Salescoach - With 25 years in the real estate industry, provides a range of specialist services to help you make more sales.
holiday will be just what you need, however dont miss
the chance to make sure 2004 starts with a bang.
calendar year starts to draw to a close and traditionally
there is a tendency to start the wind down in business effort
as we look forward to the summer break. In the resort towns
the teams are gearing up for their peak season as this is
when they get their turn to enjoy the prospecting efforts
of recent months. For most real estate people though there
is a break coming and a chance to refresh and relax after
a great year. This break gives us a chance to both reflect
on the past years efforts and to plan for the next.
What ever you do though make sure you stay at work until
the work period ends. There is a tendency to let the mental
focus wane as the holiday approaches.
Be sure you dont mentally go on holiday until the
In taking time to reflect on the past year consider how
you might approach next year. Now is the time to plan ahead
so that when you return to work in January you already have
you game plan in place and can start productive work immediately.
A failure to plan now could mean that you delay your production
until you get your ducks in a row and your marketing programme
waits for new material before you can launch it. The most
productive sales people plan that now and perhaps its is
a good time to suggest some strategies that will help launch
the new year with an immediate start.
1.List now to launch in January. There is
no better way to start the New Year than with a batch of
new listings that are ready to market immediately you are
back at work. So list now, prepare the marketing, book the
press space, order the signs and brochures and have them
ready to run on day 1. That way your profile and marketing
plan are launch without delay and you prosper whilst other
less motivated and organised agents wait for things to start
to happen. There is no better prospecting in this market
than large promotions of properties still for sale so avoid
the temptation to sell before you launch these campaigns.
2. Consider your personal position from several angles
and resolve to make the right changes where they are needed.
Look not just at your business plan, but at those personal
issues that need improvement. Is there a compelling reason
that makes you want to perform at a higher level? Over the
last year you may have set yourself some goals and whilst
some have achieved them and more, others may have lost sight
of them as they got caught up in the hustle of the business
in such a buoyant market. Look at things you need or want
to do and whilst you may want to avoid them until the more
relaxed and fun times of New Year Resolutions on New Years
Eve, it is more productive to look now so if you need to
prepare any special marketing tools, they can be ordered
before you go on holiday. That way there will be no delay
on your return to work. Here are a few prompter s that may
help trigger an idea for you:
Reduction of debt
Increase in investments
Save for a special event
Improve fitness and health
Better time management
Special gift for a loved one
More money in less time (Get a PA)
Better ranking in the office
3. Look therefore at any changes in your current
behaviour or time management that is required to meet these
new objectives. In looking at the improvements or changes
that you want consider if it is time to do a thorough Personal
and Business Plan. If you have tried this before and
it didnt make a difference it may be time to find
yourself a coach or mentor and make yourself accountable.
This is a great way to propel yourself forward as your accountability
to someone you respect can make a big difference to how
you choose to use your time.
4. Identify a compelling reason to perform
at a better level so you stretch your performance and try
new ideas. There is nothing like a real sense of purpose
and whilst the business plan mentioned above can list some
goals and production targets, there is nothing like a really
Compelling Reason to lift your game. So is their
something you are really passionate about that means you
have to resolve to make a difference to your business performance?
Consider what it is that you are really passionate about
and it excites you. This may be the catalyst that propels
you to the next level and beyond.
5. Prepare a Marketing Plan for you that will
launch the day your return to work. There is no point in
returning to work and then starting to create a plan. Do
it now, order what you need and have it in action for
your return to work. It is often useful to break the year
into more bite sized pieces so rather than planning for
the whole year right now, perhaps it maybe a good idea to
plan what you are doing from now until 31 March 2004. This
can also give you a focus for any awards you might be aiming
for your office or group. The menu need not be huge but
you do need to multiple choices from consider the following:
Prepare a database mail out now and print and hold, ready
for despatch a couple of days before retuning to work.
Resolve to phone all the people on your database with 28
days of returning to work.
Prepare a newsletter and have it printed ready for distribution
before returning to the office.
Plan the mailing dates for items to go to whole database
3 times before 31 March.
If you work a geographic area, or farm, print a personal
postcard (at least 10 000 the same) and plan your drop dates
and blitz the area weekly until March 31.
Prepare at least 500 Just Listed cards for each of the listings
you are planning to launch on your return and have them
ready to blitz the surrounding areas in week 1 on your return.
Order at least one other promotional tool and distribute
to both your database and geographic areas within 7 days
of your return to work.
Set aside a time slot a day for every remaining business
day in January to meet with one of your Advocates.
These are the people who refer you business or are part
of your professional affiliates network. Make sure they
know you are back at work, referring to them and looking
for the same in return.
Consider something really special and look at making a big
splash in the market;
Big Auction day early February with 6 auctions (or more)
all of your own.
Client Picnic Day
Sponsor a local event that you participate in
Get a Personal Assistant.
Major Office promotion with the team.
What ever you resolve to do better or different now is the
time to plan. Leaving it until you return to work simply
delays the impact and lets your competition get a head start.
This is your year for the head start. Sop before you rest
start to plan and prepare and go on holiday knowing that
your business is ready to run on your return.