Real Estate Busy Season: How to Knock It out of the Park

By Maddie Jostol, Senior Marketing Manager 

It’s go-time. Yes, we’re talking about the real estate busy season. It’s the time of year when listings ramp up, and real estate agents buckle up for an increase in inventory, clients, and closed deals.

May, June, July, and August are the heaviest home-selling months in the US, accounting for 40 percent of an average year’s total volume of existing home sales, according to Housing Wire. For reference, November, December, January, and February are the slowest home-selling months, accounting for only 27 percent of an average year’s total existing home sales.

Remember that the busy season benefits both your buyer and seller clients. Buyers have more inventory to choose from, and sellers see a shorter time on market. An analysis of single family home and condo sales from 2011 through 2017 by ATTOM Data Solutions shows that not only do we see more home sales during those peak months of May through August, but sellers enjoy a premium as well, with increased median sales prices.

For many agents, the real estate busy season is a huge opportunity to drum up new business and exceed those sales goals. How will you ensure you make the most of it? Here’s your step-by-step guide to knocking it out of the park this summer.

1. Stand out from the crowd.

This time of year is busy for you, but remember, it’s noisy for buyers and sellers as well. It’s vital that you stand out in a sea of real estate agents as the one that those home buyers and sellers want to work with. Stand out crowd by getting more eyes on your business, and remember that generating leads is only the beginning, but you need to make a strong first impression in order to seal the deal and start off on the right foot.

Here are a couple things to focus on in order to stand out:
• Response time (don’t forget, timing is everything)
• Market knowledge
• Personalized, thoughtful communications

2. Be the expert.

If there’s a niche market or customer you specialize in, capitalize on that opportunity during the busy season and seek out prospective clients within that niche. You’ll have a higher likelihood of winning their business because of your experience, and you’ll easily be able to wow them with your level of service. Think: first time home buyers, vacation homes, investors, specific neighborhoods, etc.

P.S. This is a great opportunity to build your reputation within that niche and generate referrals. When your clients feel you were able to deliver an outstanding, tailored experience, they’ll tell their friends who are in the same boat about you.

3. Bring your A-game.

When things get busy, in the heat of battle, it’s easy to let the little things slip. Leading agents retain a high level of professionalism, ensuring their business is marketed to be as outstanding as your service is.

As things ramp up, here are a few quick and easy ways to make sure you present your business in its best light:
• Up-to-date CMAs with live data
• Update your agent website with current market information (and an updated head shot while you’re at it)
• Create hyper-local marketing content
• Wow buyers with simple-to-use, interactive buyer-tours

4. Blow your clients away.

Once you’re underway with your clients, it’s time to offer a home buying or selling process in a way that will make them want to tell their friends. One easy way to blow your clients away is to show your clients just how many people you’re getting their listing in front of. When you advertise their listing using Promote, you’ll get their listing in front of a massive audience in just three simple steps. You can then either automate reports so that they’re emailed to your client directly, or you can deliver them personally. Either way, they’ll see that thousands of eyes have been on their listing, and they’ll see you as the digitally-savvy marketing superstar that you are.

With an increase in listings, it’s easy to get overwhelmed. Even though your to-do list will seem ever-growing, it’s important not to let your high level of customer service slip. Remember that with this increase in listings comes an increase in potential referrals once the dust settles.