By Toby Welch

Another year has rolled around again and New Year’s resolutions are a hot topic.  Whether you consider them an exercise in futility or a chance for self-improvement, consider setting some resolutions this year.Specific statistics are hard to pin down but a scouring of articles and surveys shows that between 55 and 75 per cent of people make New Year’s resolutions.  One quarter of those resolutions are broken by the middle of January. Don’t be one of those failures.

Kim Louie, a sales rep at Coldwell Banker Peter Benninger Realty in Kitchener, Ont., always makes New Year’s resolutions for his business.  “I think it is important to think about the coming year and to plan ahead,” he says. “Success isn’t accidental.  My resolution for 2013 is to focus specifically on prospecting more and prospecting more effectively.  Many of my colleagues (myself included) have a tendency to wait for business or to prospect ‘passively’ by advertising and waiting for buyers and sellers to contact us.  In 2013 I want to make it a point to ask for business EVERY time real estate is discussed.  Specifically, my resolution is to actively pursue business by asking for it when speaking to past clients, asking for it when the topic of real estate comes up with new acquaintances, and asking for it from those to whom I send referrals in unrelated businesses (my mechanic, plumbers, electricians) every time.”

Kim Louie

 Libby Broady, a broker with Team Broady and Royal LePage Elite in Beaconsfield, Que., makes resolutions at the end of each year for the following year.  “The resolutions we make are to improve our performance over the previous year.  These include turning leads into clients, especially with buyers who call off our marketing (MLS listings, signs, newsletters, Just Sold cards, banners, ads) or who we meet at open houses.  We will improve our market analysis presentations to make sure we get the listing when competing and go after expired listings,” she says.

Sara Kalke, a Realtor with Re/Max River City in Edmonton, sets yearly resolutions in different categories: sales (numbers and sources), marketing (types and expenditures) and personal.  Kalke has three main resolutions for 2013.“My first resolution is the same as it has been all along in my real estate career, but it’s so important I repeat it every year: to provide the absolute best experience possible for all of my clients while having fun and enjoying life. Having this as the first thing on my resolution board reminds me to continually evaluate my client experience and to make choices that prioritize my most loyal clients, family and personal time.  

Libby Broady and her team

  “My second resolution is to increase my community presence through non-traditional means – traditional advertising just doesn’t stick out the way it used to. I plan to focus on social media, community involvement and charity work.“My third resolution is to continue to grow my business and sales volume.  I want my business to grow organically so I am always focusing on the foundation – client relationships, brand recognition, networking with other industry professionals and social media.”  

Sara Kalke with dog Eff

Allan Asplin, president of Judy Lindsay Team Realty in Winnipeg, never makes resolutions but sets individual and company goals every year.  What’s the distinction?  “I believe a resolution is similar to a goal, just not as specific.  In my opinion a resolution would be saying, ‘This year I want to provide better customer service’ whereas a goal on a similar subject would be, ‘In 2013 I will have 100 per cent positive feedback from clients in all transactions.’  I would also detail an action plan on how I intend to achieve that goal, and break it down to monthly goals, weekly goals and daily goals.”

Asplin says he is more likely to achieve a resolution or a goal if he is working with someone else on it.  “I find that any resolution that can be delegated to somebody else to take care of or work with on are the easiest to stick to.  Whether it’s somebody in our office or an outside company, them helping you with your resolution (or at least keeping you accountable) definitely makes sticking to your resolution easier.”

How do you increase your chances of sticking with a resolution?  Consider the following suggestions:

Allan Asplin

* Team up with someone to keep one another accountable.

* Make your resolutions time specific; having a deadline helps.

* Establish a reward for when you meet a resolution.

* Establish consequences for when you don’t meet a resolution.

* Put it in writing and then post the resolutions everywhere.

* Outline the steps you need to take to reach the resolution.

* Establish why you want to achieve the resolution and keep that in the forefront.

* Ensure that your resolutions are attainable.

Louie says: “In order for resolutions to be effective, I find they have to be focused and definite.  Resolving to make more money or convert more leads is too vague.”

When asked for their No. 1 resolution for 2013, a smattering of sales reps shared theirs:

* Close 50 sales.

* Share my knowledge and help others because I know that will help me grow.

* Let as many people as possible know (by setting an example) that Realtors aren’t all out to just take people’s money and that they aren’t on par with sleazy salespeople.

* Get more training than what I am required to.

* Spend more time planning; I believe strongly that if you fail to plan, you plan to fail.

* Add 15 more agents to my brokerage.

* Develop a much stronger website so I can attract more prospective clients.

* Get current with social media.

* Blog at least once a week on my real estate website.

* Contact my clients at least once quarterly.

* Film a video of my community to post on my social media channels.

Good luck with your New Year’s resolutions!