GUEST COLUMN: Overcoming February Fear

I don’t know what it is about the beginning of the year that makes agents so anxious… Ok, maybe I do, but they shouldn’t be. The beginning of every new year I hear, “I don’t have anything going on. I’m starting to freak out,” as if the changing of the year killed all of their business.

I warn against going down that rabbit hole. Instead, take a look at history. If you’ve been in the real estate industry for more than one license renewal, then you should be able to look at past years to see that this slowdown is part of our real estate cycle.

Think about it. We’re just coming off of a major holiday season. The average person is currently thinking about losing weight, paying off some credit card bills and prepping for this year’s taxes. And other potential buyers and sellers are waiting until spring when the Northeast landscapes come alive again. The spring will be here before you know it.

In the meantime, note that worry has never improved anyone’s business. In fact, it mentally exhausts you and prevents you from being on your “A game” when the market does start to pick up. You also have to consider the “Laws of Attraction.” If you spend your time worrying, “I don’t have anything going on, or “I don’t know where my next deal is coming from,” you will get more of the same. You attract whatever it is you concentrate on. If you are concentrating on scarcity, that, my friend, is what you get more of.

Instead of dwelling in that negative headspace, work on affirmations of abundance. Make a list and start your day with reciting or writing out things like:

• My 2023 real estate year will be my best year yet.
• My real estate business is flourishing.
• I am happy that I have a consistent flow with my real estate business.
• I am an amazing real estate professional.
• Other agents know and love working with me.
• I have lots of clients to work with.
• I am a trusted real estate professional in my area.

Don’t forget to “feel” those truths. The more you can get yourself in the mindset of how it would feel to have the best year yet, the easier it is to attract those things to your life. But remember, affirmations alone won’t boost your business. It has to be backed up by positive actions. What should you be doing while awaiting for the market to wake up? Start with making a list and checking in twice. No, not to find out who’s naughty, but to see if you can pinpoint some upcoming potential real estate needs. This is an exercise that you should do on an ongoing basis, but it’s natural to focus on it in December or January when you are doing your holiday cards.

Whether you do them for Christmas, Hanukkah, Kwanzaa or the New Year, you should take advantage of the opportunity to tap into your sphere. When making your card recipient list, don’t just think: “I like Jessica and Jeff. I’ll send them a card this year.” Look deeper. Can you uncover any potential needs?

Jessica and Jeff are expecting their first baby in April and they are busting at the seams in that one-bedroom condo you sold them three years ago. It may be time for them to consider moving.

Go over your card list and make note of any and all life changes. Is someone a new empty nester? Did someone get a new job? Is someone getting married? Is someone looking to retire this year? These are a few examples of things to keep in mind.

For every possible need you are able to discover, you should be making some extra touches. These may be great 8×8 candidates. What is an 8×8 you ask? In real estate, an 8×8 is 8 points of contact in 8 weeks. This could be done via mailers, though I’m all about the real-life touch. How about a phone call and a plan to meet for coffee or brunch?

You have to know that you’re not the only real estate agent that Todd knows. What are you doing to stay at the top of his mind?

Aside from tapping into your sphere, there are other things you can do to assist in boosting your business.

Do Open Houses

Even if you don’t currently have any active listings of your own, reach out to the agents in your office who do and offer to host open houses for them. If they have multiple listings, it may be helpful, and most sellers won’t mind the added exposure.

• Do Uptime or Office Hours Yes, it’s time to make your way back to the office. Every so often a viable buyer or seller lead will phone in. You won’t be the agent to get the call if you’re not present.

It didn’t happen the last two times you were in the office, you say. You were still spending time in the place where real estate happens.

Time in the office can be a great opportunity, especially if you are a newer agent. The office is where you can see top producers in action and don’t be shy to interview them. Most agents don’t have a problem talking about their successes. You may be able to get a few nuggets that you would not have been privy to sitting at home eating snacks, worrying about your lack of business. If real estate is what you want to do, get to it!

Get Involved

So, you went over your sphere list and realize you only know five people and you’ve sold homes to all of them already. Sounds like it’s time to expand your horizons. One of the quickest ways to do this is to get involved. Volunteer at your local community center or join the board of a local charity or networking group.

Getting involved is a great way to meet new people and to give back at the same time. I think it’s one of the most wonderful win-wins. Doing good and getting to know others all in one. Find something that you are passionate about. It adds to your life’s purpose.

Alright, I hope this helps you survive and thrive another month. And remember, we are all in this together. Have an awesome month.