Two agents, same office, very different Novembers
Picture two salespeople working out of the same office, in the same market, at roughly the same level.
It's July. The market is quiet-ish. Winter listings are grinding along.
Agent one decides the smart move is to conserve energy and wait for spring. The listings will come when the market wakes up, and that's when they'll switch the prospecting back on.
Agent two treats July differently. They start calling through it. They book coffee catch-ups with past clients. They get their letterbox drops printed for August and September. They send out an email newsletter every single week, even though "nothing much is happening."
September arrives. The spring listings start appearing.
Agent one begins prospecting. But here's the problem: the owners listing in September and October made their shortlist weeks ago. Most of them already know who they're calling. Agent one is now competing for whatever's left, against every other agent who also just woke up.
Agent two's phone starts ringing. The owner they had coffee with in July is ready. The couple from the June open home who kept getting their emails wants an appraisal. The letterbox drops have been landing for two months, so when a homeowner in their farm area decides to sell, there's one name front of mind.
By November, agent two has had the best quarter of their year. Agent one is telling everyone the spring market "wasn't as strong as expected..."
I've watched this exact story repeat every year for two decades. The spring market doesn't reward the agents who work hardest in spring. It rewards the ones who did the work in July and August.
So here's my question for you:
If you're stuck for ideas, start with your database. Ten calls to past clients, plus an email newsletter with proven lead-generating content will do more for your spring than anything else I could suggest.
Next week I'm opening something for agents who want to have their best Spring ever, working with me personally, one-on-one. Keep an eye on your inbox.
Have an epic weekend!
Andrew Duncan
Founder, Agent Monday
