2018This is no time to take off. Take advantage of the remaining weeks we have in 2017 to ensure you have new business in 2018.

For many agents, the time between Thanksgiving and New Years if oftentimes a slow one. Many buyers and sellers are focusing on their families and the holidays. However, this doesn’t mean we can’t be productive as agents. Here are three strategic things you can do in the next couple of weeks to help make 2018 a successful one:

  1. Identify your top 10 prospects for 2018. Take some time to look through your CRM and identify the 10 most likely people who will be looking to make a move in 2018, or those who are most likely to refer you business. Determine a strategic plan to connect with them an ensure you remain top of mind. This will require activities that involve meeting with and/or talking to these prospects in the beginning of the year. This will give you 10 people who you can focus on when the new year rolls around. 
  1. Categorize you’re A’s, B’s and C’s. Again, spend time in your CRM to identify the value of your leads. Your top 10 from above should be in you’re A’s. The A’s are those you are confident that will be likely to make a move in 2018 or those who are most likely to refer you business. Your B’s are those who are close to becoming A’s. Determine what activities will be required for them to jump up to your A category. Your C’s are potentials, but should not take up a great deal of your time. This activity will help ensure the majority of your time is spent on those who are most valuable to your business. 
  1. Call at least 50 people from your CRM. Again, since December is oftentimes slow, this is a great time to connect with your SOI, past clients and anyone you can think of who might refer you to a friend or family member. These calls don’t have to be sales-driven. It can simply be an opportunity to touch base and wish them happy holidays. This is a great way to stay top of mind.

Just because your SOI and clients are slowing down in December doesn’t mean you should. As real estate entrepreneurs, we should always be looking for ways to take advantage of any real estate climate. You can never go wrong with building successful strategies and staying in contact with your database.

For more great tips to enhancing your real estate business, order my new book, 21 Habits of the Highly Successful Real Estate Entrepreneur.

By Mike Weinstein, MBA