I was talking to a client the other day about the holidays, and how it can become a Black Hole for New Agents trying to build their business. Prospects are on vacation, the family is staying over, and it's real easy to postpone any sales related activities.
But before you throw in the towel, remember this: What you do over the next 9 days will have a huge impact on your success in 2009.
Don't believe me? Think about it this way.
Have you ever come back from vacation only to find yourself spending the next few days playing "catch-up" just to get back on track?
You've got 15 voicemails to return, 1,000 emails to download and a client meeting to prepare for. And that's just when you take a long weekend. Imagine what it's like to catch-up from the last two weeks in December.
So if you want to get ahead of the game this Holiday Season, then consider implementing a few easy marketing activities into your day.
Easy Way #1: Reconnect with "old" contacts.
I can't tell you how many times people have told me they "don't have time" to follow up with people they've met once at a networking event.
Don't have time!?!
How can you not have time, to spend time, with people who can refer you business? I never understood that … but I digress.
During the holidays there's a lot less going on, and therefore you should have time to reconnect with all the people you've met while networking, but haven't had a chance to sit down with and get to know better.
And since we all know that networking is the first step when it comes to getting new business, either directly or through referrals, then why not use that "extra" time to meet as many potential Referral Partners as you can.
Easy Way #2: Update your website or other marketing collateral. And no, I'm not just talking about a redesign of your webpage (although a little sprucing up might not be a bad idea). But take a look at your sales and marketing collateral and see if it's really hitting your prospects' hot buttons.
If 1st time homebuyers are a part of your target market, then are your materials reflective of the concerns and questions a 1st time homebuyer might have? If not, then pulling together a quick 1 page brochure communicating how you can help facilitate the process for 1st time homebuyers might be a good start.
Heck, if you're really feeling good, then you might consider creating a 1 pager for each of your target markets (e.g., 1st time homebuyers, investors, empty nesters) that way you can be real specific in terms of your value proposition to whoever might be reading it.
Easy Way #3: Consider writing a case study of a successful client. The one constant for those of you reading this in the United States is that everyone loves being around winners, whether it's sports, business or buying real estate. Prospects want to do business with Agents they perceive as "winners", which means the more you can do to (truthfully) create a perception of success, the better off you're going to be.
So why not have a two page "success story" of a past client, and how you were able to sell their house in record time, or for a little more than the client originally hoped. Or maybe you had some buyers who were new to the area, and you showed them around, found them a good house for a good price, and everyone was happy.
It doesn't have to be of the "I walked across water and sold them a house while I was doing it" type story, just something that demonstrates what you did and how. People love that.
Now if you don't have a "success story" as yet, that's fine. Consider pulling together a couple of testimonials of people who can attest to your work ethic and dedication, and then put that in some of your marketing materials. At the very least it's a potential differentiator between you and the competition, and with the way things are going right now, every little bit helps.
If you'd like some more ideas on how to get more business in today's tough market, just email info@agitoconsulting.com (Subject: More Buyers in Today's Tough Market) and we'll shoot you a copy of our free report.
And in the meantime, have yourself a safe and happy holiday season.
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