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Tips From Land Experts on Closing Year-End Deals

With stress running high and people busier than ever, closing deals in December can be difficult. To find out how some agents flourish during the holidays, we reached out to some of our elite Accredited Land Consultants to find out their top tips for closing land deals in December.

Be Where The Buyers Are

Did you know that 78% of people do their holiday shopping online? Every year, more and more people go online to make purchases. With such an increase in screen time, sharing your properties on social media and in targeted ads is a great way to get your properties in front of potential buyers this time of year.

“The holidays are one of the better times to market your properties as families get together, shop on their phones, and flip back and forth on Facebook,” said Drew Ary, ALC, with Ary Land & Home/ Keller Williams Advantage. “In fact, 78% of people do most of their holiday shopping online and 54% of purchases will come from smart phones and tablets. Share your property listings and do some live videos about purchasing the ultimate Christmas present! Tell them to plan for tax season and use that extra money to make the most memorable investment there is to make!”

Communicate

Communication is always important in the land industry, but it is especially important around the holidays. As the calendar fills up, you run the risk of double booking a showing, client meeting, or other events. Clear communication is important with your staff, clients, and friends and family.

“Elevated communication is key. Each day matters when it comes to deadlines, so putting together a closing schedule early and keeping everyone in the loop at each step is essential,” said Kenny Schum, ALC, from Murray Wise Associates, LLC. “Make sure you know each stakeholders holiday travel schedules and business hours early and plan accordingly.”

Know Why They Buy (Or Sell)

While the popular misconception is that December is the slowest month for real estate sales, the looming tax season and the natural desire to get things done before the end of the year creates a whole new client base. Knowing who and why people buy will help you in closing land deals in December.

“Year end is busy for real estate brokers, buyers, sellers, and investors because it is a natural deadline for decisions,” said Ben Crosby, ALC, from Crosby & Associates, Inc. “Taxes are a major reason for these decisions. Buyers either want a purchase on their books before year end or after the new year. Sellers make the same decisions based on their best tax strategy.”

Be Prepared

Knowing that this time of year is hectic can actually be your secret weapon. Use the months beforehand to plan, schedule meetings, and layout what needs to be done before the holiday mayhem hits.

“Scheduling closings during the holiday season can be tricky,” said Phil McGinnis, ALC, of McGinnis Commercial Real Estate Co.  “I prepare all year to be able to call in favors at holiday time to get my closings fit in. Lawyers, paralegals, and the whole team of surveyors and appraisers usually don’t mind helping out if they have been helped out throughout the year.

De-Stress

Holidays have a way of packing on the stress. Working around the clock while trying to juggle all your other Christmas activities can drain even the toughest agent quickly. Make sure to take some time for yourself.

The holidays can be a tough time to close deals. However, with the right mindset, preparedness, and open communication with those in your office and in your life, closing land deals in December will be a breeze!

Don’t have your Accredited Land Consultant designation yet? Learn about the requirements for this prestigious designation here!

About the Author: Laura Barker is the Membership and Communications Specialist for the REALTORS® Land Institute. She graduated from Clark University in May 2017 and has been with RLI since October 2017.