Everyone needs a break and hardworking agents are no exception. You should take some time off and remind yourself that there is a life outside of real estate. However, there are some things which you should be doing over the Christmas/New Year period if you want 2013 to be a successful year.
I assume you will already be doing lots of networking:- sending out cards, attending functions, and engaging in community work.
But most importantly, you need to get yourself set to go with January listings. Don’t fall for the trap of thinking that the market only starts back in February. In fact, January is a great time for sales and they’re so easy if you’ve got the stock.
The key is to reassure prospective vendors that they’ve got much to gain by listing early. The buyers are out there and in a good mood. Often they are on holidays with time to sort things out. Many specifically want to get themselves relocated before school starts. Others (far more than usual) are relocating from overseas or interstate. And there is less competition.
Marketing can be done to known buyers and on the internet with cost savings on other media. However, they MUST still present the property as well as they possibly can. And they MUST market it with professional photos, floor plan, brochures, and DL cards delivered in the neighbourhood. The signboard is desirable but optional.
Far too often vendors skimp on the marketing forgetting in particular that the internet is a visual medium, and the way most buyers get to see their property.
The other common mistake is listing at too high a price. Remember, you are there to help them sell at the best price. Leave the wishful thinking to Santa Claus.
I would like to take this opportunity to wish you the compliments of the season.
Dr Gil Davis is now a university lecturer, but for twenty five years he was one of Australia’s most successful real estate agents. He wrote the top-selling book Sell for more, packed full of useful tips for agents, which you can purchase on-line through Harper Collins.
Notes from the editor:
Identify potential listings using rp.prospector. The feature offers ‘Withdrawn Listings’, Listings Over 60 Days’ and ‘Finding Leads’. Watch a quick tutorial video on how to utilise rp.prospector.