Seven Steps to Ensure a Strong End to Your Year
Posted by Rich Levin at 9/29/2010 3:14 PM 
Categories: Lead Management, Planning
Tags: real estate rich levin 3rd quarter prospecting business planning marketing
Categories: Lead Management, Planning
Tags: real estate rich levin 3rd quarter prospecting business planning marketing
1. Get active. Call the leads that you already have. Hold Opens. Go to picnics, parties and events. Visit or call past Clients. Call on Expireds and For Sale by Owners. Be active every working weekday.
2. Don’t get sloppy or inconsistent with your prospecting and marketing. Or if you have been sloppy about it during the year, then tighten it up for the next sixty days. (You’ll have built a better habit after sixty days that will continue.)
3. Look at what has been working best this year in your business and be sure to keep doing that. This is the time for consistency. This is not the time to start a new venture unless you are also able to keep your consistency and momentum. If your direct marketing has been generating a good response, stay consistent with it to the end of the year. If your search engine optimization or your Ad Words campaign has been generating lucrative leads then keep up that campaign. Prospecting activity, networking, open houses, past Client calls, whatever has been working choose to stay consistent with it through early December.
4. Lead follow up is crucial during this time. Follow up more conscientiously on leads. Use the phone not just e-mail. Get back to everyone that said they wanted to wait and see if waiting is still in their plans or if they are ready to proceed. All Agents have a flow of leads that have been in a waiting pattern for one reason or another. The fall season is the perfect time to touch base with them.
5. Remind yourself of why you want to be successful in Real Estate? How will you benefit? Who else will benefit? How will you feel if you succeed? How will they feel? How will you feel if you fail? What effect will that have on them?
6. Keep up or start up your marketing; direct mail and/or web. Send at least two mailings between now and year’s end. Whether you e-mail blast, blog, are active on social media, or optimize your search positioning organically or sponsored; keep it up or start it up, now.
7. Have monthly goals and an annual goal for this year. Set goals for how much business you will put in contract each month to the end of this year. (Then in December set the same for all of next year.) Remind yourself of your annual sales goal. If it is out of whack based on what you have done so far this year, then adjust it and then keep it in front of you for the rest of the year.
2. Don’t get sloppy or inconsistent with your prospecting and marketing. Or if you have been sloppy about it during the year, then tighten it up for the next sixty days. (You’ll have built a better habit after sixty days that will continue.)
3. Look at what has been working best this year in your business and be sure to keep doing that. This is the time for consistency. This is not the time to start a new venture unless you are also able to keep your consistency and momentum. If your direct marketing has been generating a good response, stay consistent with it to the end of the year. If your search engine optimization or your Ad Words campaign has been generating lucrative leads then keep up that campaign. Prospecting activity, networking, open houses, past Client calls, whatever has been working choose to stay consistent with it through early December.
4. Lead follow up is crucial during this time. Follow up more conscientiously on leads. Use the phone not just e-mail. Get back to everyone that said they wanted to wait and see if waiting is still in their plans or if they are ready to proceed. All Agents have a flow of leads that have been in a waiting pattern for one reason or another. The fall season is the perfect time to touch base with them.
5. Remind yourself of why you want to be successful in Real Estate? How will you benefit? Who else will benefit? How will you feel if you succeed? How will they feel? How will you feel if you fail? What effect will that have on them?
6. Keep up or start up your marketing; direct mail and/or web. Send at least two mailings between now and year’s end. Whether you e-mail blast, blog, are active on social media, or optimize your search positioning organically or sponsored; keep it up or start it up, now.
7. Have monthly goals and an annual goal for this year. Set goals for how much business you will put in contract each month to the end of this year. (Then in December set the same for all of next year.) Remind yourself of your annual sales goal. If it is out of whack based on what you have done so far this year, then adjust it and then keep it in front of you for the rest of the year.
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