Managing the highs and lows of real estate sales activity takes discipline and determination!

Real Estate Broker/Owner with Richard Weisser Realty

The highs and lows of selling real estate.Any real estate agent will tell you that the business is prone to cyclical amounts of activity.

There are times when the phones are ringing off the hook and you have more clients than you can handle, and corresponding times when business is slow and nothing is on the books for a closing.

Many agents use the slow times for additional marketing efforts, and use the lulls opportunistically to generate more business.

However, this behavior only contributes to the fluctuations of highs and lows. Because if you wait until there is NO business before you try to get NEW business, the peaks and valleys of the business cycle will become more extreme.

The best way to moderate the swings is to market and lead generate consistently and constantly throughout the year. It is most important to maintain these activities bury the busiest periods as well, because the pipeline of business must remain full and flowing or there will be dry spells down the road.

It’s hard to set aside marketing time when things are going crazy. But it is essential for maintaining a steady stream of potential customers.

And for smoothing out the highs and lows!


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Marian Goetzinger
Pine Knoll Shores Realty 252-422-9000 - Pine Knoll Shores, NC
Crystal Coast Real Estate NC

Richard, I promise to never forget this again.  I've made that mistake and paid for it by almost running out of gas.  NEVER again.  Great post, great picture, great message.

Aug 24, 2010 01:47 AM #30
Coleen DeGroff
eXp Realty - Gainesville, FL
Haile Plantation Real Estate - Gainesville FL

Richard - Great advice! It's definitely more difficult remaining consistent with my marketing efforts when things are busy, but that is the MOST important thing for me to do so that the pipeline doesn't dry up.

Aug 24, 2010 01:54 AM #31
Martha Brown
Long & Foster Real Estate, Inc., Annapolis MD 21403 - Annapolis, MD
Your Homes Around Annapolis Agent

Richard-  Those that are successful are those that have learned this lesson, like you. Thanks for the well said reminder to plan to work and work the plan.

Aug 24, 2010 01:57 AM #32
Ralph Janisch ABR CRS Broker
Janisch & Co. - Conroe, TX
Selling Northwest Houston to good people like you!

Richard.  We all certainly need to heed your excellent advice in this post.  How many times have we pushed aside the vital task of marketing when times are good?  Who knows...... too many to count over the last 22 years.  But, due to your reminder I for one will try to do better and be more consistent!  Thanks!

Aug 24, 2010 02:22 AM #33
John Zappia
Maine Custom Realty - Portland, ME
Maine Custom Realty

I've been real good about this so far this year and it's starting to payoff...feed your database daily.

Aug 24, 2010 02:22 AM #34
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Great post Richard.  This happened to us in our first year.  We marketed like crazy, got incredibly busy and has closings left and right, and during that time we didn't put any efforts in to marketing.  Guess who had a slow winter? 

Your friends in Fort Wayne

Aug 24, 2010 02:50 AM #35
Ed Silva
RE/MAX Professionals, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Richard, I have contended that this is a 30 hour a day, 8 day a week business, maybe even 13 months to the year. There is no such thing as no calls, no work, it's be consistent and active so that when it does get slow, there's no change and perception is that you're still the person to call. When it's busy, do the same because the pipeline needs to stay full.

Aug 24, 2010 02:52 AM #36
Mary Ann Daniell Realtor
Coldwell Banker United, Realtors - Subsidiary of NRT LLC - Killeen, TX
Delivering Successful Results Since 1999

Getting all the pieces in place takes time and planning but will pay off big down the road.   I don't think agents get enough training on prospecting and lead generation... but there's plenty of info on Active Rain to help them.   Your mountain photo is gorgeous, by the way!

Aug 24, 2010 03:26 AM #37
Jerry Morse
The Morse Company - Janesville, WI

So True, but it is easy to forget when things are hopping. 

Aug 24, 2010 04:36 AM #38
Keith Kyle
Vista Sotheby's International - Manhattan Beach, CA
Top Producing Agent

Well said....although it sometimes seems like a challenge to do that extra marketing when things are crazy busy.....happy to just catch my breath sometimes. 

Aug 24, 2010 05:30 AM #39
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI

It IS crazy at times to try and fit in everything in a day....but we do have to find that time to continue the flow... good one Richard!

Aug 24, 2010 05:32 AM #40
Coral Gundlach
Compass - Arlington, VA
Real Lives. Not Just Real Estate.

It is so true!  Took me 5 years to actually practice it, but once I started it, I've not had a lull sense.  Let's hope it stays that way!  Excellent advice.

Aug 24, 2010 06:28 AM #41
Marney Kirk
Cummings & Co. Realtors - Towson, MD
Towson, Maryland Real Estate

Richard, you are so right. You need to generate leads consistently to have more consistent business!!!!!

Aug 24, 2010 07:17 AM #43
Patricia Aulson
Realtor - Portsmouth NH Homes-Hampton NH Homes

Good information here today as usual.  Being consistent is key.  I particularly like the comment above that Gary made about not waiting til you run out of gas to go to the gas station.  How true....

Patricia/Seacoast NH

Aug 24, 2010 09:32 AM #44
Lyn Sims and the Blog Dog
Streamwood, Elgin IL Real Estate - RE/MAX Suburban - Bartlett, IL

Well put, consistency is the key no matter how busy or slow you are.

Aug 24, 2010 01:13 PM #45
Rob Albertson
Realty Austin - Austin, TX

That's such a good lesson for all of us after the crazy spring & now slower-than-normal summer.  I definitely wish I'd spent more time prospecting, though I don't remember having much in the way of free time then.  But it's a lesson learned & not soon forgotten.

Aug 24, 2010 01:14 PM #46
Kay Van Kampen
RE/MAX Broker, RE/MAX - Springfield, MO
Realtor®, Springfield Mo Real Estate

Richard, you're so right.  Going into the winter months, prospecting is a great time to rewind and get started on next years success.

Aug 24, 2010 01:44 PM #47
Broker Nick
South Florida Real Estate & Development, Inc. - Coconut Creek, FL
Broker Nick Relocation Broker Service

Richard - Talking about the highs and lows of a realtor makes us sound bipolar - lol

Aug 24, 2010 02:05 PM #48
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

This is such an important concept, and one I've gotten better at over the years though I still need to do more improvement.

Aug 24, 2010 04:24 PM #49
Robin Dampier REALTOR®
Coldwell Banker King - Hendersonville, NC
Hendersonville & Western NC Real Estate Source

Ah, that consistency thing.  So important.  Thanks to someone else asking re the gorgeous picture and thanks for explaining it.  It's a gorgeous area and when we head to Cherokee we pass by it.

Sue of Robin and Sue

Aug 24, 2010 06:24 PM #50
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Richard Weisser Retired Real Estate Professional
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