Four Opportunities Agents Miss Every Year

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The Lones Group, Inc.

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.

The Lones Group, Inc.

Comments (19)

Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Wow Denise great blog to share with us here in the Rain.  Can I reblog it sometime?


Dec 16, 2022 10:52 AM
Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em:

Thank you for sharing the information. Buyers and sellers in your area will benefit from your expertise. Wishing you continued success.  Have a wonderful day and sell a house.  bill

Dec 16, 2022 11:49 AM
Ed Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

This an ideal time of year to clean up old business and get started on what needs to be done for the New Year. 

Dec 16, 2022 01:42 PM
John Pusa
Glendale, CA

Hello Denise Lones these are very good opportunities agents should not miss every year.

Dec 16, 2022 02:46 PM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

These are all good opportunities - and I'd say that #3 should be done all year long! And I do have to work on #4.

Dec 17, 2022 05:32 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

hI Denise- it's the time of year when you can be as busy as you want. Even if activity may be slower for you there are many things you can do to make the coming year better. 

Dec 17, 2022 03:43 PM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

I think #3 is a pretty good place to start!, I have all my client anniversaries in my CRM and send cards and emails for years!

Dec 17, 2022 07:35 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

You may actually want to put this into a list article to make it a little more evergreen in that way. This was a good post

Dec 17, 2022 09:54 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Does anybody on here know why I keep missing punctuation? This is really weird

Dec 17, 2022 09:55 PM
Buzz Mackintosh
Mackintosh REALTORS - Frederick, MD
“Experience, reliable, leadership”

A great list to set your goals /  new years resolution to make 2023 a great one! 🍸🍾

Dec 18, 2022 04:54 AM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Reconnecting with Past Clients. I have to admit I am not as good as some other agents. People go to open house strike a conversation with the realtor and forgot last one.  

Dec 18, 2022 06:26 AM
Margaret Goss
@Properties - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

#4 is something I've done for years. I add the anniversaries to my phone a week before the date so I have time to send something out. I can't tell you the clients that have responded to that one activity.

Dec 18, 2022 01:33 PM
Matthew Klinowski, PA
Downing Frye Realty - Naples, FL
Naples Golf Guy | Find Your Dream Lifestyle

Great tips for reconnecting with clients. Thanks for sharing.

Dec 19, 2022 05:47 AM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Denise,

These are great ideas to take advantage of during this slower season. 

Dec 19, 2022 06:26 AM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

Thanks for some great ideas, I love the organizing to celebrate past client purchase anniversaries. I think I am going to add that to my repertoire for this coming year.

Dec 20, 2022 06:44 AM
Leslie Fisher
Compass - Charlotte, NC
Real estate lawyer

Thank you for an interesting post!

Dec 21, 2022 08:26 AM
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

I don't think I would have had my successful career if I missed any of those things.  I don't "per say" predict the market, but I have my finger on the pulse and always know the direction.  I have always taken lengthy don't think about real estate vacations with qualified people covering my clients to relax and enjoy life, what's the point of all the work if you don't have time to enjoy it.  We have an annual "new adventure" every year. And of course I keep in touch with past clients and have a crm that reminds me of their house anniversary and their birthdays a few days in advance.

Dec 21, 2022 11:50 AM
Ray Henson
eXp Realty of California, Inc. (lic. #01878277) - Elk Grove, CA

Thank you for the tips.  This is an area that I can really improve upon.

Dec 24, 2022 08:46 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Thanks for sharing these four items . I have been a firm believer of #1 that 12/21-1/15 is mine . I use it to recharge  

Dec 24, 2022 11:17 AM