Want to Know the Most Important Time of Year for My Real Estate Business?
We are approaching the single most important time of year for each of my 20 years in the real estate business.
As the listings and sales season start to temper we have the tendency to want to take it easy and relax but I am here to say...
NOT JUST YET!!!
This was the time of year where I took full advantage of my time and made the most of the market season.
The first item in November was to sit down and write my year in review letter. I made a list of all the events and activities personally and professionally that happened to me and my family. I would write about my hobbies, my travels, my children and their activities, my wife and her year and all our successes and challenges in the past year.
We are in the relationship business and this letter invited my clients in to my personal and professional life. This helped deepen our relationship and find more items we have in common. They loved to read the letter every year.
The next item was to have all my calendars delivered into the office by the middle of November when I would take my database and make a list of names and phone numbers of all my A and B clients. These are the people I would want to personally see from Mid November until Mid December... this was usually about 75 to 100 clients.
I would place the calendar and year in review letter into a large envelope and label all the names from my yearly visit list. If you prefer it also works well to write a Christmas Card or order a Day timer instead of a calendar with your year in review letter. Keep in mind the calendar is not the secret weapon to my success. Feel free to be creative too... it's all about the relational contact and something to put in their hands to be Top of Mind.
The final item was the small holiday gift. I chose Poinsettia flowers or home made spiced apple cider mix, peanut brittle or Purdy's chocolates... I tried to maintain about a $10 item budget.
Now I have my Santa client pack ready and then came the most important part of all...
...Booking the appointments.
I would then take the time to personally call and set up a pop by holiday visit to their home. They would be an hour visit. I would let them know when I arrived that I had another visit within an hour so couldn't stay too long.
TIP - let them know why you are coming.
If I called and left a message they wouldn't call back?!
When I called again I said I had a little something for them for the holiday season and they would say "oh, we thought you wanted to sell our house and were not interested so didn't call you back"
The 30 day festive client visits were amazing. Clients were so surprised and would tell me they never thought they would see me again after our last real estate transaction.
They were so pleased with the letter, calendar and small gift but most important was the gift of my time!!
Ken Blanchard wrote in the book "The Generosity Factor" that we all have gifts to give.
Our Time, Touch, Talents and Treasures.
Never underestimate your greatest gift of "TIME"... your most precious commodity.
Don't just swing by and drop the items off.
Stop and give the client your gift of time.
This activity alone would set me up for a good month.
If you don't think it's worth the bother consider my February with 27 deals in 28 days and all of it from these appointments, leads and referrals for real estate from taking the time to share with my clients prior to the holiday season.
I can't tell you enough what this will do for your waist line, all those treats .....I mean you and your business but most important your relationship with your clients.
Strength and courage,
Wade
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