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Op/Ed

5 necessary ways to build your real estate business in Q4

You want your business to grow going forward right? Of course you do. There are five actionables you can walk away with to make Q4 set you up for a booming 2015.

build your business

We are just about a week into Q4 of 2014, and you know what that means, right? It means that if you do not put a bunch of real estate transactions into your pipeline in the next four to eight weeks, the beginning of 2015 isn’t going to look so good for you.

Build Your Business Now

Here are 5 vital ways to build your business right now, so that you can see continuous closings through the holiday season and beyond:

  1. Put your contacts into a database. There are several different types of CRMs that can help you get organized, and it is important to select one that works for you. Some include robust real estate related drip campaigns, and others focus more on assisting you in keeping in touch with your A list. The first step to making money in Q4 and beyond is to put your contacts (past clients, sphere of influence, professional contacts, etc.) into a database.
  2. Dial for dollars. Set aside some time each day to make phone calls. Picking up the phone and connecting with people is significantly more meaningful than sending a text message or an email. It is also a good way to generate new leads and remind people that you know that you are “still” in the real estate business. Since only 11% of individuals bought and sold a second time with the same Realtor®, top-of-mind awareness is clearly an area where many agents fall short. Don’t be that agent. Pick up the phone, and dial for dollars. (Hot tip: When set up correctly, CRMs such as Contactually and Referral Maker will actually wade through your database and tell you who to call each day.)
  3. Calendar your advertising. Develop your annual marketing plan, and put all of your regularly scheduled activities on the calendar now. This may include holiday emails, quarterly home valuation postcards, newsletters, and even personal notes. Research shows that when activities are noted on a calendar, there is a significantly higher probability that they’ll get accomplished. So, plan ahead and put those marketing activities on the calendar right now.
  4. Develop regular campaigns. There is a large school of thought that says that people do not like receiving email drip campaigns. However, the statistics do not lie. According to Gartner Research, companies that automate their campaigns see a 10% or greater increase in revenue in 6-9 months. Consider setting up campaigns though your CRM, or create personalized campaigns and newsletters through a system such as MailChimp or Constant Contact.
  5. Don’t take off from Thanksgiving to the end of the year. We’re approaching that time of year when Realtors® don’t go to the office. You could change the locks on office doors in December, and many agents wouldn’t even notice until January. While the holidays is a great time to visit family and friends, try to find time in Q4 to continue working your list and building your pipeline.

Market times have slowed since 2013, and we are currently trending toward a buyer’s market. From contract to close, it’s slower going for listing agents. Now would be a great time to have lots of homebuyers in your pipeline. These 5 tips may help you do just that, and they’ll also assure that you’ll be closing deals in January of 2015 and beyond.

Melissa is an in-demand business success speaker and author, as well as a real estate broker with thousands of short sale transactions under her belt. She leverages her experience as a short sale insider to motivate thousands of business professionals to plan their careers better, execute more effectively on their plan, and earn more because of it.

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