From mid-November to January (and even extending to March), the Christmas season is a magical time when people’s purchasing appetite hits an all-time high—especially in Christian-dominated countries like Nigeria. For businesses, this is the golden window to rake in the most sales with the least resistance.

As a Realtor, this is your opportunity to end 2024 on a financially high note. But how do you maximize this festive frenzy? I’ve got you covered with four critical strategies you need to attack right now.

As a seasoned sales trainer, I’ve taught some of these principles all year long, and my seminar attendees will testify to their effectiveness. If you’ve been on the sidelines, now’s the time to dive in. Let’s go!

Here are 5 Things Every Realtor Should Do This Christmas!

Resurrect Your Old Lists

Many Realtors have an unhealthy habit of abandoning prospects after a few attempts to close a deal. It’s as if they believe that once a prospect says “no,” the door is forever shut. Big mistake.

Here’s a truth bomb: the Lifetime Value (LTV) of a prospect is something you should never underestimate. Just because they didn’t buy from you earlier doesn’t mean they won’t buy now. In fact, those old prospects you’ve dumped hold the potential for instant conversions this festive season.

Why? Because they already know you! You’re not starting cold; you’re starting with fairly warm leads. Dust off those old notebooks, dig into your phone, tab, or computer, and revisit those names. This is where Realtors who are excellent at keeping records shine.

If you’ve been careless with prospect data, it’s like starting from scratch—don’t be that Realtor. Get back to those old contacts and watch how “No” turns into “When can I inspect the property?”

Become an Outsider: Corporate Events, Red Carpets, House Parties, etc.

This is not the season to play it safe or conservative. If you’re a Realtor trying to close high-ticket sales, the last thing you want to do is sit at home waiting for prospects to come to you.

This season is packed with events: Christmas parties, corporate gatherings, house parties, and red carpets. These are prime opportunities to meet viable prospects. But here’s the trick—you must command attention.

Your appearance should speak for itself. Dress to impress, wear that confident smile, and let your personality shine. Throw in some humor, be approachable, and leave an impression that lingers long after the event ends.

And please, for the love of all things holy, don’t just hand out your complimentary cards. Dial their number on your phone, let them save your contact, and do the same for theirs. Except, of course, you’re a super gorgeous lady working your magic with men. (Don’t quote me o!)

Pro tip: Partner with a fellow high-energy Realtor for these escapades. It’s safer, more fun, and you can both cheer each other on.

Visitations: Strengthen Existing Relationships

Before we talk about booking appointments with new prospects, let’s focus on visitations.

Visitations are not for strangers; they’re for those clients who have already done business with you. Show up at their homes or offices bearing gifts—no matter how small. It could be a bottle of wine, a hamper, or even a bag of rice.

Here’s why this works: Very few people can resist a gifted visitation, and it reignites the connection they have with you. With new Realtors entering the industry daily, the competition is fierce. Don’t let your hard-earned clients forget you exist.

When you do this right, your name will always be the first that comes to mind when they or their friends need real estate services. Take this seriously, and referrals will flow like a river in 2025. No jokes.

Physical Appointments: The Ultimate Sales Weapon

It’s almost criminal for a Realtor to rely solely on phone calls to close deals. Real estate is a high-trust business, and trust is best built face-to-face.

From my experience, 95% of first-time real estate deals in Nigeria are closed through physical appointments. The remaining 5%? Referrals, emails, or lucky phone calls.

Your goal should always be to move from a phone conversation to a physical meeting as quickly as possible. Social media leads? Great. After one or two calls, the next step is pitching for a face-to-face meeting.

Your problem might not be a lack of leads but a lack of appointments. To close sales this season, you need to see more prospects in person. Choose safe, neutral locations and bring your A-game. Be confident, articulate, and enthusiastic.

Be the Loudest in the Room (and on Social Media)

Stop trying to “find your voice” and just start using it!

When you walk into a room, people should immediately know you’re a Realtor. Talk about your business with pride and excitement. Be knowledgeable and engaging, and approach every conversation with the intention to help, not just to sell.

This also applies to your social media. It’s unacceptable for you to not be an industry influencer after a few months. Post consistently—written content, videos, images, and even ads. Be unapologetically present.

Don’t worry about those who might find your constant visibility annoying; they’re not your target audience. The world has over 8 billion people—if you can win just a few thousand or million of them, you’ll never lack.

Bonus: Learn and Keep Learning

Everything I’ve shared here is the summary of tested and proven strategies. But remember, success in real estate is a journey, not a destination. To stay relevant, you must remain a student of the game.

Read books, attend seminars, and apply what you learn. And don’t forget to teach others—it’s one of the fastest ways to deepen your own understanding.

Final Thoughts

If you’ve found this piece valuable, I’d love to hear from you. Whether it’s about real estate, sales, or life in general, shoot me an email at [email protected] or WhatsApp me at +2348129359176.

Keep selling real estate—it’s not just a career; it’s life!

Cheers to a successful Christmas season and an even better 2025!