There’s evidence of spring with some green shoots appearing in my garden. Last autumn, in the middle of a monsoon, I planted about three dozen daffodil bulbs and a bazillion crocuses and snowdrops. I’m more of a vintage car guy than a gardener, but the pandemic has changed us, likely forever, so I thought I’d pretty up the place with flowers. Does this mean I’ll become a rabid composter in the future? Who knows, although I doubt it. As for the green shoots, I’m gratified to now see them poking up through the flowerbed’s soil. I used to say “dirt,” until I was corrected by my mother who still has strong opinions on just about everything. “It’s soil dear, not dirt. One’s hands become dirty when working in the garden. Soil, on the other hand, is something in which plants grow.”  

This harbinger of spring got me thinking: are there also green shoots of another kind out there?  

Yes. Despite the best efforts of some to convince us the new variant of the virus will infect us all, I think there’s good news to be had if we look for it. Most of us are anxiously awaiting the “jab” so we can get back to some sense of normalcy. So, it’s great the vaccine is on the horizon, unlike during the first several months of the pandemic. This is very good news indeed. And, there’s more: we just came through the busiest December ever, with over 2,400 properties listed and nearly 3,100 properties sold. Not bad during a pandemic when some are really hurting and we’re in a partial lockdown. I predict we’ll stay busy, since a listing inventory of 8,000 usually means just about anything listed has an excellent chance of being snapped up, pronto. How cool would it be to start the year off with a bang by upping your listing inventory so everyone else beats a path to your door? 

So with the new year beginning, it’s time to take stock and plan ahead. Optimists like this exercise; pessimists, not so much.  

Keep the list to just the top three—anything more can sap your motivation to do anything at all. Focus first on the three things you’re good at,and consider if there is a way to do more of these in 2021. Then think about what you’re not so good at; is there a way to do less of these in 2021?  

It’s always easier to think about what you do well rather than what you could improve on. As a start, I’d bet that most of us could think of some interactions we’ve had with colleagues and clients that could have gone better. If your inner Mr. Grumpus Maximus came out more than he should have, can you do things differently next year to keep him in his cage? Understanding the things (and people) who press your buttons is a start. Recognizing when your buttons are being pressed is a first step to better controlling the grumps. (Note to self: take your own advice.) And, of course, we could all do with a bit more of Dr. Bonnie Henry’s philosophy: namely, be kinder to everyone. 

So much for self-improvement advice—at least, with the space I have here. 

I think we have all learned in 2020 how much we have taken family for granted. It’s been tough on many of us not to have been able to see and hug them whenever we wanted. When we’re able to do so again (by my guess, in late spring), I suggest you plan a family dinner or event—and then plan another one for the summer. If your family is elsewhere, you could substitute friends for family. We need human contact to stay grounded and human. And, if there’s a family member you can mend a fence or two with this year, why not give this a shot too? Even if things don’t work out, you’ll be able to look in the mirror and say you tried. 

So much for family. 

Your business is, perhaps, easier to get a handle on because it’s more clinical than emotional. If 2020 was a great year for you, keep doing the same things. If it wasn’t, don’t do the same things again. Simple, right?  

Or, are you pretty good at prospecting, meaning you’re dealing with lots of people but your efforts aren’t resulting in sales or listings? Maybe you need to work on your closing skills. It’s like golfing: you can be a great driver but consistently lose games by being a lousy putter. Getting someone to say yes is an art. Those who are good at it have learned that people’s fear of making a mistake is usually what prevents them from saying yes. If closing is your challenge, think about how you can improve your skill at isolating the fears people have and then offering them a reasonable solution to the fears that inhibit a yes. 

How many times have you heard, “I want to think about it;” “I want to talk to someone else;” “It’s too much money;” or “It’s not enough money”? People have been saying those things since before humanity learned to write. Do you dread hearing these phrases because you don’t know how to respond? Talk to your successful colleagues and ask them how they deal with those objections and the other ones that pop up all the time. Then script out reasonable responses and memorize them.  

Other things you can think about to improve your business include considering expense control and time management. Troll through your banking and brokerage statements: are there efficiencies to be found? As for time management, I offer the advice a mentor once gave me: Work when you work. Don’t play at working. Meaning, give 100 per cent of yourself to your work when you are working so you can give 100 per cent of yourself to playing when you are playing. Again, easier said than done, but worth a shot.  

So much for business. 

We’re on the path to recovery. There are still bumps ahead but believe me, a recovery is coming. When it does arrive and things loosen up, take the time to think about the joys that life can bring. I’ve been taking these for granted. No longer. How about you? 

I wish you the very best of success and health in 2021.

In the video below, Kim discusses the purpose and importance of Standard Forms.