This is truly the calm before the storm. The week between Christmas and New Year’s provides that brief moment of reflection just before the rush of the New Year. Just like those who received gym memberships will flock toward the treadmills after January 1st, so will begin the wave of home sellers, home buyers, and all the fresh to the purchase arena mortgage professionals who want to begin building referral relationships with Realtors®.
January often sees a wave of activity. People all looking for a fresh start. But what about those who have been here all along? Quite simply, if you have built quality relationships, no single wave of hopeful promises will have any effect on them. That is why we have been focused on these for the entire fourth quarter, to withstand the rush of new found interest. For those relationships that are new, or ones where they haven’t quite yet been producing results? Just keep consistent and on message. Keep reinforcing your message of value and quality, and you should be fine. Just remember; value, solutions, consistency, and history are far more compelling than promises and hope. You have earned your foothold, just keep on message and reap the rewards. By mid-February the wave should pass and we can prepare for a bountiful spring season.
You have a few days left to secure your position. Not much competition on the streets today, tomorrow, or Saturday. These should be very active and productive days for you. Engage the streets and talk with everyone. Work with focus and purpose. Leave a physical trail of reminders that you were there and present. Call everyone you have visited but didn’t speak with and leave a message to let them know you were working and available for business.
Now I don’t expect a great deal of activity. But what I do expect is an honest effort to be engaged and visible to those few who are working and to those not working to know you were. There will be some earnest buyers out looking these last few days of 2012. They are out there because they have to be. Just the sight of you being available could lead to a number of really solid opportunities.
This has been a really outstanding year. Housing has made a slow but steady return; interest rates have help keep refinances plentiful; and regardless of what happens with the “fiscal cliff”, it would appear that the first half of 2013 should provide as much, or more loan opportunities than we saw in 2012. So for now, get out in the streets for the next few days. Be visible and available to those that need you. Be prepared to be back out and prepared for a bunch of company for the first few weeks of 2013, just like all the gyms in the country, many loan originators will have made New Year’s resolutions to increase the number of purchase transactions, and that will find a bunch of new faces out in the market place. You will thrive because you have been prepared and are expecting them. In three or four weeks the crowd will thin, just like in the gym.
Happy New Year Everyone!
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