Winter is typically a slow season for real estate agents. But don’t worry, there’s plenty you can do to help grow your business—even when the weather outside is frightful! If you often find it difficult to squeeze in time for real estate marketing, now’s the perfect time of year to put more energy into it. We consulted top real estate coach, Sherri Johnson, who shared some expert tips for real estate agents looking to stay busy this winter.
#1: Always be prospecting
Holiday parties and get-togethers are great opportunities to prospect for new clients. “You really need to keep your pipeline full, which means you have to be prospecting,” says Sherri Johnson, leading real estate coach with over 20 years of experience. “You just have to really be very cognizant of the fact that every person you come in contact with is a potential client relationship.”
“When you meet a new prospect, find a way to ask, ‘Are you in the market to buy a house in the next 6 to 12 months? Or do you know anybody I could help next year? I’m looking for a new client.’ I love saying, ‘I’m looking for a new client,’ because that sounds like you’re successful and confident and you’re just like any other professional looking for new clients.”
“If you are taking advantage of the opportunities that you see everywhere, you’ll be busier and you’ll have more listings and sales,” Johnson continues.
#2: Reach out to past clients for referrals
Past clients are a great way to generate real estate leads to put into your pipeline. Since they’ve worked with you one-on-one, they can offer the best references because it is a first-hand testimonial.
“Another way to elicit more business is to be emailing your sphere and say, ‘If there’s anyone you know I could help in the coming year, whether their needs are immediate or not, please let me know.’”
#3: Be active on social media
In addition to posting holiday-related content on Instagram, Facebook, etc., be sure to let your followers know that the winter season can actually be a good time to sell their house.
“One of the things I would put on social media is it’s a great time to sell your house during the holiday. Most consumers don’t think it is, but it really is. This is the time when relocation moves are happening.”
While there may be fewer buyers during the winter, they are often the most serious since many of them are relocation moves, which means they have a deadline they need to meet.