News & Research Archive

December: Time to go on vacation or time to kick it in

Dec 15, 2010

By the time you read this article we will be in the middle of December. As a salesperson you are thinking about Christmas and New Years and the fact that business has slowed down. You now have a choice; take time off for yourself and your family, or, take advantage of one of the best times of the year to develop new business.

My first real estate broker used to tell me the best time to cold call is after five o'clock. After five you have a better chance getting a hold of a decision maker who is winding down their day. The same logic applies for the holidays; during this time most business owners or decision makers are not at home but rather winding down their year and planning for next year. Unlike any other time in the year, you have the best chance to stop by and visit a potential client or get them on the phone.

December is also the best time to get tenants who are looking for space out on tour in the first quarter when they actually have time to tour. Have you noticed since this economic downturn occurred how difficult it is to get a decision maker to make a tour? All businesses have cut back, forcing the office manager, CFO and CEO to take on double duty in a variety of roles, which leaves them no time to tour new office spaces even though they need to.

I have a client now that needs to move by January 15th and while the office manager is touring with me, the final decision maker is flying around the country and trying to make office space decisions by photos but it does not work.

So with the holidays coming—make a decision to enjoy yourself and your family and line up business for next year.


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 25 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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