5 ways to uncover listings during the slow season

November 29, 2016 by SmartZip in Articles 

With the holidays rushing in and your business slowing down it may seem tempting to trade in your hustle for hibernation and take a long winter's nap. With many agents doing just that this becomes an even hotter time to make yourself stand out and be known. This season is also a fantastic time of year to identify listing opportunities that could keep you busy from now through spring 2017. Below are five ways to leverage your downtime and take advantage of the season -- all while building up your base of potential sellers.

1. Warm up your sphere of influence

Many agents throw all the hard work and effort they’ve put into building and establishing great relationships within their network by letting the connections go cold. Now is the best time to stand out by extending a handshake, mailing a card, delivering a gift of holiday cheer or even hosting a festive get together. Not only are people more receptive to rekindling connections, but they are also more likely to be turning their thoughts inward this time of year. As people begin to ring out the old and prepare for the new, they may also be priming themselves to be a future client. Whether they are beginning to feel the hallowed halls of an empty nest or the cramped quarters of a growing family, many will be considering a change.

If your sphere is warm and your connections are strong you will be poised to be the one they ask for help come selling season. Although the concept is simple , the execution can be daunting. Consider tools like SmartTargeting for your sphere to identify those in your sphere most likely to sell come spring.


2. Double up on lead follow-up efforts

Your neighbors are more likely to get open house flyers and Just Listed announcements in the spring. When the market is hopping, your voice may be lost in the crowd … but when the market slows down, so does the average agent’s outreach efforts.

That’s why Portland, Oregon powerhouse agent Bev Blume ramps up her efforts during the quieter fall and winter season.

“I’ve found that by doubling up my follow-up and marketing efforts in the down season, the impact is a lot more profound. Not only do I have time to send more thoughtful notes and marketing pieces, my targets and prospects have the time to respond. Whether I’m restarting an old dialogue or getting in touch for the first time, I’ve found that the lead-up to the holidays is a great time to reach out and get a response.”

3. Support a local cause: Offer holiday gifts to top prospects

Do you know a local school selling holiday pies or wrapping paper or a Boy Scouts troop selling wreaths? Step up to be their best customer, then pass these holiday treats along to your top prospects. You can either host a live pick-up event or personally drop off the gift along with a hand-written note.

4. Hold a holiday light contest

Brighten up interest by holding a holiday light contest. Most people will be putting up lights anyway so this can be very simple; drop off flyers, decide on a date to judge and present a gift to the winner. Neighbors love to see their work and achievements admired , so mentions and pictures on social media (with their permission, of course) will delight them and show what a great marketer you are.

5. Let predictive analytics do the work

Whether you have time to burn or are still busy wrapping up your 2016 sales, it can still be tricky to determine which contacts are gearing up to sell. SmartZip’s predictive analytics solution offers tested, proven predictions on the most likely home sellers in your market area or sphere. Put the analytics to work to help carefully design your holiday light contest map, gift giving list, holiday card distribution and overall marketing efforts to focus on those most likely to sell in the coming months. Apply predictive analytics to your farm and your sphere to save steps, time, effort and help you engage with the right people at the time. New Year planning is right around the corner for you and your prospects.

Why not make it a great 2017 for you both!

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