The four most important days of 2014 may just be December 26th & 27th, and January 2nd & 3rd. For many, these four days represent part of the “Holiday Season” and will be enjoyed with friends, family, and peaceful enjoyment of a well-deserved vacation. For many others, these four days are part of the work schedule.
My long held belief has always been; if you are going to work, then work! If you are going to take time off, then take the time off. Going through the motions of pretending to be working is a waste of both work time and vacation time. So if you are working, have a plan to engage the market on these important days. Why are they so important? Because the people you will find working are working because they have to work. They need that next deal. They need to close an existing transaction. They are not just occupying space; they need to get things done!
The same holds true for the customer. If a customer is out looking at homes or calling to get financing information, you can bet your bottom dollar they are focused and in need of making something happen. Not many “tire kickers” or “window shoppers” on the housing circuit, just people than NEED to get something done.
Now is the time to make a commitment one way or the other. You are working or you are going on vacation. If you are working, you need to set clear objectives and specific tasks to engage the public and get in front of opportunities. You don’t have to commit to a full schedule, but you do need to commit to PROSPECTING to every person you got a deal from in 2013 and everyone you expect to get a deal from in 2014.
Once you have this list, prepare a card or a letter of some kind for each of these people. Then prepare a “route” by which you can visit the office of each person on that list. Use both Thursday & Friday to visit half the people each day. Get to the office and deliver the message. If they are there, talk to them briefly about activity levels and make them aware that you are available to help them with customers. If they are not in the office, leave the message for them and before you leave the parking lot, call them and leave them a message that you are available. Be sure to change your voice mail each day during these couple of weeks to share with people that you ARE working and when you will be returning phone calls. Again, you don’t have to answer the phone each time it rings; you just need to record your greeting to make the caller aware of when you will be calling back.
The important part of this is visibility. Just your physical presence can help you get a referral opportunity from someone who might not have ever called you, but because you were working when they were working, your availability can win that transaction!
So the winning strategy for the next two weeks goes something like this:
1) Determine if you are working or not.
2) If you are working, create the contact list.
3) Create equal routes, one for Thursday and one for Friday.
4) Prepare handouts, one for the first week and one for the following week.
5) Set your schedule and time for your visits.
6) Thursday – change voice mail make visits.
7) If they are there, talk about activity levels.
8) If they are not there, leave the handout and call from parking lot.
9) Friday – same as Thursday with the other half of the group.
You can do it exactly the same each week or you can change the days around. The important thing is that you deliver a physical message, supported by a conversation about your availability to help.
Many people have already closed out the year and won’t be back until January the 6th! This gives you a huge head start on the New Year! It’s like getting a two-week lead on your competition! Visibility is critical. Even if your referral partners are not working, they will know you ARE! You can’t take a loan now and likely get it closed before the end of the year. But you can take new applications and help structure a few transactions for next year, while building significant credibility for being there if and when they need you, a full two weeks before the other guys get back to work!
Merry Christmas to everyone! Please enjoy this wonderful season by sharing time with those you love. If you are taking a well-deserved vacation, relax and recharge yourself and be ready to hit the ground running when you get back. If you are working, or even if you are just available, make a commitment to be in front of those who may need your help!
Questions or comments: Mike@IMTcoaching.com or you can visit our website at http://improvemytomorrowcoaching.com