The “Real Estate Tune-Up” Strategy To Keep Business Even Through The Slow Season

Hey guys, if you want to have a fantastic phone call with everyone in your database coming into December and January—right at the end of the year and the beginning of the new year—this is what I call the “Real Estate Tune-Up.”

We take our cars in for a tune-up every few thousand miles. We need to do the same thing with our database. The way you do that is by being direct and asking one key question.

Here’s the question.

“Hey, this is Jim. How are you guys doing? I’ve been thinking about you. I’m talking to everyone I know as we head into the new year, just on the business side, and I wanted to ask: is there anything you have on the horizon, real estate-related, for 2026 that I can help you with?”

That’s it. You just put it out there.

“Do you have anything going on in 2026, real estate–related, that I can help you with?”

You’ll be shocked by how many people say, “Actually, yes, we do. We’ve been thinking about something.”

Remember, about 5%—one in 20 people you talk to out in the wild—have an interest in buying or selling.

Now think about that within your own database.

And even if they don’t personally have something coming up, remember to tell them that you primarily work by word of mouth. That’s important to keep in mind.

Now that you have them on the phone, you can follow this up by fleshing out your database.

We all have a database in our CRM, and we’re probably missing something on almost every contact. We’re missing a home address, a social media handle, a correct email address—something.

So you say, “Hey, while I’ve got you on the phone, I’m sending out some Christmas cards, and I noticed I don’t have your home address. Would it be okay if I grabbed that? I’d love to send you a card.”

Or, “I’ve got a simple email newsletter I send out to friends, and I noticed I don’t have your email address. Would you be okay if I added you to that?”

Or, “I noticed we’re not connected on social media. Would you be okay if I connected with you on Facebook or Instagram?”

You can name the specific platform you’re missing, but the goal is to flesh out your database as much as possible.

This kind of real estate tune-up is great for them, and it’s great for you. You’re tuning up your database, and you’re also finding out whether they need a real estate tune-up of their own at any level.

If you want more ideas like this—simple, deployable strategies that can make a real difference in your bottom line—check out The Path Performance Coaching Platform.

It’s only $1 for your first month, one of the most affordable coaching programs in the country. Take it for a test drive and see what you think.

Have a great day, and good selling.