3 Strategies for a Successful Purchase Season

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Purchase season is upon us, and your real estate business is likely in full swing for potentially the most profitable—and chaotic—time of year. But are you optimizing your time and getting the most out of the seasonal rush? Here are three strategies seasoned industry pros use.

1. Time block your schedule. Jennifer Okhovat, a top-producing sales associate with Compass in West Hollywood, Calif., says time blocking is essential to organizing her days during a busy season. “I set up my daily calendars in advance,” Okhovat says. “I set up certain hours in the morning and evening to show properties. Midday and early morning, I time block for administrative tasks, such as responding to emails and tackling marketing tasks.” She also suggests blocking out personal time as well so you can manage the business and family demands on your time. “As real estate agents, we don’t necessarily have a set day off or weekends off,” she says. “Without a good work-life balance, agents will get burnt out.”
2. Delegate tasks. Tim Orrys, an agent relationship manager at Quicken Loans, suggests delegating as much as you can to those you trust. “A majority of the most successful agents I work with allow me to take things off of their plate so they can focus on their business,” Orrys says. “I’m able to help get our mutual clients approved for a mortgage quickly and provide them with a single point of coordination for everyone they are working with at Quicken Loans.” Delegating loan-related tasks, for example, reduces the amount of time you’d have to spend following up with clients about mortgage paperwork. “Whether their clients are newly approved, in process, at the closing table, or in need of a lender, my agent partners know that I can handle it all for them.”
3. Evaluate results. John Collopy, broker-owner of RE/MAX Results in Duluth, Minn., says time blocking paired with honesty and accountability regarding your sales goals is an effective strategy. “You have to be clear about the number of contacts you need to make in order to maintain your desired level of productivity,” Collopy says. Evaluating what’s needed in order to meet your goals helps when prioritizing and developing your schedule. Collopy also suggests continually evaluating results and considering changing your sales approach as you go through the season. “You should also set a specific time every week when you’re going to do your review of what you should’ve done, compare it to what you did do, and be concise about your plans for the following week. The time you take for reflection and planning should be as important as any other appointment or activity throughout the week.”