I’m so grateful to have been asked to write this article for the October 2021 “Brokerage” issue of Chicago Agent. It just so happens that October is one of my favorite months of the year. Not only are we changing seasons, but in the world of real estate brokerage, Oct. 1 is the beginning of the brokerage calendar year. It’s time to start focusing on 2022 without losing what you created in late 2020 and 2021.
The importance of getting started on 2022 today is that you need to take the next 60 days to properly audit your business and make the changes needed for it. October, November and December can be “trap” months, especially in years like 2021, where many of you have met your annual goals early this year. It can be incredibly easy to take your foot off the accelerator. Should you power down a tad over the next couple of months? Yes and no. I think it is important to fully charge your mental battery, but not at the expense of losing the momentum you created during the year.
Momentum is a tricky thing. You can lose it quickly, which leaves you feeling uncertain. So, I want to give you a few tips on how you can protect the momentum you created in 2021 and have it waiting there for you when the selling season starts in 2022:
1) Intentionally take time to power down over the coming months, especially during the holidays, but do not stray too far from your most important habits and rituals.
2) Reconnect with all of your top clients. They want to hear from you.
3) Stay grounded. Realize that your pipeline will fluctuate. Don’t get overconfident when things are great, and don’t get nervous or freaked out when things slow for a period.
4) Keep your mind fit. Maintain your mindfulness practices, and stay committed to your workout routines.
5) Protect your calendar. Wasted time kills momentum.
6) Always remain focused on improving your skills during this time of the year.
7) Read three to five books that can give you further insight into how you want to run your business and live your life.
8) Plan coffees, lunches and dinners with friends and colleagues you’ve not connected with in a while.
9) Plan your travel for 2022. It will give you something to look forward to.
10) Last but certainly not least, build a business plan for 2022. Go into the new year with a renewed focus on your business.
If you can go into the 2022 selling season with your mind right, a well-thought-out business plan and your momentum in place, you will have a terrific start to the year.
Jim Miller, executive vice president designated managing broker — City Offices, Jameson Sotheby’s International Realty, can be found on Instagram at @askjimmiller and on Soundcloud and Apple Podcast at his “Ask Jim Miller” podcast.