Summer is an important time to enjoy with family, kids are out of school, days are longer, the beaches and lakes are calling your name and baseball is in full swing. It is a time to enjoy life and everything with which you’ve been blessed.
But summer also is a time to talk about real estate goals for the “2018” that looms ahead on the calendar—not that far away. So, it’s time to get out your real estate planner, along with a pen and some extra paper, and keep in mind these three important steps to consider when you set goals for the new year.
1 ) Review What You Have Accomplished for 2017
Take your planner and revisit the real estate goals you set at the beginning of 2017. Write down what you steps you took to achieve the goals you accomplished. Get detailed on these steps as this will help you focus on setting future real estate goals. Take a moment to allow yourself to enjoy those accomplishments – you deserve it. Now let’s look at the goals you have not achieved. What steps do you need to take to accomplish them? Be honest with yourself as you go through this next exercise. Determine if this goal can be achieved before the year-end. Is it still a goal you feel passionate about? If not, take it off the list. No point in wasting anymore time thinking about it any further. But, if you are still passionate about the goal then think – can you achieve it by year-end? You have to decide if it is realistic and if so set a deadline, but if not then move it to 2018 and set it as a priority.
It’s important to understand: You can’t keep going with the approach I can move the goal if I don’t reach it within my first timeline, because if you continuously postpone your goals, you’ll never get anywhere, and it becomes a waste of time. Then you’ll feel bad, get down on yourself, and feel as though you are your worst enemy.
2) Remember to Nurture Your Clients as You Plan the Months Ahead
The lifeline of any real estate business is meeting people, building your client database or referral database, and then nurturing those clients you’ve worked with in the past. Your mid-year real estate goals review is an excellent time to focus on the latter: nurturing those clients you’ve gathered in your database. Remember that these are people you have already helped buy or sell real estate, with whom you have already developed a relationship and whose information you already have—you already know things about them.
Unfortunately, there are a few agents out there who, once they close a deal, essentially walk away from the transaction and don’t keep up with what’s going on with their clients. When those clients come back around for a transaction in, say, three to five years, they’re not going to call such a long-lost agent; they’re going to call someone else.
This is one reason you should learn how to use a system to manage your database, which is the lifeline of your business. If you’re not doing something with that database, you’re leaving money on the table, and you’re giving your business to other people.
When you have a closing on a sale, you should get a client testimonial, go back to your office, and move that client to “past client” in your database, and then decide what relationship you need to have with that client after you close. Was this client a buyer or seller? What do you need to do for a “thank you” gift? This is truly important: The gift can range from sending them a thank-you card to bringing dinner on the day they move.
For the next thirty or forty-five days after the closing, keep on nurturing. Perhaps drop by while the client’s moving in and help them move a couple of boxes; maybe bring them a pizza or some cookies or even bring a bucket of cleaning supplies if you know they’re about to tackle those kinds of chores. Show your clients that you appreciate them and develop a relationship with them. An occasional email is OK, but there’s also nothing wrong with a phone call here and there.
3) Get a Paper Calendar for 2017-2018 on Which to Record Your Ideas … Before Setting Them in Planner Stone
While you’re in the nurturing phase, you should write down the events and promotions you plan for the rest of this year and beyond on an extra calendar. Don’t mark them in your planner yet; use something that’s electronic or a throwaway calendar with the remaining months for 2017 and all of 2018 on it. Decide what you plan to do for your clients each month, such as recognizing their birthdays or putting them on your holiday card list.
You should always plan at least one event per year for all your clients; these most commonly are known as “client appreciation events”. This might be a party at the local bowling alley or sponsoring a photographer and pictures with the kiddos at the pumpkin patch down the road. If most clients attending are adult age, you could sponsor a wine-tasting party or go on a brewery tour. You can partner with a local restaurant for something like a 10- to 20-percent-off coupon. Be creative with how you’re going to do any event.
As you pencil in your ideas on your extra calendar, say, “Here’s what I’m going to do for the month of August: I’m going to send out my marketing statistics to everybody in my database.” This time of year, sponsor a promotion like sending a family to a regional water park, or work with schools to help buy backpacks for needy kids. Then think about the months after August. Sponsor a Thanksgiving pie giveaway the weekend before Thanksgiving. During the holidays, be respectful of other people’s religions and beliefs and decide whether you want to send “happy holidays” or “Merry Christmas” cards.
Before each event, take advantage of opportunity and plan a big advertising campaign before the occasion, working on a build-up with videos and other content on your social media. Maybe you can go to a local bakery and co-promote that pie giveaway and get a price break (but, heck. they’re only about $10 apiece).
For the Fourth of July, try a red, white, and blue pie giveaway (with the flavors of cherry, apple, and blueberry, of course). You and other members of your real estate team could sponsor rides home after New Year’s Eve parties for your clients. For Christmas or other special events, you can consider Starbucks or other gift cards that can be personalized for your business.
These real estate goals, planning tips, and a wealth of other information are what’s available to you when you work with Kim Hughes and Company and utilize their coaching services. Says Kim: “There are other coaches out there, but they are not teaching what I am teaching. What I’m teaching you is how to run your business. I’m not telling you how much business to go and get. I want to teach you how to run your business—in all aspects—so that it’s successful.”
(These tips are ones that Kim Hughes and Company offered their clients who specifically opted for the 90 Day Real Estate Planner program. Those group coaching sessions will continue to be available to those who enroll in that program, but those clients also soon will be offered private group coaching sessions in which Hughes and her associates will deliver even more, including templates, strategies, checklists to use, a calendar [the auxiliary, paper type as mentioned here earlier for setting goals earlier]—all tools you can use to become one who organizes successfully. Keep your eyes on this site to learn more.)