Fall is here and for many of us, that means less activity in the market – so what can we do to keep the leads and sales flowing? Focusing on what works with all of the noise that bombards our senses on a daily basis becomes more difficult when leads slow down. How we handle ourselves right now plays a role in our business next year as well as the remainder of this one.
The keys to finishing the year strong with momentum to start the new year, in my opinion, are to focus and to get back to basics. Start by setting aside a few minutes early each day to lay out what you need to do and what you need to accomplish. Focus on those items. Setting aside this time each day helps to slow everything down and makes each task more manageable. This will give you the ability to handle your goals easier. Next, and most important, is going back to basics. You know – what is proven to work.
When the market slows, we tend to be reactionary rather than purposeful. This leads us to try new ways to drum up business, but it often wastes are time and leads us down a path that isn’t as successful as some things that we already know work and it takes away the precious time we needed to use on what we know works.
So what is it that we know works? It’s simple really; calling people. When business slows, more than anything else, we need to call people; old leads, new leads and past clients – it’s time to pick up the phone! Now is the time to reconnect with those that we have done business with before and to reach out to the leads that we haven’t yet converted. It is not the time to market passively. When you call your past clients, we often lose focus of the purpose of the call and you can’t afford to do that. Call them and say hello, but start the conversation by saying something like “Hi John, it’s Ryan. I hope you are doing well. Before we get started, I want to let you know that I’m calling about business today. I’d love to chat about your home, but as you know, business slows this time of year and I was wondering if might know of anyone who might need my help buying or selling their home.” This puts the phone call where it needs to be – on your business. Your past clients actually really appreciate these kinds of calls – provided you did a good job for them. You did do a good job for them didn’t you? I promise – it isn’t as scary as it sounds and if you want to stir up some business, there is nobody better than people you have already worked with! Don’t forget that you need to connect with new people too so make the most out of all of your calls.
Call reluctance is a recipe for failure in real estate. Reliance on email alone in a time when business slows will result in lagging sales that we can’t afford. Calling your leads is the best opportunity for more business. Set simple goals that you can achieve. Make it your plan to talk to 10 people live on the phone 5 days a week. It will act as a catalyst for generating new business. It’s the best method to increase your sales and it’s also the hardest thing for many of us to do, but to make the most out of a slowing market nothing beats making a phone call.
We all know it’s slowing down generally, but that doesn’t mean it has to slow down for you. Concentrating on the most important part of your business right now is the best way to make sure you have business in the coming months.