Well… Fall is now here and Winter will be here before you know it. I always find it crazy how fast the year flies by and 2018 is no exception.
We are just a few weeks away from the BIG opportunity that we all experience in every single market across the United States. As the Holidays approach, most of your competition will slow down and won’t bother advertising or calling many prospects. They will assume that everyone will stop buying and selling until after the New Year is here.
Frankly speaking, this is a HUGE window of opportunity for you. Not only can it make the next couple of months the most profitable of your life, but it can also give you a dry-erase board FULL of pending transactions for the beginning of the new year.
Agents always find it shocking when they do a little exercise I always recommend to them. You should try this yourself. Look up the total number of closings in September or October, then look up the total number of closings in December. They are nearly the same!
Yes, people are buying properties immediately before and after Thanksgiving Day. Yes, they close on homes on Christmas Eve, the day after Christmas and on New Year’s Eve. Business just keeps moving and you are lying to yourself if you think it’s slowing down because it’s the “Holiday Season”.
I learned about this phenomenon during my first year in real estate as the wise old veteran in our office sat me down and told me about this little secret, then printed off the stats to show me the proof. This agent’s name was Ed and he’d been a top producer for over 30 years. He was nearing retirement and was helping me to become successful as he always called me a “maverick”. I took it as a compliment and he seemed to really think I had what it takes to become a successful agent.
He told me that my goal should be to make December my best month of the year. He said if I started really working hard in October, I’d see a huge December which would naturally have several prospects that roll over to January. And MAN was it amazing what I accomplished! Ed encouraged me to just laugh on the inside when I’d hear everyone else in the office saying that people were waiting until after the Holiday’s and that they were taking time off or going on vacation. He said that was not only what THEY were doing, but what ALL of the agents in town were doing. Meanwhile, the same number of buyers and sellers were closing on homes!
So this window of opportunity is opening for you right now. Will you slow down? Will you keep doing what you’ve been doing? Or will you kick it into high gear and capitalize on this?
I know it seems kind of early to be talking about this but you really need to think about your PRECISE financial goals for 2019 because you can’t start pushing towards them after January 1st. Most of what you do from this point forward is positioning you for 2019 income so you have to get rockin’ with this stuff right now!
Unfortunately, I find that a lot of agents set a New Year’s Resolution to have a much better year but if you start that hard work and focus in January, you won’t see the financial gains until the second quarter! Why not start right now? Why not make $40,000 to $60,000 during the first quarter, then let those January efforts kick in for the second quarter?
It’s all about planning and developing your specific blueprint to follow each day. We will be discussing a lot of this at our Coaching Retreat this month and you’ll see some examples of exactly what you should be doing. Not only should you be doing these things as the end of the year approaches, but also as the market begins this crazy slow-down we are starting to see. YOU need to know how to INCREASE your business and your deal flow even though others will come to a screeching halt. Let me know how I can best help you here.