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January
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Prospecting:
- Review of goals to accomplish this quarter.
- Get involved in a mentoring/mastermind network of positive people to help support you in your goals. You can find these types of groups through your local Real Estate Associations.
- Review and update your listing presentation.
- Review and update your current prospect lists.
- Set up a tracking system for prospects. Prepare one sheet for each member of your target market and record all of your marketing efforts and results.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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February
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Prospecting:
- Build a network of business associates that refer business to you (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Get involved in your neighborhood association or one that is in your target market. Offer to sponsor one or more activities in the upcoming months.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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March
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Prospecting:
- Review FSBO properties in your farm area. Offer a free Open House for a three-day listing agreement. Before the open house, send an invitation to the surrounding and move-up neighborhoods around the property.
- Communicate with your network of business associates that refer business to you (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
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April
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Prospecting:
- Review of goals to accomplish this quarter.
- Have a worksheet available for those attending an Open House to write notes about what was liked/disliked about the property. Make sure your photo, name and contact information appear on the form so the new prospects know how to find you.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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May
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Prospecting:
- Communicate with your network of business associates that refer business to you (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
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June
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Prospecting:
- Source closing gifts appropriate for your clients that show your appreciation as well as your desire to work with them in the future.
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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July
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Prospecting:
- Review of goals to accomplish this quarter.
- Communicate with your network of business associates that refer business to you (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
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August
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Prospecting:
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Review and update your current prospect lists.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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September
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Prospecting:
- Communicate with your network of business associates that refer business to you (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Determine and plan your holiday mailing to prospects and clients. Source something unique with your photo, name and contact information.
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
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October
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Prospecting:
- Review of goals to accomplish this quarter.
- Visit all houses for sale in your farm area - know the subdivision.
- Send thank you notes to coop agents - they will show your listings more often.
- Make at least three calls a day to prospects and clients to generate leads.
- Prepare one sheet for each new member of your target market and record all of your marketing efforts and results.
- Set 24-hour recordings with caller I.D. on all new listings for buyers.
- Send Just Listed/Just Sold postcards to prospecting lists to celebrate your success.
- Send a personalized relationship prospect mailing appropriate for your target market.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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November
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Prospecting:
- Visit the annual National Association of REALTORS® trade show for classes and to determine what's new in the industry. Take advantage of and show specials for products needed in the new year.
- Review the business tools needed for next year (business cards, stationery, portfolios, etc.)
- Communicate your thanks to your network of business associates that refer business to you throughout the year (bankers, mortgage brokers, financial advisors, church members, hair stylists, etc.).
- Send a special personalized holiday mailing to prospects and clients.
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
- Follow-up with clients for repeat business and referrals.
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December
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Prospecting:
- Review goals for current year. Determine if goals were reached or surpassed. What in your plan worked and why?
- Budget your time and money investment for the upcoming year. Determine your marketing plan and the tools you plan to use.
- Schedule trade shows and classes you plan to attend in the upcoming year to enhance your level of expertise in real estate.
- Plan to focus on listings and sales - delegate marketing tasks to administrative assistant or to a company specializing in hands-free marketing.
- Have some fun - you've worked hard this year!
Client Follow Up:
- Enroll clients from all closings in a client follow-up program to generate referrals and repeat business.
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