Six Strategic Client Fresh-Starts

Written by Posted On Tuesday, 06 October 2020 05:00

In these uncertain times, real estate professionals carry the compounded emotional load of their own concerns and fears plus those of prospects, clients, past clients, and colleagues. That means a lot of “hoping things turn out” which with, all the medical and social distractions swirling around, may lead to disappointment.

Human nature adds hope when uncertainties weigh heavy. Disappointment settles in when hope doesn’t prove enough to transform wishes into reality,

Clients, communities, and those you work with will remember how you made them feel during the pandemic.

Hope has gotten many through the first six months of the pandemic. Now as the Covid-19 horizon stretches into 2021, hope may need to be bolstered by thoughtful fine-tuning and concrete improvements. Where you begin and what suits the individuals or families you work with may differ, but here are six suggestions which can be adapted to a variety of real estate goals and dreams.

Six Strategic Client Fresh-Starts

1. Renew Resolutions

When January 2020 began, most of us were full of positive resolutions for the months ahead. Now we need to let go of that past to start fresh with simple, super-achievable resolutions for the remainder of 2020. 

This shift to positive thinking, highly-actionable goal setting, and effective strategizing will help many visualize future certainty and check off a few “went well” 2020 achievements in spite of everything. Encourage a loose-grip on goal specifics since flexibility and resilience remain the 2020 operative words.

2. Unlearn to Rethink

Mastering life during the pandemic revolves around quickly unlearning and rethinking things taken for granted before Covid-19. There’s no longer a “back to normal,” but there is full steam ahead! For instance, Covid opened many eyes to how impractical and exhausting living beyond financial means is. Pandemic realities have many of us embracing benefits tied to shifting from compulsive consumption and debt accumulation to flourishing through saving and investing—exciting steps toward a future of choice.

Sharing professional knowledge and expertise—online and off—will encourage those intent on reviving real estate dreams, on discovering how to keep more of what they earn, and on saving to achieve homeownership goals. Attract business by making it easy for buyers and sellers to fully understand how money and investment can work to their advantage. As well as grasping how this knowledge is a launching pad, they’ll thank you for revealing how it feeds lifestyle flexibility.

3. WHY Your Way Out of Mental Roadblocks

By asking and answering a series of 5 WHY questions, mental barriers for prospects, buyers, or sellers—or yourself—may be removed. The 5 piercing queries dig deep, layer after layer, into a belief or standard that is holding thinking back, undermining decision making, or stalling enthusiasm. 

Select a specific intrusive belief or standard and ask WHY—why is it clung to? Then dig into that answer by asking WHY number 2. This chain continues until the pared-down fourth iteration is dug into with the fifth WHY. By then, if not before, the mental roadblock should be dissected and cleared for action. Peeling back layers of habit, misunderstanding, bias, and dated values creates the resilience and flexibility necessary to thrive in times of change. Take the time to create 5-WHY examples specifically relevant to your targets.

4. Be Unreasonable About Design

Society often describes a person who adapts to an inefficient or uncomfortable environment as “a reasonable person.” Instead of making the best of a bad situation by adapting to a less-than-productive environment, like a poor workspace, encourage prospects and clients to be unreasonable. Make it clear that they have two choices:

1) The unreasonable environment—their home—can be adapted to suit their needs and enhance their productivity—that is, redecorated or renovated. A professional interior designer’s eye on a residential space will usually reveal stylish, functional,  cost-effective adjustments to interiors to make living, working, and playing easier and more rewarding. Or,

2) Find a new reasonable space—move to a new property. Our homes are not meant as containers for humans who must contend with inconvenient spaces. Real estate professionals know that homeowners often live with inconveniences, which are often relatively simple fixes, until they tackle a make-over to sell. Homeowners faced with prohibitively expensive redesign problems may find a move makes more sense.

Enlighten prospective buyers and sellers to the value of becoming unreasonable. Demonstrate—perhaps case-study-style—exactly how they could benefit, financially and functionally, from redecorating, renovating, or moving to address specific challenges of their current home. With these three choices to consider, they’ll understand practical and financial opportunities presented by the local market.

5. The Reality: Working From Home Is Work

Ask a commercial real estate professional what goes into designing productive work environments and you’ll learn about the required blending of architectural and interior-design expertise.

Plunking client business files and a notebook down on the dining-room table falls very short of creating a nurturing work environment. Even if there’s a client cloud interface and a designated home office, the home itself is probably full of non-office distractions like children, pets, a spouse, pools, screens, and refrigerators.

Staying focused and engaged at home requires training in self-discipline and concentration combined with the cooperation of everyone else who lives and works there. Sharing approaches for adapting and clarifying office routines and work systems in uncertain times [ limk to rt ] and a new environment is a job in itself—one that many employees receive little help with or credit for from their employer. How can you support or encourage those braving this new home frontier and juggling it with educating children and caring for family? When is a move to gain productive workspace the right reason to move?

6. Happiness Course, Of Course

The internet is awash with courses and education programs, many of them free, so sharing a learning experience with prospects or past clients may strengthen relationships. One great place to start is Yales’ immensely-popular “The Science of Well-Being,” an online course on happiness designed by Professor Laurie Santos for non-Yale students.

Well-being topics include misconceptions about happiness, overcoming biases, and putting strategies into practice. There’s no heavy required reading, just conversation-style video lectures, optional readings, and "rewirement" activities for building happier habits.

According to Yale News, enrollment for the first year of the class stood at 539,000 by March 19, 2019, making it the most popular online course in Yale history. By March 24, 2020, enrollment rocketed to 1,153,744, with 631,980 people enrolling in March alone. Reportedly, 10.5 million people have visited the site recently.

Sign up for free here

Prospecting during a pandemic requires a fresh approach. The more in touch with clients and peers you are, the more they will appreciate your attempts to reach out and help them improve their situation.

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PJ Wade —       Decisions & Communities

Futurist and Achievement Strategist PJ WADE is “The Catalyst”—intent on Challenging The Best to Become Even Better. A dynamic problem solver and author of 8 books and more than 2800 published articles, PJ concentrates on the knowledge, insight, communication prowess, and special decision-making skills essential for professionals and their clients who are determined to thrive in the 21st-Century vortex of change.

PJ Wade's latest business bookWhat's Your Point? Cut The Crap, Hit The Mark & Stick!—further proves PJ's forward-thinking expertise and her on-point ability to explain technical, even non-verbal, communication details in practical, actionable terms. Print publication: Fall 2022.

PJ: “What's Your Point?the pivotal 21st-Century business question—must be answered before you open your mouth, hit a key, tap anything or swipe. Too often 'Your Point' is not clear to you and communication remains an expensive illusion.”

As The Catalyst, PJ concentrates on enhancing communication ROI for experienced advisors, executives, entrepreneurs, business owners, and other savvy professionals, who may not have received as much formal training in communication as they have in their own field.

Onward & Upward—The directions that really matter! Reach PJ at and visit her What's Your Point? Blog. Keep up-to-date with PJ's popular column  Decisions & Communities

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