Let’s face it, in this business we all need holidays, the ability to get away from the job and re-charge the batteries. There’s no doubt to the importance and value of working on yourself by stepping away, but will your business be where you left it when you come back? I’m talking about the way you manage your holiday coverage (and in doing so, I’m talking about the way we cover other people’s business). Having a reliable and competent person to cover your business while you take a break is a vital aspect of you business model, and the decision as to who will cover you is a critical business decision. The person who covers you when you are away is representing you in dealing with your clients, potential clients, and other Realtors. We’ve all tried to book showings or work offers and had a tough time dealing with the covering rep. Here are some things to think about before you go away, it will help you have a better time, and have you come back to a strong business.
Choose wisely. Be sure the person covering you shares your core values for dealing with clients and peers, and has a similar work ethic and style. This will make the transition easier for clients who may be concerned about the level of service, and it will protect your reputation in the market place with your peers.
Review the files. Set a time before you leave to review each file that you have on your books. Active listings, active buyers, deals that are pending, deals that are firm but not yet closed, and deals that recently closed that may need follow up. Be sure your covering rep understands the personality of each client, how / when they liked to be contacted, the history of the file, and what your expectations are regarding each file.
Introduce and show. You should find a time to personally introduce your covering rep to each of the clients that you have. It is a great way to bridge the gap, and at the same time, demonstrate the listings that they will be covering so they have a high level of knowledge of the inventory you’re are carrying.
Report. You should make it clear to your covering rep, and as a covering rep you should prepared to provide, a detailed report of all of the activities that occurred during the time period of covering. What showings, by whom on what date, and what the follow up was…what houses did the buyers get exposed to, see in person, and what the feedback was…and so on. The covering rep should update the agent who has just returned so they have the same level of knowledge.
Call your clients. Once you have returned and met with your covering rep to get the report, call all of your clients to let them know you are back and working, and review the update you had from the covering rep. Ask each client if they were satisfied with the services offered while you were away. Remember, you’ll go on holidays again, so you need to make sure you have a great agent to cover you, a great agent in both your eyes, and those of your clients.
Try those 5 steps and I’m sure you’ll enjoy your holidays more knowing that your business is in capable hands, and your clients will appreciate the efforts you take to ensure they are cared for every step of the way, even if you were on the beach!
