The first quarter of 2023 started off slow. With interest rates high and the media supporting the doom and gloom of the real estate market, it left buyers and sellers on the fence.
The biggest feedback we heard from people was that they were “waiting.” Waiting for prices to come down, waiting for rates to drop, waiting until something changes.
That said, although the market is not as heated as it was 12 to 24 months ago, we’re still in a positive real estate market. Someone said it well to me the other day, “We’re not in a bad market, we’re not in a good market, we are in a professional’s market.”
I couldn’t agree more. This is where the strong survive. This is where careers are made. So how can you survive this current market and thrive in Q2 as we get into our busiest season of the year?
Do the following:
1. Empower time to manage you. This means leveraging your calendar. Block time for everything you need to get done in your day—both business and personal.
All too often, people complain about not having enough time to get it all done, and the reality is that the busy season makes it even harder. That is no excuse, though.
You have the ability to be as productive as you want to be, to accomplish as much as you want. That said, it takes discipline in the process. Would you ever show up to a listing presentation without being prepared? Of course not, right!? So treat your days the same way, and live a “Monday starts on Sunday” lifestyle.
Look ahead at your entire week, and plug in your meetings. Look ahead at your days and plan when you’re going to answer emails, make your phone calls, and check in with your social media.
Also, be sure to plan time to actually prepare for everything. The biggest reason people don’t get as much done in a day as they want is that they don’t prepare and they don’t block time accordingly.
The key is to create predictable days with income-producing activities. And pro tip, during busy season, front load your days with your IPAs so that when you do get that random call to go show a property, you have the time to do it without dropping the ball.
2. Think like a hunter, not an order taker. People are waiting right now, as we already established. So it’s important that you are not waiting.
Order takers wait to take an order. Hunters are always out there hunting for their next opportunity. Busy season is no excuse to stop hunting. The minute you stop is the minute you don’t have a next meal. Instead, as you’re out there working, be sure that you are, no matter what, always doing what you need to to find your next deal. This means continuously prospecting and following up.
3. Your next deal is in your database. When the market was hot, the pool of people looking to make a move was a lot bigger.
Well, that pool is much smaller now. There aren’t as many people looking, which means all the strangers who may have reached out to you, are not doing so at the same pace. That said, there are a lot of opportunities out there, and we need to change the paradigm for how consumers feel about the market.
Make the calls, communicate with your database, see what concerns and/or questions they have about the market, and listen actively to what they are saying. Then help clarify those concerns and answer their questions. Plus, you can leverage all of this learning you’re doing through these conversations to create value add content which you can use to share out through your emails, newsletters, and social media channels so that you’re always building mindshare.
All in all, to be successful in your busiest season of the year, be sure to empower time to manage you, think like a hunter, and communicate as much as you can with your database.
Do that, and I have no doubt you’ll have a lot of success this spring!
David Greenspan, CEO and founder of #MindShare101 is a nationally recognized keynote speaker, trainer and coach who helps sales professionals and businesses improve their sales and marketing efforts by
bridging the gap between online and offline marketing to achieve a higher ROI on every marketing dollar spent. His direct, raw, and real approach is designed to motivate you and give you the advice you need to know.
David’s goal is to help you build MindShare, creating a top-of-mind intuitive, instinctive reaction so when people think of the product or service you offer, they think of your name first, always putting you
in the right place at the right time to take your business to the next level.
