Ready or not, here they come – the holidays! Since completing another fantastic JumpStart Workshop a few weeks ago, I feel as if I've been playing constant catch-up. Some days it seems I'm running full speed only to end the day farther behind. Sound familiar?
The holidays come, so we might as well make the most of the time. Here are a few tips that will help you not only survive, but thrive through the end of the year and beyond. First – how to deal with a reluctant seller. Then second – and just as important – how to keep yourself from becoming overwhelmed during this last month of the year.
Holiday objections – we've all heard them from sellers. They wonder if they should skip the holidays and wait until the first of the year. The real story is that new properties on the market in November and December get much better exposure than they would in other months of the year.
How can that be? While it's true that February and March produce the highest number of home sales, but November and December have the best exposure compared to other months of the year according to real estate industry research. For your sellers this means that if they list their home during November or December they have a much greater potential for exposure within the first 30 days than they do during the rest of the year. It's simple - there are fewer homes listed during this time, so there is not as much competition.
Another point in your seller's favor – buyers may be motivated to buy NOW. People buy homes throughout the year for a variety of reasons, but only a few buyers can shop for a home when they please. Families with children may want to wait until summer when schools are out, but what about transferees? They may be out of a job and can't wait another six months to move. People who are out shopping for homes in the winter tend to be serious buyers. Likewise, singles, couples, and empty nesters may have the time to shop for a home during the holidays when there's less competition.
Interest rates have dropped. The slowing economy has made it more favorable for buyers to find a great rate on mortgage loans; as the economy recovers, rates will almost surely go up again. When you talk with sellers who want to take their home off the market during the holidays, remind them that this won't save time or money, only postpone their dreams and possibly miss the interest rates that will attract buyers. Remind them that they can always negotiate terms for their own convenience so they don't have to worry about moving during the holidays.
And remind sellers also to use the holiday spirit to help sell their home. You decorate for family and guests, why not for buyers, too? Tasteful decorations will make the home more charming and inviting.
And now for tips on surviving the holidays on a personal level.
1. Under promise! Decide what your priorities are for this period and put them in order from high to low. Then commit to 75% of what you feel you can do and let go of doing the bottom 25%.
2. Use “NO” as a complete sentence. You don’t need to explain why you aren’t available. If someone persists, just say, "I have another commitment," (even if the commitment is going home to put your feet up in front of the fire.)
3. Let go of expectations. Instead of having high expectations, shift to being grateful to whatever comes to you this holiday season. Sometimes life’s most difficult times and lessons turn out to be our greatest gifts and teachers.
4. Don't become attached to an outcome. Stress often occurs when we have attachment to how people will respond. Stay focused in the present moment and enjoy it for the gifts it contains. Your holiday experience will be much more positive and will seem less like an obligation.
5. Be willing to give to yourself. During this hectic time of year, schedule time for you. Give yourself gifts of laughter and song; these are great ways to chase away stress away.
Whatever the holidays bring to you – and to your business – keep that positive attitude. What you think is what you will create; make sure it's the success you want.
As the year winds down, I'm planning for 2009 and some exciting changes. I'll be back with details after we celebrate the new year, so please stop by. In the meantime, have a wonderful, warm, and hopeful rest of the year.
Coach Patti
Patti Kouri, Accelerated Performance Coaching
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