TRH Consulting
Generating new sources of business and revenue.
0

Blog

The Bridge

BLOG

The Bridge

Do you want to amp up your company generated business game? The Bridge is where the real estate, relocation and mobility industry can discover how taking a new path doesn’t have to be scary. Teresa R. Howe is an expert in her field with years of successful program and services development and management. She has a passion for helping companies be the best they can be. Do you want more revenue, more customers and better experience management? Get tips on how to compete more effectively in a world of constant change and disruption. You might also come across some random thoughts that just pop into her head.

Book a free discovery call

Sow Today, Reap Tomorrow: Cultivating Growth for 2026

The fall season evokes different images in different parts of the world. Here in California, as the weather cools and the rainy season begins, it doesn’t exhibit the dramatic display of color with the changing leaves that occurs in many parts of the US. It is a much more subtle change.

As you may feel like we are already roaring towards the holidays, and it’s ok to take your foot off the gas, it is just the opposite. Now is the time to do all of the prep to ensure a great 2026, just like I do in my garden.

In So Cal, we plant bulbs, native plants, and wildflower seeds now. We mulch our gardens and do some serious pruning. We grow our Winter Rye grass, spray our fruit trees, and set up traps for the snails that will emerge with the rainy season. This effort will deliver a big payoff in the new year.

It’s time to prep our business, too. While the activity typically slows at this time, it doesn’t mean it's time to check out.

Here’s what you can do to ensure a productive and profitable 2026:

The numbers.

  • Establish your budget with your leadership and be prepared to justify every penny.

  • Review the travel you did this year for business and determine how the trips for 2026 might look. Did you see an ROI from those conferences or meetings? If you didn’t, you're doing something wrong.

  • Take a hard look at your overall expenses. Nothing makes leadership happier than you voluntarily cutting expenses.

  • Make your WAG (Wild Ass Guesses) about your incoming and outgoing unit and closing projections for 2026. I know, it’s hard, but try. You can always adjust it as you move through the year.

  • Evaluate every business line and source of business you have, and see where you stand year over year. It is critical to know why it's up, down, or flat. And don’t shrug it off to the market or ‘relocation is down’ excuse. You need to know the specific ‘why’ behind each source. If the source's business is struggling in your market, that may explain the issue; if not, someone else is likely taking your referrals.

Internal and external improvement strategy.

  • Review agents' internal performance reports to identify areas where adjustments may be necessary. This may determine your training schedule. Business is slower now, and it may be the perfect time to do some refresher training. Consider pairing it with a fun team-building holiday event.

  • Review your metrics and survey results from the relocation companies. Where are the weaknesses?

  • Evaluate your staff. Are they delivering what you need in this changing environment? Are they appropriately motivated? Could you restructure their comp to generate more closings and better customer satisfaction?

  • Refresh or develop new marketing materials. Lay out your social media and drip marketing plan. Review your contact lists to ensure accuracy.

  • Focus on networking. Update your LinkedIn profile and connect with all of the people you met at the meetings you attended this year. Consistency is the key.

  • Create an agent lead program to incentivize warm leads from the connections that your agents and leaders already have. They may be connected to business leaders and decision-makers in organizations that may need relocation assistance or are a good fit for an affinity program. It is much easier to convert warm leads than to cold call.

  • Develop your step-by-step strategy to diversify your revenue streams. Focus on opportunities for passive income. Think big.

All about you.

  • Above all, take some time to care for yourself. Enjoy some days off (I mean really detach). However, it is also not a bad time to engage in some self-improvement. Take a class on AI or watch some YouTube videos to learn a new tech skill.

There will likely be more consolidations, mergers, and acquisitions in the coming year. Creating an executable plan that delivers results will ensure your place in your company and the industry. Take nothing for granted and expect the unexpected.

As some of you may know, my favorite quote is, “Hope is not a strategy.”  You can hope and wish that your business will return to its glory days, but you shouldn’t sit back and wait for things to improve on their own. It is easy to feel overwhelmed. Take one step at a time. You will be surprised how far you will get.

Strategic analysis and revamped marketing efforts, open-minded thinking, and detailed planning will help you achieve your goals and grow your business for 2026! Please let me know how I can assist you.

“A goal without a plan is just a wish.” – Antoine de Saint-Exupéry, renowned French author.

My Bougainvillea.

Teresa Howe