Latest / The Real Estate Agent Playbook / Holiday Sales MAGIC: Tactics That Prove Your Value as a Real Estate Agent

Transcript

Holiday Sales MAGIC: Tactics That Prove Your Value as a Real Estate Agent · The Real Estate Agent Playbook

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  Want to know my secret to success?
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  I will tell you that early on in my career, I gloated about being able to
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  take the whole month of December off.
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  The minute that I changed that and I dialed in and took advantage
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  of the holiday spirit, as well as that time when everyone's on the
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  holiday snooze on the tryptophan.
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  That's when my career changed.
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  I want yours too.
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  So this holiday season can be your absolute launch pad to
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  your real estate career success.
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  Stay tuned.
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  What's up guys.
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  Jeremy Kane, happy Q4, happy holidays, Merry Christmas, Merry whatever,
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  happy whatever you celebrate.
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  I am here today to spread a career changing moment.
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  to you.
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  Please like, comment, subscribe.
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  If there's something that I say that you have a question about, DM, text me, email
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  me, all that stuff's in the description below, but let's spread the word.
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  Wish all of you the very best holiday season you possibly could
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  have, but let's gain some ground in our real estate business.
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  Show up, provide value and take advantage of this opportunity while others
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  celebrate and take their foot off the gas.
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  First things first, I want to point out that as a buyer's agent, we're
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  not talking about commissions today, but as a buyer's agent, it is optimal
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  that you let your clients know that negotiations are typically a lot
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  more buyer friendly no matter what the market during this time of year.
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  Why?
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  If people are allowing people to come through their home while they live there
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  during the holidays, that means they probably are super motivated to sell
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  whether they're building a new house or they have to move and something
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  else has happened to life event, but usually they're motivated to sell.
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  What that means is the buyer usually has more negotiating power.
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  Granted, there are less homes on the market and I understand that,
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  but typically most people don't want to move during the holiday
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  season for one reason or the other.
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  So if you have to get that deal and you're that person.
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  I know, I have buyers that have that.
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  We have to get a deal.
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  They have to feel like they get a deal.
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  Now's the time to get them out because there's less competition, there's
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  more opportunity for negotiation, and there's more deals to be had.
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  So if we're sleeping on that and we're waiting until January, I will
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  tell you that I've said multiple years in a row that it feels like the
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  spring market is here January 10th.
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  January 15th, January 20th, whatever it is.
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  And so, that negotiating option during the holidays is absolutely huge.
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  So, agents, if you're taking entire week vacations, certainly.
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  Do what Jeff do, you know, go do your thing with your family.
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  It's important to get that time in, too.
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  But, maybe we minimize that so we can take advantage and we
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  can be available to our clients.
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  Talk about adding value right there.
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  If you're worried about your buyer's agent commission, maybe we're adding value.
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  by being more available and being readily available when these deals present
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  themselves to get our buyers through the house and get them under contract before
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  everyone else, you know, wakes up from their tryptophan nap after Thanksgiving.
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  Next, it's a super easy time to do client appreciation, do giveaways, do
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  breakfast with Santa Claus, do whatever you want to do, you know, holiday
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  light parties or whatever and events.
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  So this is a great time to do events like that client appreciation.
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  Sure.
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  Everyone's busy.
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  And obviously if you're watching, that's probably a little too late
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  to plan something, but there's also, you know, Christmas cards and, you
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  know, bringing people into your family into your sphere is huge, right?
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  I know that I send my family's Christmas card to all my clients.
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  Boom.
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  Here's my family.
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  Look at the girls.
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  They've grown, you know, so on.
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  So that's me.
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  You don't have to do that if you don't want to.
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  I just am that comfortable.
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  I'm on that level with my clients that I send them our family's personal
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  Christmas card because I want them to know that they're part of my family.
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  This is what it is.
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  They allow us to take them around and go through these homes.
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  And help them get into, you know, these homes.
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  So why wouldn't they be able to, you know, have access to see my family and
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  see my family grow and things like that.
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  So it's just a little bit easier of an outreach.
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  A little more natural outreach.
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  A little more personal touch right now during the holidays than any other time.
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  I know people give pies.
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  I know people do the events like I said.
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  New Year's parties, New Year's cards, whatever you do and celebrate.
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  This isn't about Christmas or...
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  You know, Hanukkah or whatever, it's just about the opportunity where people are a
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  little bit more receptive to community.
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  And if you show that, you can absolutely take advantage and become more top of mind
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  as you move through these holiday seasons.
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  Next, there is also opportunity in the people that have to move and have to sell.
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  Obviously, you could run, you know, adding staging to your listing package
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  or something along those lines.
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  Adding staging to the holidays or, you know, anything that you can
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  do to run maybe a little bit of promotion, maybe encourage people
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  to understand that this is an opportune time to get into the market.
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  Maybe you're a little bit slower.
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  Maybe you're offering some incentives.
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  Let's go.
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  Let's do it.
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  People love it.
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  And a lot of people will be like, okay, yeah, if I'm going to
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  get that out of it, let's roll.
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  So think about different little things you can do around the holidays.
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  That have that theme that will not appear as salesy as they actually are.
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  Because it's, it's got the holiday spirit involved.
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  Next, we have an opportunity to build these lasting relationships, right?
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  If we have these events, if people invite you to their events, you have the
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  opportunity to show up and provide, right?
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  If you're doing a turkey drive or, you know, building that community,
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  there's all kinds of opportunities, not only to better yourself as a person
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  and give back and do all of that.
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  But also, if you show up in these times, if you show up to these, you
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  know, important events, to these people that they invite you to, you have a
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  great chance to build community and also expand your network in doing so.
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  So, a lot of holiday events, a lot of parties, lender parties, title
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  company parties, client will invite you to parties, or, you know, whatever.
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  Obviously, birthday parties happen throughout, but...
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  holidays seem to be a time where, you know, people kind
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  of convene and bring together.
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  If you get invited to a client's party for whatever reason or a
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  client's event, get your butt there and build that community and show up.
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  And if you can give back a little help out, buy the drinks, do whatever you can,
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  because this is an opportunity for you to give back to those clients and become a.
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  tight knit part of their Community and it just so happens that during
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  the holidays people are more likely to invite and do all the things And then
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  the next thing we need to do is plan for the new year take some time I really I
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  take a two three day Kind of retreat.
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  Obviously we have the three kids and the baby now, but take that retreat and
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  take that time to really dial it in.
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  What's it going to look like?
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  What's changed?
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  What goals did you struggle to meet and why did you struggle to meet them?
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  Maybe you have a new business venture.
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  Maybe you, you know, shifted your focus mid year and you didn't get
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  that goal because you didn't even know that focus would be shifted.
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  That opportunity wasn't even there.
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  Now's the time to bring it all back together, dial it
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  in, set your annual goals.
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  And then start your quarter by quarter 12 week year.
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  I'm a huge proponent of the 12 week year, but I still have the annual goals.
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  I have all kinds of stuff on my channel about what I do, my letter to
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  myself and my three step goal setting process, that I did last year.
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  Definitely check that out, scroll through the videos, and you'll find
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  that approximately, I don't know, a hundred videos back cause I did
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  two, two videos a week this year.
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  So check those out for sure.
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  And then dial it in.
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  And if I said something that you didn't think of, please hit that like button.
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  I'd be more than happy to, you know, engage with you and answer any questions.
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  Please subscribe to the channel and first and foremost, make sure that
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  you dial it in for the holiday season.
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  Spend some time with the family, do all the things.
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  This is not about just be a workaholic through the holidays.
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  It's just about the opportunity to absolutely scale your business because
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  I seriously, to this day, Remember when I was like, I'm going to take the whole
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  month of December off two years in a row.
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  I think I was two or three years in the business.
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  I was like, I made it.
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  I'm going to take the whole month of December off by.
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  And the next year when I didn't do that, my business absolutely exploded
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  and that's when I took it to the next level and I have not looked back.
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  So don't make the same mistakes I did.
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  If you're listening on the podcast, thank you so much.
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  Share this with your favorite real estate buddy and let's grow that community too.
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  And we'll talk to you all soon.
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  Bye bye.