Denise, I am frustrated! I have been in the business for 15 years and each year my business has gotten a little better and a little better. I was on track at the beginning of the year to finish the year a smidge higher than last year, but several clients have had a change of heart regarding timing and are waiting until next year and I actually had my first cancelled listing in years due to the seller not being able to get the price he wanted. I am going into the last two months of the year with an empty pipeline and a deflated ego. Now I am freaked out! What if next year is even worse than this year?
First, take a deep breath. It is okay that you have had a setback. It doesn’t mean you are a bad agent. It doesn’t mean that your business is on a downward spiral. It just means that the timing of your clients doesn’t match the timing of your fiscal year. Aside from your cancelled, you haven’t said that your clients aren’t moving forward. They just aren’t moving forward before the end of the year. That is okay! You will be grateful for those closings in the beginning of 2019. Here is what I want you to do:
- Make a list of all your potential clients. Everyone in your pipeline. First and foremost, are you in touch with them at least monthly with important information about their particular upcoming purchase and sale? I am not talking about automatic email drip campaigns or automatic feeds from the MLS. I am talking about custom information about interest rates, about inventory in their neighborhood (or desired neighborhood), new developments coming to the area, and things like that. Provide them with a summary of information and expertise they would be hard-pressed to get anywhere else.
- Since you have time between now and the end of the year, you have time to do Annual Client Reviews for your past clients. Offer to provide this information in-person over coffee and you will be amazed at how your pipeline will get filled up for 2019.
- If Annual Client Reviews don’t inspire you, how about an end-of-the-year event for your past clients? Think ornament or cookie exchanges or a day at the tree farm with hot cider and a firepit and give people wreaths. Think delivering pies for Thanksgiving. Have fun and remember, it doesn’t have to be an over-the-top party. The key is to connect with past clients in a fun way.
The key when you are feeling out of control in your business is to re-establish control by taking action. If this feels too daunting, start by cleaning your desk. But do not allow yourself to wallow in misery and frustration. Take action and your future self will thank you!