• January can be an awkward time in Miami’s sales cycle, but opportunities exist
  • Brokers can start motivating agents to push past sluggishness and get focused right away
  • All agents start at “zero” on January 1

In this monthly column, Anthony Askowitz explores a hypothetical Miami real estate situation from both sides of the broker/agent dynamic.

This month’s situation: A successful agent is struggling to get “up to speed” in the first few weeks of the new year.

Agent perspective

January is a strange period in Miami’s real estate market, and I am just finding it a little tougher than usual to get myself going professionally this year. I shouldn’t make excuses, but after all the December partying, the visits from family, the kids being out of school, and the downtime that falls between Christmas and New Year’s, my real estate rhythm is all “off.”

Also, like many people, I’m trying to stick to resolutions about eating better and exercising more, so that’s taking a good deal of my focus as well. I have been through this malaise before and I know I will get back into the swing of things, but with my prospective sellers also waiting on the sidelines, I am struggling to get energized and motivated.

Agent/Broker perspective

Closing the deal image via Shutterstock.

Broker perspective

The holiday season can certainly wreak havoc on our natural working rhythms, but come January 1, it’s time to rise and shine!

Agents who are serious about making money and improving on their performance in 2016 will shake off these excuses and get focused. January in South Florida offers tremendous opportunity to network with snowbird buyers who, even with this very mild winter, are always looking for property for themselves, friends and families.

And while it is true that many sellers will wait to place their homes on the market, agents can use the first weeks in January to set themselves up to secure these listings.

How to meet halfway

Even before the calendar turns, successful South Florida brokers should be prepared with creative ways to get their agents motivated and energized in early January. These can include listing contests for valuable prizes, brainstorming sessions where agents can prepare for likely responses from clients and strategic goal-setting.

I always remind my team that, come January 1, we all start at zero, from the beginner agent to the mega top producer. It’s also very important for managers and brokers to set good personal examples. By proactively communicating with agents during this unusual time, it shows them that their broker is focused and invigorated, and that will inspire them to do the same.

Anthony is the broker-owner of RE/MAX Advance Realty in South Miami and Kendall, and also a working Realtor who sells more than 150 homes a year.

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