For 18
years, I have been in the business of real estate. It can be a hard life at times, an emotional grind, and it’s one that
requires discipline, resiliency, commitment, and then more discipline.
Today’s is
October 1, and it’s New Year’s Day in real estate.
Why is today
New Year’s Day? Because the actions you
take today will determine what your income looks like 90 days from now.
Many agents
succumb to the “seasonality” mentality when it comes to real estate. “Oh, there’s no business in the fourth
quarter”, they say. Or, “I’ve already
worked my tail off for nine months, I’m taking a break.”
That
thinking is fatal.
Because you
are always 60 to 90 days from your next paycheck in this business, if you planned on shutting it
down in the fourth quarter, then you should have started packing things up July 1. If you quit now, and don’t seriously restart
your marketing until January, you may well go six months without a
paycheck. That’s called vocational suicide,
you fool!
The time to
crank it up in this business is RIGHT NOW, when many of your competitors stop
pedaling and start coasting. The time to
plan a client appreciation event is NOW.
The time to preview new listings is NOW.
The time to call those clients from the spring who got discouraged amid
all the intense competition is NOW.
An excellent
mentor and former manager with my Century 21 franchise in Southern California
taught me the concept of New Year’s Day on October 1 nearly a decade ago. I’ve used this line of thinking ever
since.
The fourth quarter
is the time to finish the year strong, not rest on your laurels. When else during the year does 25% of your competition
mysteriously disappear? When else can you so easily
and clearly stand out above your competition?
When else are the odds for success tilted so steeply in your favor?
It’s October
1, New Year’s Day in real estate. Raise your glass and give thanks for 2012, the year prices turned around, buyers lost their fear and Denver became recognized nationally for what it is - one of the best real estate markets (and places to live) in the country. May 2013 be your best year
ever!
