Next week will see the midterm elections take place and the beginning of November. In many people’s minds, the first signs of Thanksgiving and Christmas Holidays signal the winter season, regardless of the official start of winter. This becomes a very special time for many and an opportunity to have a specific message based on solid business practices, not just parties and social events.
You first have to start by looking at the calendar and making a determination as to when you can accept a transaction that can ABSOLUTELY CLOSE by Christmas and when the last day to accept a transaction that you can ABSOLUTELY CLOSE by the end of the year. No guessing. No hoping so. No I think I can. You have to be ABOSLUTELY SURE that the dates are rock solid.
Once you have these dates you need to share the message. For companies that take longer to close loans than others, you may just want to focus on the parties. If you work for a company that has a proven history of meeting closing dates and performing on a short timeline, this is a huge competitive advantage. With such an advantage you can be still talking about closing a deal all the way into the first week of December. I have some people who have chosen December 1st as the cutoff date for a Christmas closing and December the 8th to close before the end of the year. Now you do have to also be clear about bond program loans or third party approval processes that your company can not control, and be sure you are crystal clear about what you can and can’t do. If you are very clear on this, you can see a number of opportunities that you might never have seen otherwise. But you have to be ABSOLUTELY SURE about setting the proper expectations and what is required by all parties to be certain we have a smooth and hassle free transaction!
For those of you that have participated with our “Black Friday Strategy”, now is the time to get that ball rolling. Get your agents to select the properties and assemble the group of product and service providers, as well as the discounts that you are putting forward so everyone is on the same page. Just be sure you keep the selected properties confidential until “Black Friday” or you run the risk of losing interest and possibly an early sale of one of the selected properties.
This year you will also want to explore the use of social media to support your efforts as well as taking advantage of video to help spread the message. I am looking forward to even better results this year as we have more experienced people who have been through the process before. Just be sure you are prepared and committed to the process and you will generate a great deal of interest and maybe those final few transactions for yourself and your Realtor® partners before we see the end of 2015.
Now is also the time to check your business plan for 2015 and be certain everything you need to have in place is already included in your plan. For those of you that haven’t met your CE obligations; what the heck are you waiting for? Are you planning on retiring?
As many in the industry prepare to slow down and coast through the last days of the year, I say, “good for them!” They likely have all the money they need or have no higher aspirations. That also opens the door for those who are willing to put forward the effort to step up and step into relationships and opportunities left available for you to take advantage of.
You have to think it through and have your plan. The best time to grow your business is when the other guy has chosen to relax and coast! If someone is going to open the door for you, you have a professional obligation to walk through and provide service to those who want to do more! Master the message. Have your plan and get out and do the work. Two or three extra deals and a couple of new referral partners will make for a very happy NEW YEAR!
Questions or comments: Mike@IMTcoaching.com or visit us online at http://improvemytomorrowcoaching.com