Have you prepared your real estate business for winter yet? If not, here are some tips and tricks that can be used to ensure you are ready for the downturn in business that frequently comes along with this season.
End the year strong
Winter happens every single year, and yet many agents are caught flat-footed and unprepared, real estate coach and trainer Travis Robertson wrote in a recent blog post on his website. First and foremost, he emphasized that regardless of how tempting it is to relax at the end of the year, real estate professionals should be sure to finish strong.
Instead of thinking about the appeal of comfort, focus on laying the foundation for a great first quarter, Robertson wrote. Now is the time to reach out to current customers and also prospects through emails, phone calls and other methods of communications.
Make the required effort
The author emphasized in a separate blog post that during the winter months, closing deals may require a little extra effort than usual. One good way to approach such a situation is to take a look at your sales pipeline and assess current opportunities. First, take a look at active leads. If you need to get in touch with the people involved in these instances, try sending out postcards and letters.
If they have unlisted homes, figure out what you can do to get them to advertise their property, Robertson wrote. Alternatively, take a step back and look at whatever real estate you have sitting on the market. If the housing market has been idle for longer than you wanted, figure out what market conditions look like and if the properties are overpriced.
The cold winter months may be a great time to do an in-depth investigation of existing market conditions, and one good way to obtain this helpful information is to work with CRS Data, which can provide the most up-to-date resources on every real estate detail you need, including mortgage records and warranty deeds. For more detail on CRS Data, click here.
Start preparing for the coming year
In addition to ensuring that you enjoy great performance during the end of this year, the winter months are a great time to make sure you do a great job during the next year, Roberts wrote. Since you do not know for certain which deals are going to close and which ones will not, now is a great time to start developing a pipeline of prospects.
Intensify your lead generation, he recommends. Any time you get a prospect, be sure to put that individual in your customer relationship management software. In addition, jot down any details you might use in the future.
One matter of particular importance is any reservations that would prevent your clients from conducting transactions, noted Robertson. If you are aware of these key barriers, it may be far easier to help orchestrate sales. Alternatively, be sure to find out what these obstacles are if you are not sure currently. This practice might also come in handy for leads that have grown cold over time.
In one of his blog posts, Robertson emphasizes that when real estate leads grow cold, there are specific strategies that can be used to warm them back up. Something as simple as reaching out with a phone call can get a lead back on track, and mark the difference between getting a sale and not.