Where has the time gone this year? It’s crazy to think, but at the time of writing this post, we’ve realized 218 days have already passed by. That leaves us with about 20 more weeks left in 2017, and the perfect time to begin thinking about how you can get all of your ducks in a row for the busy fall market ahead.
Let us put it to you this way. For the next few weeks we want you to focus on implementing the six ideas below on how you can end your year on an extra high note, gaining more clients, selling more real estate, and overall increasing your business!
1. Organize all of your clients from this year into a database.
Once you have done this, use this data to send a follow-up. Overall, just remember to keep in touch with any prospects that may have slipped away!
If you need help getting your database started, the easiest way is to open Microsoft Excel and start typing in names, phone numbers, and email addresses. Another way to form a database is simply to go into your email and add clients to your contacts. Once you have added them to your contact list, you can then export your contacts. If you haven’t done this before, you can do a quick search on Youtube, just type in the title “Adding contacts to X email” (Gmail, Hotmail, AOL, Outlook, etc.) for some help. Same thing goes for exporting contacts, if this is your first time performing this task, Youtube is a great resource to look to for some assistance.
Once you have your database, you can then add them to drip campaigns via a CRM, Facebook advertising, AdWerx.com, BombBomb Prompt, or even on the campaign area of Design Center.
2. Get a new listing.
Right now, in the midst of the summer, listings are in short supply (in just about every market) and they are likely to sell quickly, so if you like working with buyers, listings will create buyer leads.
In order to get a new listing, make a list of people that you know that should sell or will have to sell soon. Then call, text, Facebook message them, snap them; however they like to communicate, reach out to them using that same method.
Once they answer, be ready to talk to them about real estate and what their life would be like if they sold their property today. Anticipate the objections they may have and be ready to answer them. Most importantly, listen to their needs, and only if it’s in their best interest to sell, come up with a plan on how to list and sell their property. A great icebreaker you can use with any client is the Sellers Action Plan, which can be found on Launchpad! This is a great tool to help get the conversation going and begin talking about next steps if they’re interested in selling. Listings are truly the lifeblood of this business and if there’s one thing we all know, it’s one great listing can lead to the next!
3. Do a video about the market’s conditions.
Once you have taped your video, post it to your social media business page and maybe even on your website. By uploading such a video, you’re providing your audience helpful market updates and showing them you’re a knowledgeable source for industry information and updates! The goal here is to not only show clients your value, but there’s also the opportunity to include a call to action. Most importantly, just be you in the video; don’t worry if you’re not a polished Hollywood Actor or even possess news anchor talking skills, all people want is for you to be you.
4. Provide closing disclosure documents.
In many states, buyers and sellers need a closing disclosure for their taxes. This is a great touch point to take advantage of.
You can implement this idea by writing a short and sweet letter to them. The letter could say something like, “Thank you for working with me. Tax season is right around the corner and I thought it would be helpful for you to have this document. Just give this to your tax preparation person and they will know exactly what do to with it.” After writing the letter, make a copy of the closing disclosure, black out any social insurance numbers or any other private data, and place it in an envelope with the letter. Keep them all until early January and then take them to the post office. This is something any client will remember you for and definitely shows you’re on top of things!
5. Update the “About Me” section or page on your website.
The About Me page is often the second most clicked on page on an agents web page. Give it a refresh and talk about some highlights you’ve achieved this year. One thing to remember is people decide to work with an agent they feel they can trust or like. Updating your About Me page is a great way to start building upon those two points. Don’t be afraid to mention a few things that you do when you’re not being a rock star Real Estate Professional, too.
6. Check up and check in on old clients.
Call every client that you have closed a deal with so far this year and ask them how their new home is. You can use this time (if they enjoyed their experience working with you) for a referral. If you don’t have a referral system in place after closing a deal, this might be a good time for you to create one! A great way to open this conversation up would be by asking something you remembered talking to them about during their home buying process like, what color did you end up going with on the walls? This is such a churn and burn business and this little call will enhance the overall client experience.
Try implementing even one of the six ideas above and you’ll be well on your way to increasing your business. Focus on one idea for one-week and see how things go. You have the power to make a difference in your business and we hope by providing these tips and ideas that you’ll have more of an understanding on how to!