Will January be a productive month for you, or will you spend your time trying to re-start your real estate business?
Unless you already have your pipeline filled with referral clients who beat a steady path to your door, or with people who responded to your ongoing prospecting efforts, it will all depend upon what you do over the next couple of weeks.
Right now, some homeowners are thinking “As soon as the holidays are over, we’ll get this house on the market.”
Those listings will go to the first agent who approaches them with the right message, then follows up with another good message every few days.
What is the right message? One that is focused on the homeowner and their needs. One that shows you know your market, know what it takes to sell a home, and will support and guide them throughout the process.
What is the wrong message? I’m sure you’ve seen it in your mailbox in the past. It’s the one that says “I’m so wonderful,” without offering any reason why someone should believe it. It’s the one that says “I, I, I” or “We, we, we” instead of “You, you, you.”
Don’t wait – start now.
Some might tell you to wait until Christmas is over – people are just “too busy” right now to pay attention to your letters.
Of course, some people are busy, but if they’re already thinking about selling, chances are they’ll take time to read your letter. In addition, the next time you write they’ll remember you, and they’ll begin forming the opinion that you’re a serious and persistent person. By the time they hear from you 3 or 4 times, they’ll have no doubt about that.
If you start right now and mail again every 5 days, your prospects can have heard from you 3 times by January 1. A letter the first week of January can be mean they’ll have had four positive impressions of you before your competitors who waited to get back to work until January 2 even put their first letter in the mail.
So get busy. Sit down and start writing right now. Or, if you don’t want to do it yourself, come over to Copy by Marte and choose one or more of my pre-written letter sets. Then all you’ll have to do is personalize them and you’ll be ready to go.
Don’t forget about buyers.
If you don’t already have a capture box and a set of drip marketing letters going out to buyers who search on your site, don’t wait any longer.
Think about those folks who are browsing the listings and dreaming of having their very own home (or a bigger, nicer home) by next Christmas. Use my Nurturing Internet Buyer Leads letters to hold their attention until they realize that YOU are the agent they need.
One more thing: Remember to self-promote at holiday parties. In case you missed it, read the “how to” right here.
Image courtesy of Stuart Miles @freedigitalphotos.net
