Four Opportunities Agents Miss Every Year
Every year there are four important time periods that agents don't take advantage of. There are any number of reasons why agents skip out on them - they are tired, burned out, or simply don't have a system or structure in place.
As you read my Zebra Report this week, I want you to think about how each of these opportunities might impact and benefit you over the coming year. I would love to hear from you a year from now, about how an opportunity you are no longer missing has made a change to your business. These four opportunities are simple to implement and will pay off in spades, but only if you approach them with intent and determination.
Opportunity #1: Holiday Down Time
The next three weeks are a gift to you and your business. Chances are, this is usually a quieter time of year for you. Many agents like to fill this time with relaxing activities and holiday tasks. However, they are worrying about their business pipeline the entire time. They feel like they should be working, but they aren't doing anything really productive.
Now, I am not knocking quality time with family and friends, but if your time around the holidays feels like a never-ending to-do list with added worry building-up in the background, I suggest you evaluate that list and remove some stress. Then, take a look at your schedule. Is there any room to add in some time for activities that replenish your energy bank? This is the time of year you need to recharge for the months ahead. Don't feel guilty - you NEED this time!
Opportunity #2: Connect with Predictions
This year in particular provides you with a unique opportunity to be a leader by sharing your voice and expertise. 2022 was a tumultuous year for real estate - be the calm voice of reason and your clients will respond!
I have been researching and developing real estate predictions for over two decades and I make them available to my Club Zebra members. Members can download those here (you may be asked to sign-in first). You can customize as you like, and then send them out to your clients. If you want to become a member, start here. Of course, if you have your own predictions, please go ahead and use them.
Here's another opportunity for developing your predictions expertise! Come to my State of the Market presentation at the 2023 Real Estate Success Summit and I'll be sharing all my predictions, with tons of talking points for your clients and amazing information that will help you steer your business in the coming year.
Opportunity #3: Reconnecting with Past Clients
I cannot tell you how important this will be in the coming years. This is the perfect time of year to reflect, with gratitude, on the gift of your past clients. I encourage you to make a plan for reconnecting in a very meaningful way with your past clients in 2023 and beyond. Some of that groundwork can be laid during the holidays by way of sending a personal message - not a generic text or an email; I am talking about a written card, a phone call, a personal video, or a live connection.
One idea - send out predictions via your newsletter and then follow up with a phone call to see if your clients have any questions. A personal connection two-for-one!
Opportunity #4: Past Client Home Buying Anniversaries
If you don't have a system for recognizing past client anniversaries, make 2023 the year you start.
Creating this system is a great idea to take on during holidays down time. It shouldn't take you very long to do this, but if you need your brokerage to generate a past client report for you, ask for that now rather than assuming someone will be available to do that for you over the holidays.
Once you have this list, split your list up into the months that your clients closed, and then handle this on a once-a-month basis. Once you have your monthly list, determine what you want to do to celebrate. There are no shortage of ideas out there:
- A hand written notecard
- Personal property report (like an Annual Client Review)
- A gift - food basket, s'mores kit, potted plant or hanging basket, pie, or some other household gift, or even a gift certificate to a local restaurant
- Personal phone call
- Invitation for a one-on-one property review
Make this coming year your "Year of Meaningful Connections," especially with past clients. Determine a plan for connecting and use your down time effectively this year to make a plan, reflect, and replenish your energy. Start off your 2023 strong!
By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.