This week my team and I snuck away to the Newport coast and got to work planning for 2023… from lead generation ideas, to CRM follow up templates, marketing plans and building new systems to carry us through this market. Nothing was left off of the Agenda!

And over the course of two days, two dozen cups of coffee & two bottles of Cabernet… we kept coming to the same question.

How do we strengthen our already established relationships and create more new connections?

I’ve been selling Real Estate for almost 20 years and I can guarantee you – that all markets change eventually.

All Real Estate markets have opportunities within them. It’s just a matter of your approach. I’ve had one common theme my entire career – Agents who work relationally typically can outperform any agent in most market conditions.

Why? Because relationships are recession-proof.

Relationships will stand the test of time, and if you position yourself as the trusted advisor in your client’s and friends’ lives, guess what? They will lean on you for everything Real Estate related if you market to them and nurture them consistently!

It’s clear our market has changed. It’s slowed down and with the seemingly never ending headlines about the rise of rates, the people in our sphere of influence need experienced, knowledgeable REALTORS® now more than ever. So… what should you be doing right now to reach them, and prepare for what’s coming?

  1. If you aren’t leaning into your database and sphere, DO IT NOW! You have to consistently nurture, communicate with and stay in front of your database. If you don’t already have a consistent plan for this, I want you to create one! Just like I did with my team over the past two days. You can’t afford to wait any longer. If your clients haven’t heard from you in 3 months or more, you’re slowly letting them drift away!

    >> Register for my upcoming FREE Workshop: Business Planning for 2023 – where we’ll dive into everything you need to do to be ready for next year

  2. Use Social Media to broadcast to a larger audience. Your social platforms are a great way to talk about real estate, update your database on what’s REALLY happening in this market, and reach a wider audience. And before you post about rising rates… don’t! Your clients already know, they read the same news story’s as you! Instead, create a Reel or write a caption that gives them comfort! Share the programs in your area that can help them, share a story of a recent client who you helped despite the rate increase – give them SOLUTIONS. Not more problems!
  3. Change your mindset! Friends, just because homes are not flying off the market over asking price does not mean there are not tons of opportunities in the market we have today. Your potential clients are out there NOW taking their time to actually research who they want to represent them. Show up as the experienced, knowledgeable and professional problem solver they’ve been looking for & provided the amazing value I know you can give.

So my friends… I’ll leave you today with a question.

How will you step into the New Year? Prepared and ready to deepen and strengthen your relationships? Or are you going to retreat and panic about the changes we’re seeing, leaving your clients to do the same… It’s time to take control of your business and remain the amazing, steadfast REALTOR® I know you to be.

The choice is all ours, friends, and we owe it to ourselves and our wonderful clients to be the best, most educated, and most prepared versions of ourselves!

About The Author

Barb betts

Barb Betts is a successful REALTOR®, Broker and CEO, Educator, Speaker, and Trainer with a passion for all things Real Estate.

She is known as an influencer in the Real Estate industry and is consistently known for impacting everyone that she speaks to.  She has a passion for her industry and is highly involved at a local, state, and national level.