The Most Important Time of the Year

I have to admit, during the peak of my selling days, I usually just coasted through November and December.  If  I had banked enough closings, you weren't going to see me to often in the office during those last 8 weeks of the year.  I wasn't working very much or with much intent.  Big mistake.  That always left me scrambling in early January.  My sense of fear about an empty pipeline was a very unhealthy way of launching each new sales year.  Kind of like getting the shock paddles to reboot my stalled prospecting heart. 


Recently I spoke with a successful agent about the seasonal trends in the Triangle real estate market.  She said something important: "I consider November and December to be the two most important months of the year for my business."  I asked "Why?"  She explained that she does intensive prospecting during these months.  It builds the foundation for the first half of the upcoming year.  Smart agent.  


So how do you do it? Here's a few tips:

• Get on the Party Train.  Host parties, attend parties, and even crash parties.  Make as many contacts as possible.  Consider it part of your daily work schedule, and portion your energy accordingly. 
• Party Speech:  How to you make a great impression at the Party? Stay away from the lamp shades and make sure that you have a memorable and powerful answer when someone asks, "What do you do?"
• Follow Up:  make a goal to collect three new names at every event.  Follow up the very next day with some nice-to-meet-you correspondence. Make sure those new names get into your database.
• Be Giving:  find ways to contribute.  It doesn't have to be a purchase, either.  Show up early to help, stay late to clean, volunteer some time, or even better gather a group to volunteer with you. 
• Clean Up that Database:  add, delete, and update your most important asset.
• Have A Lunch or Coffee Every Week:  meet past clients for end-of-year review or just to catch up and say Abundant-Thanksgiving-Joyful-Hanukkah-Merry-Christmas-Best-Wishes-Kwanzaa-Happy-NewYear, and enjoy the football.  
• Key Contacts:  provide a special gift, drop it by their office and never stay long, 5 minute maximum.  Your gift and thoughtfulness will be what lingers.
• Plan Ahead:  after making all these contacts, determine who needs follow up.  Have your plan scheduled for your return to work in early January so you KNOW what you're going to do on day 1 of 2011.  

There you go, some key ways to capitalize on the holiday season.  It's the most important time of next year.