Welcome to the 4th Quarter!

Managing Real Estate Broker with Howard Hanna Real Estate Services

I really love the fall weather here in Pennsylvania. But I also love the fall real estate market.

Buyers seem a littlemore serious...seem could be the important adjective here, and homes that are lived in seem more festive with more holiday decorations. In my humble opinion a home never looks better than when it's all lit up for the Christmas season.

But back to reality, is colder, wetter, and it gets dark sooner...so whats so great about the fall Jim?

We have always had good 4th quarters, my best settlement months have either been July or December. Why? I don't change when the weather does. The systems and processes that generate new business day after day shouldn't change.

I had a coach who used to give us a Fall Countdown each year about this time. He said if you don't get something under contract by the first of November it probably won't close for you this year. Well in my case he was using reverse psychology and it worked.

We kept up the pace right through the fall Holiday season and into the start of the new year. Think about how your first quarter went last year or the year before, Does it seem like your starting a stubborn old engine every January? If so, try something new this year, don't change your business plan in the fall. If you do anything you should ramp it up a bit. Gather up some of the serious business that others are leaving behind because they close up shop and start doing their taxes. Like the busy ants in the children's story you should be gathering up B and C Buyers and Sellers for spring and working hard to get today's Buyers in a home for the Holidays and getting Sellers' homes open for everyone to see - after all traffic is good.

If you're not sure if your business is systematic enough to stand up to the changing leaves and shortening days, drop me a line. I'll be happy to help you evaluate what you're doing.

Successful professionals know that if you create systematic business processes to create leads every day, you can't fail!

Make it a great day!


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Herb Johnson
Access Capital - Florence, KY


Great post! Usually about this time of year I limit my exposure to other Realtors. The fall slowdown followed by the slow winter. Hogwash, people have dreams, get married, receive inheritances and unfortunately go through divorces year round. All of those, be they positive or negative, usually lead to a change in where they chose to live. Just as if we work in the winter as the summer, we'll be rewarded, though I might add it is a bit colder here!

All the best,


Oct 04, 2010 01:15 AM #1
Mike Carlier
Lakeville, MN
More opinions than you want to hear about.

The 4th quarter is what makes a dollar.  True, there is less traffic, but almost all are motivated sellers and buyers.  It's also time to update the annual business plan.

Oct 04, 2010 02:23 AM #2
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