How Do I Finish 2018 Strong?

finish strong in real estate 2018I always remember this time of year when my family always said to me “Dad, when you’re too busy you’re freaking out and when you are too slow you’re freaking out. You’re always just freaking out!” Being a chapter member of the control club it is so hard to remember what is in my control and what is out of my control, when you are someone like me who believes I can control everything.

Ugh!! This is the time of year and season in real estate that is typically slower and consumers tend to not be as much in the buying and selling mindset and that my friends is out of our control! What is not out of our control is what we do, what we think, what we say and what we believe is to be true. I love the photo of the small goldfish with a shark fin attached to the top of itself. It kind of reminds me of real estate agents at this time of year. We are either the gold fish and being eaten or we are the shark fin and we are the one that is eating. Right now ask yourself, which one do I see myself as the goldfish that is being defeated and eaten or the goldfish with a shark fin and is rising up and taking what it deserves? What is your mindset? How do you see yourself right now? What do you believe about yourself? What is your inner voice saying about you and real estate? What do you hear others saying about yourself? If I can encourage you to take control of one thing at this time of year about yourself personally and professionally, then take control of your mindset! If you can’t buy you then who will be able to buy from you?

I am reminded of the story where the British shoe company sends two shoe salesmen over to Africa. They wait a few days and call the first salesman and he reports back to head office that it is a waste of time here because nobody here is wearing shoes and I am heading back. Then they call the other salesman and he is so excited because the opportunity is beyond belief because literally nobody here is wearing shoes! It is the same for us in real estate at this time of year. We can think it is over and this is it for me and my business or you can think this time of year is the greatest gift and that the coming year is going to be my best as agents leave the industry and it moves to a professionals market. Now that we have our thoughts and mindset in check for the balance of 2018 let’s look at activities that will help us finish the year strong!

How to Finish Strong in 2018

1.)    Low Lying Fruit – What would help me get paid today??

a) Get A Listing
b) Get A Price Reduction
c) Present A Reverse Offer To Interested Buyers
d) Find Something For My Hottest Buyers To Buy
e) Get A Buyer To Sign An EBA
f) Get A Private Seller To Sign A Fee Agreement or Exclusive Listing and find them a buyer

2.)    Now More Getting Lucky – Time to work on
a) Seller Counselling Skills
b) Buyer Conversion Skills
c) Questioning Skills
d) Presentation Skills
e) Pre Listing Packages
f) Pre Buyer Packages
g) Closing Skills
h) Advisor Skills

3.)    Full Contact Sport
a) Present Offers Face To Face
b) Present Counters Face To Face
c) Get Signatures In Person
d) Take Clients Their Paperwork In Person
e) Meet Your Clients At The Office For Advisement Session

4.)    The Gift Of Time
a) Coffee, Lunch, Breakfast
b) Pop By gifts
c) Calls, Texts
d) Calendars, Christmas Cards,
e) Hand Written Notes
f) Client Event g) Complimentary CMA
g) Business Directory Book
h) Santa Visits

5.)    Face To Face Activities
a) Open House
b) Mall Kiosk
c) Door Knock ( Just Sold, Bona Fide Buyer )
d) Networking
e) Volunteer

6.)    Planning 2019
a) Business Plan
b) Marketing Plan
c) Budgeting
d) Track, Plan, Measure
e) Implementation Execution

7.)    Make a list of activities that generated your business this year. Now go do what already has made you money and do more of it!

Let us recap…..Change Your Mindset ( Hunt or be hunted! ) Worry about the things you can control and not the things you cannot control. Get Face To Face, STP (see the people), Implement & Execute ideas are useless. Do what you already know works. Back To Basics. Practice Your Skills vs. Being Lucky. Be Intentional, Strategic and Planned. Do More Of What Worked. Give Others Your Greatest Gifts (Time, Touch, Talents and Treasures).

Strength and courage,
Wade