consistent and effective.

Jun 05, 2015 08:02 AM #2
Rainmaker
1,496,282
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Marte, you are so right. Prospecting must be ongoing, whether we are busy or not.

Jun 05, 2015 08:08 AM #3
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Mike Cooper The only good time to stop is when you're ready to stop - permanently. 

Troy Erickson Yes - trying to get it done one letter or one email at a time is a recipe for failure. 

Beth Atalay Absolutely - your bank account doesn't like excuses! 

Jun 05, 2015 09:24 AM #4
Rainmaker
335,661
Jenna Dixon
DRA Homes | Cobb County Real Estate - Marietta, GA
Empowers You With a Better Real Estate Experience

Here I sit, new listings coming on, buyers & sellers under contract, closings scheduled...prospecting at 8:33pm on a Friday.  I am not planning a starvation winter, no thank you!

Jun 05, 2015 10:33 AM #5
Rainmaker
2,667,263
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

This is great advice, Marte.  I try to do most of my planning and tactics in Dec/Jan so that then I just need to schedule/execute later.  I set up a calendar to do this.

Jun 05, 2015 11:07 AM #6
Ambassador
3,085,237
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

I prospect every day and enjoy a nice year round business as a result.  Still have seasonal rushes, but never a time with no business.

Jun 05, 2015 11:12 AM #7
Ambassador
2,188,882
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

You couldn't be more right. This is a great reminder to all of us how it's important to stay in touch even when we are super busy. 

Jun 05, 2015 11:17 AM #8
Rainmaker
712,268
Andrea Bedard
Thompson Company, REALTORS® - Silver Spring, MD
M.A.; REALTOR® Silver Spring, MD and beyond

I am so guilty of that Marte and I do not have a good system in place. I am working on time blocking for starters.. if I can keep that going, I am hopeful I'll do much better prospecting when I'm busy.

Jun 05, 2015 12:10 PM #9
Rainmaker
596,993
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

ugh....today, after this week, seeing this post...

really, is God trying to knock me over the head.

Very true.

Jun 05, 2015 01:24 PM #10
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Jenna Dixon Good for you! Starvation winters are no darned fun!

Debbie Gartner You're so well organized that you put the rest of us to shame - me anyway!

Chris Ann Cleland You're sure to experience those seasonal rushes - but good steady business is a comfort.

 

 

Jun 05, 2015 01:32 PM #11
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Debbie Laity Yes, busy is an excuse, but it doesn't make up for the lack of business come fall and winter. 

Andrea Bedard Once you have some systems in place, it will get easier.

Claude Labbe It sounds like you had a brutal week... I'm sorry! 

Jun 05, 2015 01:34 PM #12
Rainmaker
2,667,263
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

LOL I wish I was more organized.  I'm getting better each year, though.

Jun 05, 2015 08:09 PM #13
Rainmaker
2,889,176
James Dray
Fathom Realty - Rogers, AR
Exceptional Agents, Outstanding Results

God morning Marte.  Could not have said it better myself.  Of course I wouldn't try like you just did...   Just don't have the skills like you do...

Jun 05, 2015 08:30 PM #14
Rainmaker
1,428,378
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

Yes, this is so true. I'm seeing a lull in my new clients now and I know in a month or two my current deals will wrap up. So I've been making a lot of calls/contacts in the last few weeks to improve future business.  I don't like lulls.

Jun 05, 2015 09:02 PM #15
Rainmaker
1,225,028
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

I swear you've been talking to my wife (my marketing assistant), Marte Cliff!  She's been on me about this very thing, as of late ... because I HAVE been crazy busy.  Great to be sure ... but it does prove challenging to find the time to do that prospecting needing to be done.

Your post serves as a great notice and reminder to those blessed enough to be busy and be enjoying improved business ...  

 

                                              FEATURED  IN  BANANATUDE!

 

                                           CONGRATULATIONS!  WELL DONE!

 

Gene

Jun 06, 2015 12:29 AM #16
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Debbie Gartner You are far more organized than I am.

James Dray Thanks - and I'll bet you could have said it just as well!

Kat Palmiotti Lulls are no fun. Feeling like you have to start all over is no fun. It's far easier to just keep things chugging. 

 

Jun 06, 2015 01:27 AM #17
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Gene Mundt, Chicago-area Mortgage Lender - www.genemundt.com If you're busy now it's a reminder to do what you need to stay busy later. If you're not busy now... it's a reminder to do something about it! 

Jun 06, 2015 01:28 AM #18
Rainmaker
2,250,139
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Marte. You are so right, I never let up on my blogging and networking efforts, it continues to pay off.

Jun 08, 2015 08:51 PM #19
Rainmaker
1,532,032
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Joe Petrowsky None of us can afford to let up, and when something happens that keeps us from marketing for just a week or two, it shows. 

Jun 09, 2015 03:47 AM #20
Ambassador
3,982,889
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

It is in those busy times that it is so important to keep in touch and put your name in front of people. It is too late and will cost you if you wait until you need something to do. 

Jun 12, 2015 03:27 PM #21
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