Paint a New Month

I recently did some painting in my house, and the new energy created from a fresh coat of paint on a bedroom was impressive. First I hadn't realized what a difference a new color would make, and second, I had failed to consider how fatigued the old paint had become. After thirty days of hard work, schedule shifts, client issues, and our own unmet expectations, the current month can feel like that old bedroom - in need of a new coat of paint.

Perhaps this is why I find it very motivational when the calendar turns to a new month, consider November for example :) As we begin this month, there are two things on which we can count: First, November is a critical month in the annual cycle of real estate success, and second, prospects are going to begin to say, "I think I will wait until after the holidays to make a decision."

For today's post, let's consider the opportunities of November. This month offers a terrific time to lay the foundation for a successful 2010. Yep, 2010. In fact, the best salespeople know that their sales results in 2010 are already under way. Remember that the closing results that a real estate agent experiences this month are generally the result of activities committed in the past 90 days.

What are the key activities for November? Here are a few things to consider:

1. Make a sixty day schedule and task list: With the upcoming holidays (very good and pleasurable interruptions), be sure to define what you want to accomplish. For example, Thanksgiving is a great holiday to demonstrate your appreciation to this year's clients and those who made referrals to you. Could you make time to write a note to each client (1-5 per day depending on your closing volume) from this year and let them know how much you appreciate their business? November also provides a time for a more casual approach to re-connect with key members of your network. With whom have you become a bit out of touch? Be sure to schedule a coffee meeting or lunch appointment to re-engage. Define who needs your time and make it happen. For yourself, when would you most like to not work in November and December? Make sure you block it out on your calendar as an appointment with friends, family, or yourself. With three to five key activities in mind, you will be able to make the most of this sixty-day period.

2. Marketing, but differently: November and December marketing activities must get outside the routine in order to receive notice. One online estimate indicates that the U.S. Postal service will deliver 20 billion letters, packages, and cards between Thanksgiving and Christmas. It is easy to get lost in that tidal wave of correspondence. So how do you get the attention of your audience? Contemplate and discover what works for you, but the point is to make sure that you try a few different and creative approaches with your marketing in December. For example, consider working your marketing in November with lots of phone calls, brief meetings, and delivered gifts to key contacts. Its called face-time! Maybe you could sponsor a two hour shift at Starbucks and invite 20 key contacts to drop in during that time to meet with you. After all, most of our active client business may taper this time of year so invest the time in prospecting. December may be a good month to communicate more online with social networking. Are you struggling to post with significance on Facebook? Do some reading, follow a successful model, or just ask for help within the forum. For January, do the work now. Most of us will be in vacation mode gorged with holiday parties, foods, and bowl games during the final two weeks of the year. How to make a track start for 2010? Do the work now. Go ahead and create your January mailer in November and que it up with the vendor for delivery on January 2nd. You will be the first impression of they year.

3. Rest: Rest comes in two forms. One format is to cease from work. You don't have to completely disengage from work, but November brings us into the two slowest sales month's of the Triangle sales cycle. I never intend to discourage those who want to make things happen during these months, but if you find your pace too fast and you have the results to support yourself, then November is a logical month to decrease your work activities and take some rest. A weekend vacation, visits with family, or just an extra thirty minutes of sleep each day may be in order for you to rest. A second form of rest is recreation. Consider the word like this: RE-creation. How can you re-create yourself? What do you need to re-energize, gain enthusiasm, or re-establish a healthy outlook? Take stock of your accomplishments. With this year's market dynamics, it may not be the best year ever for seasoned agents, but appreciate what you did accomplish. What behaviors will help you re-energize for the holidays and next year? Instead of plowing blindly into the seasonal celebrations, take a step back to rest and make sure you are capable of enjoying them. Be intentional with what you want to accomplish.

Okay, so November is here and already a few hours old. Set aside some time today to chart your course for this month, be sure to throw in a a few different activities, and block off time for rest. And remember, you can see 2010 from here.