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Spring into Sales: 5 Tips to Get Ready for the Buying Season

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By Patty McNease

homebuyers_springtimeNumerous studies have proven that late spring and the summer months are the busiest times in the real estate market, with approximately 35 percent of all real estate transactions occurring between May and July (Washington Post).

Just as a sports team does with its spring training ritual, a savvy broker will prep their team of agents so they are at the top of their game once the weather warms up.

Here are some tips from Homes.com to ensure your summer sales are something to brag about.

1. Stay Organized: Listings will come and go from the market quickly in the summer so it’s important that all of your agents have all their ‘ducks in a row’ and think on their feet when working with a client. You don’t want to lose out on a sale because one of your agents didn’t check their inbox and realize that new inventory was available that would be a good fit for a client. Multitasking is extremely important for everyone involved in your real estate business. Brokers should devise a plan where their agents are consistently aware of everything that has happened in the local market each day—either with daily check-ins, a text alert or a Google document that lists all activity.

2. Prepare Homebuyers: Home sales can sometimes move at lightning speeds during the summer, so make sure that clients know what to expect and are able to make quick decisions. Homes.com makes the process simpler with its editable Home Buying Guide, which brokers and agents can customize with their branding and share with clients and potential customers. Additionally, homebuyers can be better prepared by looking at Homes.com’s house hunting checklist, which will help your clients stay organized and at ease during their search.

3. Hold Unique Open Houses: Talk with your staff about the best practices for hosting an open house. Make sure they have plenty of literature ready, and that they are able to answer any questions that might pop up about the home, including neighborhood and school demographics. Think of ways to have the open house stand out—be it providing baked goods, unique food, beverages and music to set the tone. Homes.com also offers the valuable “Spring into the Dream Guide,” which your agents can customize, download, email or print and distribute at open houses. It offers great tips on getting the home “stage-ready,” including clutter removal ideas, storage solutions and eco-friendly alternatives.

4. Educate Buyers about the State of the Market: Prices can fluctuate by season, and many times, buyers don’t understand why prices have increased in summer and want to offer below-market bids. This can lead to lots of frustrating refusals. Have your agents explain the market to clients ahead of time so there are no surprises. Share data from Homes.com’s Local Market Index report, which offers statistics on how local real estate markets are performing on a monthly and yearly basis. The indices track single-family home values in the top 100 metropolitan markets and on 200 additional mid-size markets.

5. Manage Remote Workers: As the market heats up and agents are on the go, working out of their car, the house or taking time to travel while school is out, they tend not to get to the office as much. Working remotely still requires a full day of effort, so be sure you have a practical set of rules that both you and your agents follow. And if an agent won’t be available for a showing due to a schedule conflict, make sure there are backup plans in place so clients don’t get frustrated and look for someone else to help them in their real estate transaction.

By following this simple advice and using the tools and sharing resources like the editable Home Buying guide, you can anticipate a healthy summer selling season. Visit the Homes.com blog dedicated to real estate pros for more marketing tips and trends.

Patty McNease is the Director of Marketing with Homes.com.

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