As the holidays approach, many agents face a common challenge: staying productive amidst the seasonal distractions and end-of-year slowdown. Bill Martin OG’s recent episode of the Producers' Playbook podcast sheds light on how agents can stay motivated, keep up their productivity, and set themselves up for success in the new year. Here are 7 key takeaways:
1. Embrace the Holiday Season Challenges
The holiday season can be difficult for agents as people are preoccupied with family gatherings, shopping, and travel and tend to delay making new commitments. Agents must overcome the tendency to let this season derail their productivity. It is important to stay on track and work even harder to avoid production losses, which can set a negative tone for the start of the new year. Continuing to push through the holiday season challenges will help ensure you start off the new year on the right foot.
2. Adjust Your Mindset
To overcome a loss of production during the holidays, agents should change their thinking, adopting a mindset that allows them to stay proactive. For agents, this might mean increasing the number of calls they make or adjusting expectations while continuing to stay active and engaged with clients.
3. Take Advantage of Downtime
While clients may be busy on specific holidays, Bill reminds us that people have more downtime than we realize during the holiday season. For example, the days following Thanksgiving or around Christmas can be golden opportunities. Many people are off work but available at home, creating a perfect chance for agents to reach out and connect without the usual interruptions.
4. Don’t Delay
It’s common for people to ask agents to “get back with me after the new year.” Instead of putting off these potential clients, try using a simple approach to keep them engaged. Bill recommends emphasizing that scheduling now will prevent a stressful pile-up of tasks in January. With a polite request like, “Can you help me out by scheduling some time this week?”, many people will be open to setting appointments sooner than they might have initially planned.
5. Develop Positive Self-Talk
Changing the way you talk to yourself can have a profound effect on your productivity. Bill suggests turning negative self-talk into positive reinforcement. Instead of talking yourself out of working during the holidays, start talking yourself into action. The way you think about your role and your clients matters, especially in times when it’s easy to give in to a lax attitude.
6. Overcome Fear and Build Resilience
The path to success often involves pushing through discomfort and fear. Bill compares this to strengthening a muscle through exercise. Facing your fears, tackling tasks even when they make you anxious, and pushing through periods of uncertainty will help you grow more resilient. This resilience is what sets top producers apart from those who remain stuck in their comfort zones.
7. Use the Holidays to Set the Tone for the New Year
Start building momentum now to carry into the new year! Use this period to refine your skills, increase your productivity, and establish a strong mindset that will propel you into January and beyond. A strong finish to the year can give you a head start over competitors who may be taking it easy.
Final Thoughts
The holiday season doesn’t have to slow you down. By embracing the unique opportunities it brings, adjusting your mindset, and staying proactive, you can use this time to your advantage. As Bill says, use this season to create habits that set you apart from the crowd and elevate your production, positioning yourself for a successful year ahead!