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Tips From Land Experts on Closing Year-End Deals

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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 (ALC) Designation yet? Learn about the requirements for and benefits of earning this prestigious designation!

About the Author: Laura Barker is a freelance writer based out of California for the REALTORS® Land Institute. She has been with RLI since October 2017.

Holiday Gift Ideas for Surprising The Land Lover In Your Life

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Some people will love any gift you give them: others are a bit pickier. Then there are those people you will have absolutely no idea for what to get them. Below, we’ve found great gifts for the land lover in your life that is impossible to shop for (or even to treat yourself).

That One Person You Don’t Know in Secret Santa

There’s always that one person in Secret Santa who no one knows that well. And this year, you picked their name. Luckily you do know that they love land and everything related to it. So what do you get someone who you know almost nothing about other than that?

1. Travel Pro Power Bank. This compact phone charger is a thoughtful gift for a wide variety of personalities. You can charge your phone from 0% to 100% quickly, which is great for people who love long hiking trips, car rides, or people who just forgot to plug their phone in overnight.

2. Kelvin.23. Everyone can find a use for this tool. The Kelvin 23 is twenty-three tools in one. It includes a hammer, a six-foot tape measure, sixteen screw and socket bits, and more.

3. Batch Gift Box. Who wouldn’t love to open a box of Southern goodies? Choose from dozens of baskets based on food (coffee, barbeque, chocolate) or state/city (Austin, Nashville, Louisiana). If you know where your Secret Santa is from or what type of food your Secret Santa likes to snack on, you can get the perfect Christmas gift.

 

The Hard-To-Impress Hostess

She is the perfect hostess and gift giver, and now you want to return the favor. Even though her manners are perfect, maybe you’re a little bit intimidated by her. It feels like no matter what you get her, she won’t be impressed.

1. Beautiful copies of classic books. A beautiful copy of a classic book is sure to impress. Bonus points if you know her favorite author.

2. Good Grips Cold Brew Coffee Maker. This coffee maker makes brewing after-dinner coffee easier. It brews tea, too!

3. Maggie Louise Chocolates. The All Is Bright Chocolate Box features jewel-colored chocolates in the shape of ornaments. They come in an assortment of white, dark, and milk chocolate. Who doesn’t love a little chocolate to sweeten up their holiday season?

 

The Guy Who Already Has Everything

The latest in technology, food, clothes – he has it. He’s always on top of the trends and has everything his heart desires. What do you get the man who already has everything?

1. Southern Bourbon Stout Beer Brewing Kit. Is he the type of guy who loves beer and is always on the hunt for a new favorite? Now he can make his own!

2. Dakine Party Bucket. This is perfect for barbeques or outdoor parties. The Dakine Party Bucket contains one insulated wine bottle bolter and eight built-in insulated Koozies for the drink of his choice. There’s also a built-in bottle opener and water-resistant snack pocket.

3. Monogrammed Leather Cocktail Shaker. Even the guy who seems to have everything doesn’t have a customized cocktail shaker.

 

In Laws

Stressing out about gifts for the in-laws is a holiday tradition. Would a gag gift be greeted with laughs or death stares? Here are some gifts that’ll please the parents.

1. Custom House Portrait Art. This unique artwork is a thoughtful gift. You can make a custom line drawing in the color of your choice of a place that is special to them, like the church they got married in or the family house. This is a gift that you know won’t end up gathering dust in the garage.

2. Custom Large Casserole Lasagna Pan. This will definitely get you in your in-laws’ good graces. You can customize this lasagna pan with a family recipe.

3. Homemade Pecan Pie. Want to make something a little more hands-on? Try a homemade pie. Here’s a recipe that only requires seven ingredients and has rave reviews. Gifts always mean more when the secret ingredient is love.

 

Your Teenage Niece

You want to get her something trendy, but the trends change so fast that by the time you get a gift, there’s a good chance that it’s no longer cool. Here are some gift ideas that’ll never go out of style.

1. Monogram Something Unique. She probably already has a monogramed necklace and sweatshirt, so why not think outside the box? You can monogram soaps , umbrellas, Christmas ornaments, stickers, beach towels, and more. Looking for more options? Sites like Etsy have an unlimited number of customizable gifts.

2. Home State Necklace. This is a simple piece that goes with everything and can remind them of home even if they are away for the holidays.

3. Lilly Pulitzer iPhone case. She’ll love this gorgeous watercolor case that adds a little personality to an otherwise standard item.

We hope these gift ideas help you kick-start your holiday shopping and give you inspiration for the perfect gift for even the most difficult people on your Christmas list. Happy Holidays!

Top Tips For Land Agents to Beat Holiday Stress

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Few people understand how tough it is to be in the land real estate business during the holidays. You don’t just have a nine-to-five job, you’re working around the clock. You have to work around the schedules of the clients, which in many cases means early mornings, late nights, and weekends where you are barely home. And while December is notorious for being one of the worst months to sell land real estate, many people use the holiday free-time to look around for properties. Putting all this together can make the most wonderful time of the year into a nightmare.

So, with an increase in work and the holidays right around the corner, how is a successful land real estate agent supposed to stay on top of their work and also enjoy time with their friends and family? Below, we’ve rounded up some great ways to handle the holiday craziness.

Want to learn more about how to stay sane during the crazy holiday times? Be sure to check out RLI’s ALC-to-ALC teleconference ‘Being Your Best-Reduce Stress, Maximize Productivity, Stay Healthy’. A recording will be made available to everyone after the event. In the meantime, here are some quick tips to get you started:

1. Focus on your target audience.

You don’t want to spread yourself too thin during the holiday season. So instead of reaching out to every type of client that comes your way and running yourself ragged, try to focus on serious potential buyers and the projects you already have. This way, you can focus all your energy into projects that will have the best payout for you.

2. Budget

The holidays can be a stressful time on anybody’s wallet, but it can be especially hard on those in the land real estate business. Since income is tied to sales instead of a 9-to-5 paycheck, it can be hard to figure out how much money you’ll have to spend on presents and other holiday fun. If you haven’t tried budgeting before, now is a great time to start. Once you figure out how much you usually spend a month, you can get a conservative estimate about how much you’ll have leftover for the holidays. Here’s a link to learn more about budgeting.

3. Take Control of Your Time

Anyone who tells you “It must be great to be able to pick which hours you work!” has never worked in land real estate. You might not have to clock in from 9-5 Monday through Friday, but the hours can be grueling. Add on top of that family events, mass, pageants, shopping, and you’ve got a tight schedule.

While a huge part of working in land real estate revolves around the clients, there are some things you can do to reclaim your time. Scheduling meetings with clients as early in advance as possible will let you plan other things around it. And if you aren’t typically the most organized, now’s the time to change that (at least for the holiday season). You can use a physical planner or an online one, like Google Calendar. Seeing your time laid out in a planner is a great way to stay updated on what needs to be done and when.

4. Sleep

Sleep is the one thing that everyone thinks they can skimp on. Some people carry their lack of sleep like a badge of honor. Even though it might make you feel good to say “I’ve been working so hard, I only slept two hours last night!” getting no sleep can take a serious toll on your work and your health, which will hurt your career. Also, skimping on sleep is a guaranteed way to make your body more prone to catching a cold, which is the last thing you need during the holiday season.

5. Limit Time on Tech.

Do you ever feel like you spend all day answering texts and e-mails, but never actually get anything checked off of your to-do list? Even though it’s a necessary part of any job, technology can be a huge time waster. The real time-suckers are those e-mails that don’t require an instant reply. Try putting those aside to focus on projects that need your full attention and see how much extra time you have at the end of the day.

6. Eat Well.

We know this is tough to hear during the season of roast turkey, gingerbread cookies, and eggnog, but you’re going to need all the energy you have to make the most out of this time of year. Sugary treats can keep you up at night, limitng the time you have for the all-important sleep, and fatty foods can zap your energy. Does this mean you can only eat salads during the most delicious time of the year? Of course not! Making a few changes each day (switching soda for water, getting a side salad instead of fries, keeping healthy snacks with you) can make a huge difference. You’ll notice an increase in your energy and focus (and maybe even how your favorite pair of pants fit) in no time.

7. Remember What It’s All For.

Between all the stress, hard work, and tension that comes with the holidays, sometimes it’s easy to just want them to be over. But it’s important to keep in mind what makes the holidays so special. Think about your favorite part of the holidays. Is it eating a good meal with your family? Going to church Christmas morning? Unwrapping presents first thing in the morning? Whatever it is, remind yourself of those special moments whenever you can. Putting some pictures of good family times from previous Christmases around your work space can help bring holiday cheer into your day.

8. Cut yourself some slack.

Everyone has to make sacrifices during the holidays, especially people who work in land real estate. Maybe that means spending less time at work or having to skip a Christmas party with your friends. Don’t beat yourself up for not being able to do everything that everyone wants you to do. Remind yourself that no one is able to “do it all” during the holiday season.