As the year concludes, we enter into what I like to call “the gratitude season.” For me, this is the time of year when I feel we’re supposed to be out there thanking all of our past and current clients for the help and support they’ve given us over the years.
Right now, one opportunity is to embrace that focus on others. There are a million reasons to give yourself an excuse to make a phone call or interact with people in some other way. After Halloween rushes past, Thanksgiving is right around the corner. From there, we celebrate numerous other holidays in December, and we’re approaching a new year!
There are plenty of reasons to reach out and thank someone and take advantage of the gratitude inherent in this time of year when so many people are already looking back at the bigger picture of their years.
The most important thing right now is to focus on other people – and now is the easiest time to do it without feeling self-conscious. Focus on the client relationships and other professional relationships you’ve cultivated and say, “I appreciate you.” Say, “Thank you.” I promise people will appreciate the effort.
You have to reach out, have a conversation, and connect.
Here’s another way you might consider practicing gratitude.
For example, if you’ve been working with investors or somebody who’s done multiple transactions with you, embrace this time and ask them out for a coffee or lunch. When you meet up, take the time to dial in that focus and simply ask them, “How are you feeling right now? What are you seeing in the market?”
If you’re meeting up with an investor, ask them, “What are you facing?” You can also ask some other simple questions such as, “What are the dangers you sense right now?” “Is there anything you feel is bothering you or keeping you up at night?”
You’re going to learn a lot from those lines of questioning. Take the time to think about the areas where other people are struggling – but also focus on identifying opportunities they see in the market right now as well.
Trust me, there are still opportunities in the market, especially for investors who have cash and don’t need to go to a bank.
Ask them about what got them here and what they consider their strengths to be – and just listen. You may also have some ideas about their strengths; this is the time for you to express those, too.
If your client’s in a tough place right now – just like you are – your role is to help them feel great about the future as best as possible.
So, how do you highlight these strengths? How do you minimize the dangers they see by helping them leverage their opportunities and regain some self-confidence about their strengths? If you can do that, then you are on track to become one of the best professional consultants and advisors you could be for a client.
Sometimes it’s hard to put yourself out there to make that call and ask someone out for coffee or lunch just to talk – but I think you’ll be surprised how many people will take you up on the offer and be downright thrilled about the fact you’re taking a personal interest in their needs and concerns.
Final Thoughts
The gratitude season is a wonderful time of year for self-reflection and figuring out where you want to take your business in the following year. As someone who works by referral, you already know the importance of building and maintaining relationships with current and past clients and others who can get you future referrals. However, there is never a better time of year to reach out, have a conversation, and connect.
Checking in with people keeps you top of mind – and makes you more aware of anyone who might want to make moves in the next year when you’re primed and ready to do business. Real estate is a competitive market; it’s important to stay ahead of the curve and make yourself into a market maker. Especially if you have a lot of names in your database, take the time to prepare for gratitude season by making a list of potential contacts and finding ways to reach out.
You might surprise yourself with how fruitful these encounters, even short ones, can be for your future business. People like to be appreciated, and there’s no better time to let the people who have helped you build your way to success know how grateful you are to have them along for the ride – and how ready you are to help them make the next steps when they are ready to make another move.