“We don’t see things as they are, we see them as we are.” – Anais Nin
Back in the late 1990’s when I worked for Arvida Realty Services as their Marketing Director, I remember that the onset of November usually marked an eerie and quiet time in the real estate business. The excitement of the upcoming holidays left most real estate agents focusing on such things as turkey recipes, holiday gatherings, Christmas shopping, etc.
However, there was one agent in the company that always sold more homes in November and December than any other time of the year. Her name was Bobbi. Now, don’t get me wrong, Bobbi enjoyed the holidays just as much as everyone else, she just didn’t turn the holidays into a 2 month long hiatus. In fact, she looked forward to the holiday season more than most people!
When I asked her HOW she sold so many homes in two of the traditionally slowest months of the year, she simply said: “People still buy homes in November and December; we have just been programmed to think they don’t.”
She went on to tell me how she actually had a very different and unique marketing approach that she used only during the last two months of the year. She embraced the holidays and played up on that theme in her marketing, advertising and sales strategies to kick her business into high speed!
Interesting point! While chatting with other real estate agents, I noticed that their attitude was quite different from Bobbi’s. I repeatedly heard that “people don’t buy during the holidays”, “why should I waste my time?”, “I use November and December to create my 2010 business plan because nobody buys or sells during the holidays.”
Which leads me to the quote I started this blog with….it’s really about our perception, isn’t it? As independent contractors, we don’t get paid unless we sell a home, right? Can you really afford to take two months off from your business?
Think about all the creative ways you can fine tune or adjust your marketing and sales tactics to theme with the holidays. Remember, this is an excellent time to touch past clients and ask for referrals!
The reality is people DO buy homes in November and December, just ask Bobbi! The question is – will they be buying from you?
Guest Blogger: Leah Turner
email: Leah@CreatingYourMasterpiece.com
website: CreatingYourMasterpiece.com
407.709.6816
{ 4 comments… read them below or add one }
Great article Leah-thanks for sharing-I took the liberty of tweeting this! FYI, in 2006 my BEST month of the year for home sales was NOVEMBER!!! Who’d of thunk??? Happy Holidays!!!
Thanks for the reminder, Leah.
While I’m only one person, the two times I purchased a home, I closed during the week between Christmas and New Years. Once on December 30th and the second time was on New Year’s Eve… Cheers!
Hi Leah, great article and true. I’ve always been the busiest from November 1 thru January 31. Good article! Thanks!
Great point, Leah! I’ll bet there are lots of opportunities in the winter market – for those who are looking. Thanks for the positive perspective!