The Best Way to Avoid A Drop In Sales During The 4th Quarter Is To Plan Ahead.

Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

The Best Way to Avoid A Drop In Sales During The 4th Quarter Is To Plan Ahead.  One of the ActiveRain Contests/Challenges this month is by Bob Crane titled "2016 4th Qtr Review/Winning Plan & Productive Blogging Challenge!"  I have not been participating in Active Rain Contests/Challenges Lately, but this is one I feel I have some experience with.

The 4th quarter can be a challenging time of year.  It is a quarter in which many sales people in Real Estate related fields experience a decline in sales. This is because of several reasons, the three biggest in my opinion are:

  • The Holidays
  • Cold snowy winter months, and
  • Our perceived expectation that Buyers stop looking for house to purchase during the Holidays, and cold weather.

But it does not need to be so.  When you stop to think about it, this is really the perfect time for Buyers to be out looking for their dream home.   Buyers will face less competition during the 4th quarter and especially the winter months, because there are typically fewer Buyers during this time, and Sellers will most likely be more willing to accept:

  • A lower offer for the property
  • Paying Closing Costs
  • Doing Repairs

There are other advantages such as:

  • A better idea of how well the house is or isn't insulated.
  • Up to date information of heating costs.
  • Winter months many times are a better indicator if there are water problems (basement)
  • Trees are beginning to lose their leaves so you get a better idea of what privacy is between properties.

The 4th quarter should really be one of the prime times of the year to purchase a house, and when you think about it, it is also an excellent time to Sell.  During the Spring, and Summer months there are a lot of people just out for a Sunday drive looking at house with no real intention of buying.  But someone who is out looking during the busy Holiday season, and cold, snowy winter months is most likely a serious Buyer, and not wasting their time or yours.

The 4th quarter has always been a good quarter for me, and this year things are lining up to be another good 4th quarter.  But this does not happen on its own, it requires advance planning, with having a marketing campaign in place which starts before the 4th quarter starts.  If we wait to put our 4th quarter marketing plan together until now it is to late, it needs to be in place no later than the beginning to middle of the third quarter.  I have my plan in place and that is why my 4th quarter is shaping up to be another good one, which means the 1st quarter of 2017 will benefit from my planning as well.

For all the reasons listed above and many more, Realtors/Agents should embrace the 4th quarter instead of looking ahead to the warmer months.  But as I stated in the previous paragraph, in order to do so Realtors/Agents, Buyers, Sellers, and Loan Originators have to of prepared before the 4th quarter arrived.  The Best Way To Avoid A Drop In Sales During The 4th Quarter Is To Plan Ahead, in order to make sure we all stay busy during these months, and into 2017.



 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or


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Show All Comments
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Sage advice, George. Planning ahead is essential. I'm glad you're having a strong 4th quarter; I am, too.

Oct 04, 2016 11:44 PM #17
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

George, this is a good post as it tells us not to let up and keep the pipeline flowing. I also believe 4th Quarter is also important to start the new year with business still flowing.


Oct 04, 2016 11:52 PM #18
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

As we approach Thanksgiving past New Years , a full Pipeline is very important !

Oct 04, 2016 11:54 PM #19
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

Great post George. It is all about planning. Some of my best quarters ever have been the 4th quarter.

Oct 05, 2016 12:50 AM #20
Amanda S. Davidson
Amanda Davidson Real Estate Group - Alexandria, VA
Alexandria Virginia Homes For Sale

George, your post shows there's no reason to slow up during the 4th quarter. It's time to finish strong and be planning for 2017 at the same time. Great post. 

Oct 05, 2016 01:29 AM #21
Anna Hatridge
Goodson Realty - Farmington, MO
Missouri Realtor with Goodson Realty

Congrats on the feature!  Great information and very helpful.

Oct 05, 2016 01:53 AM #22
Greg Mona
Faira Homes Corp - Scottsdale, AZ
Real Estate in the 21st Century!

Great post George Souto. You touched upon most of the issues - real and perceived - with the 4th quarter sales.  One thing I'd like to add is this particular year I have heard/seen many people using the upcoming elections as a reason to hold tight to "see what happens". In any event, I agree that it is time to finish the year stron and enter the new year with a full pipeline of business.

Oct 05, 2016 02:19 AM #23
Brian DeYoung
Howard Hanna Real Estate Services - Ithaca, NY
Brian DeYoung

Exactly what had been on my mind the last few days, and really good information. Thank you

Oct 05, 2016 02:23 AM #24
Dick Greenberg
New Paradigm Partners LLC - Fort Collins, CO
Northern Colorado Residential Real Estate

Hi George - Like you, we have always had good results in the 4th quarter. There are always buyers and sellers active in the market, and it pays to keep our focus and momentum.

Oct 05, 2016 06:01 AM #25
Dan Derito
Success! Real Estate - Brockton, MA

All good points George.  The buyers who are out looking during the cold months are motivated.

Oct 05, 2016 11:47 AM #26
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good Morning George - so true and as they say, "The best way to predict the future is to create it."  There are always advantages to promote in every season.  Yours are very important to buyers.

Oct 06, 2016 12:56 AM #27
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

This is not an ordinary, similar story I've read many times in different versions. It's an extraordinary one, well written and well deserving of being featured - I hope it will be!

You write to inspire and educate!

Oct 06, 2016 03:14 AM #28
John Meussner
Mason-McDuffie Mortgage, Conventional Loans, Jumbo Loans, FHA, 203(k), USDA, VA, - Walnut Creek, CA
#MortgageMadeEasy Walnut Creek, CA 484-680-4852

Great points here George.  The 4th quarter can be a great one as many competitors take time off, and as you state, people doing business are seriouso about what they're doing.  Here's to another great Q4!

Oct 07, 2016 08:16 AM #29
Kathryn Acciari
Century 21 Real Estate - Shrewsbury, MA
Brand Ambassador and Business Coach

I agree wholeheartedly.  It is a matter of gaining market share. Properties sell at all times of the year. We simply have to get to the buyers and sellers first.

Oct 08, 2016 07:47 AM #30
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

George Souto  You always seem to give wonderful advice . Keep blogging and doing those market reports .

Oct 10, 2016 03:40 AM #31
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

I've had a mixed bag, but definately there's a way to plan for the season!  Good post!

Oct 11, 2016 05:34 AM #32
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great post!  Our winter months are cause to celebrate.  Patios open up with outdoor dining and everyone here signs a collective, heat exhausted sigh of relief that winter is here and this is why we live here!  I find  it exhilirating and crank up the open houses. I'm grateful to have this awesome weather experience to help me in business.  Very good points all George!

Oct 13, 2016 07:52 AM #33
Marilyn Holda-Fleck
Coldwell Banker Residential Broker - Westfield, NJ
Personal service for each and every Customer

Especially this year, when many prospective Buyers lost out on homes during the Spring and Summer (due to multiple offer situations).  These Buyers are still looking to buy and may not want to wait until next Spring.

Oct 23, 2016 10:31 AM #34
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate


Without a December pipeline,  it's going to be a long  cold winter.


Nov 03, 2016 06:43 AM #35
Daniel Dominguez
Realty Connect USA - Hauppauge, NY
I'm an RE agent serving Nassau & Suffolk County

Great post with really good advise for planning in advance.

Apr 22, 2018 07:10 PM #36
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