December Realtor – Do’s and Dont’s

Many times real estate agents shut down during the month of December, but there are a lot of things you can do as a Realtor to be productive and get ready for next year. Wrapping up the current years business and organizing for next years is a natural flow and makes good sense. Reflection on things that worked, as well reassessing things that didn’t can make a huge difference in your day to day business, especially when things get busy. Realtors that have been around for awhile know that being consistent is one of the key elements to a real estate career and consistency comes from systems. If you subconsciously or consciously thought you would take the whole month of December off….think again.

If you want to be successful at selling real estate, putting in a 40 hour work week is essential, it just may be that your work week in December is different – not non-existent. Just be purposeful, lets just call this time of December an at home work retreat to focus on your business practice.

Here are some ideas for December:

• Make sure your bookkeeping is up to date – register bank items, reconcile accounts and prepare documents for next seasons taxes. Still time for last minute adjustments.
• Create next years business plan (Tom Ferry has some great info called “Your Best Year Ever”).
• Organize your Database/CRM (Client Relation Management). Really get your categories down and get an actual number to your groups – this will help you budget and plan your marketing. I use Realty Juggler and it has all the bells and whistles. Its supper easy and it is only $99 a year, plus you get a free 3 month trial.  On my Facebook page dated October 19th I have a link that will give you another 2 months.
• Put together a detailed marketing plan for next year.  For each month decide what groups you will be marketing to (Database, Personal Circle, Past Clients, Geographical Areal/Farm). Now decide how often each month you will be contacting them and by what method. Will you be sending postcards, letters, emails, social media, and don’t forget phone calls.
• Order items that you know you will need-business cards, signs, postcards/mailers, directionals.
• Practice scripts – There are a ton out there for free, but it is all about getting comfortable with them so practice, practice, practice.
• Education – Get your continuing education done or watch videos that will get you excited about working. I love Kevin Ward videos-in fact, if I am going to go door knocking or cold calling I will often watch one of his quick 3 minute videos to get focused and pump up.
• Create some marketing packets to deliver to FSBO, Expired, and other prospects. I have some nice packets that have a few little marketing odds and ends such as pens, notepads, business cards, some partner flyers and then some helpful real estate brochures.
• Update your listing presentation.
• Get a book that will stimulate ideas, encourage and motivate you.

If the stay at home vacation reaches its max and you need some social interaction (because we know that most Realtors are 99.9% social beings)

• Network with other agents, brokers, lenders, and title.  Create some partnerships where both parties give each other referrals. I get great ideas all the time from others in the business.
• 5-5-4 Daily – Talk with 5 past clients, Make 5 new connections, and 4 lead follow ups.  Don’t skip over the part that said “Daily”.

If you are having trouble being motivated, get a real estate friend to do these ideas together or to keep each other accountable and remember that whatever you put your hands to will be prosperous.