5 Things Every Agent Should Do This Holiday Season!

Let's just go ahead and call the last quarter of the year "holiday season." Right? Every year, it's as if the first nine months are practice for cramming everything possible into the last three months of the year. Pumpkin-spiced creations hit the shelves and the inevitability of "Fall" smacks us in the face (even in climates where Fall isn't really a thing). And then beginning with Halloween, the calendar loses its mind.

Children are out of school for Thanksgiving and Christmas following torturous holiday plays and band concerts. Veteran's Day, umpteen teacher workdays, getting ready for Hanukkah, corporate America taking weeks of vacation they didn't get a chance to enjoy the first part of the year, and frantic preparations to get the house ready for the extended stays of family are enough to drive you crazy.

And on top of that, you've still got a real estate business to run. To make sure it's running after the holidays, the one thing you absolutely must continue to do is prospect.

1. Schedule BEFOREHAND: Adding one more thing to your packed plate is difficult, but by scheduling a Holiday Postcard Campaign ahead of time it will make sure you are remembered. Colorful, well-designed postcards scream "Happy Holidays" and "I'm still here for you!"

2. Give notice (if you're going to be out): There are few more frustrating things for a potential client than reaching out to an agent – and getting zero response. Let everyone know when you'll be available. That way, they can plan, too, and enjoy their own holiday. A preemptive "Thank You" or holiday card with your intended Out of Office schedule might be more helpful than you'd imagine.

3. Immediately follow up: I know, I know…I shouldn't have to say this, but we've all hit that wall where the last thing we want to do is grind out that 87th call or 200th email at a time that is always inconvenient. But it's the holidays, so put on your happy face. Return that call in line at Target, respond to that email as soon as you can, call the client back after you listen to their third voice mail. This is second nature to a good agent but doing so in the middle of the holiday season establishes even more trust in your client's mind. "My agent stopped what they were doing to answer a question I thought was silly." They'll tell their friends, who'll tell their friends. Behold, the power of networking.

4. Take advantage of inventory lulls: Spring may be the most popular time for a move, but the holidays present their own benefit – low inventory and the potential for a higher asking price (for the seller). People are constantly moving, and houses are constantly for sale, but the end of the year can be a choke point. [NOTE: The pandemic-era real estate business continues to be a complete anomaly.] By properly using real estate mailers and keeping your ear to the ground, and understanding what's available in your market, you'll be better positioned to help that client move just in time to host (or avoid hosting) this year!

5. Be where your competition isn't: Saturating your targets with information letting them know you're ready, willing and able to help them at a CRAZY time of year speaks volumes to the kind of agent you could be in the heat of the real estate season. Make sure they know your name, your successes in their area or neighborhood, and what you're willing to do for them while your competition is sleeping off eggnog or on vacation celebrating early. They'll notice.

This isn't rocket science. We all know that. But by capitalizing on small things and hammering the need for prospecting up to – and through – the holidays, you're setting yourself up for a great New Year and beyond. We say location, location, location, but none of those sales will ever come to fruition without genuine, passionate, deliberate and effective prospecting, prospecting, prospecting. Happy Holidays!