9 Reasons Why Salespeople Need 2 Use Caution This wk & Through Dec.
Dan Dee McGinnis, DTM, NADOTA is absolutely right.
If you let up on marketing from now through the end of the holiday season, you're destined to have a bleak January and February. When I was a broker I saw it happen to agents every year, but they didn't seem to learn. They'd just say "Nothing is happening in December" and they wouldn't even begin to make an effort.
Of course nothing happened in December - because they didn't contact a single lead to make something happen! Then they'd spend January and February crying because they had no income.
Somehow you have to find the balance. Take a day off here and there to shop or lunch with friends, but keep working in between.
It's also not true that no one wants to buy a home during the holidays - that's just an excuse for taking the month off.
For agents who do want to keep going, I wrote a prospecting letter set telling potential listing clients why right now is a very good time to be on the market. Since these letters are only good for a short time each year, they're priced at only $17 for 5 letters. If you'd like a copy, you can find it here.
Take Dan's advice - make more contacts now than you have in the last few weeks - and start the new year with business already in the pipeline.
Because B 4 U Know it - It is the First Week of January 2016
It is all about your Focus, Thoughts, and Urgency
1. You have nothing in the pipe line.
2. You have nothing sold in the past few weeks
3. You are now down in the dumps mentally because of #1 and #2
4. It is more fun, and easier to get things going when you already have something going.
5. Being in sales you are in the most competitive work force in the world, because when you do not produce you are headed down, and when you are down, minus anything, it takes longer to get above average than it does going from average.
6. The last few weeks of the year temptation is far greater than any other time, because your friends who have a regular pay check may take time off, that does not mean you can take time off. You have to keep the wheels turning.
7. Never accept that comment from clients and customers when they suggest: "after the first of the year." because when you call them on January 2nd, 3rd, 4th, 5th, or 6th; they will give you another excuse then as well. How do I know? I have way more years in sales than you.
8. On January 2nd having transactions in the pipe line already from the past six weeks, is as exciting of a feeling as it is for your children when they go to bed on Christmas eve or wake up on Christmas morning.
9. Make it a point to make more calls, and more contacts in the next six weeks than you did in the past six weeks, and in January if 2016 is a slow start, you won't feel as bad.
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