The first week in January it was obvious that Buyers were coming into the market at a pace we haven’t seen in years.  It was apparent between Christmas and New Year’s Day for those working during that time.

So, on my free Daily webinars (www.FreeCoachingWebinars.com) I advised Agents to make contacts with:

1.      People who you were showing houses to in 2011

2.      People who said, wait until spring

3.      Your sold Clients from 2011

4.      Your referral sources from 2011

5.      Leads left over from 2011

6.      People you met during the holidays

Real Estate is on people’s minds.  One Agent after another related stories about getting business from these calls.  One Agent made five listing appointments in one day.  She said it was so much fun she just kept calling people; checking in on how they enjoyed the holidays and asking what their plans were for the New Year.

When they asked how the market was, she was smart to do two things.  She was very positive and she asked if they were thinking of doing something. 

The lesson is: Right now, early in the year, snow, rate, sleet, or sun, make contacts.  Be nice.  They don’t care about how you are doing until you care about how they are doing.  When asked about the market, be positive and close with a question about their plans.