5 Ways To Keep Summer Sales Sizzling

It's one of the most common questions I hear from agents and brokers this time of year: "Summer can be such a downer for sales. How can I keep my sales numbers up during June, July and August?"

The line of thinking goes something like this: Oh, families are so busy during the summer that they put selling off until the fall. Everyone's going on vacation, kids are out of school and need attention and there are so many summer activities -- it's just too much to compete with.

One word: Bologna!

To me, this is a perfect example of a self-fulfilling prophecy. If you think that's the way it is, then that's the way it is, no matter what the facts say.

Now, if you're a Realtor who likes to operate based on facts, keep reading.

The numbers are in, and guess what the busiest month of the year is for real estate sales? June. Nationally, the volume of home sales in June is typically 29 percent above the annual average, according to Trulia. And get this: inventory continues to rise in July and August.

So drop the bologna, the excuses and the self-fulfilling prophecies and apply these five tips to add some serious sizzle to your summer sales.

1. Get a jump on the competition -- Explain to prospective sellers that right now they're on the cusp of prime selling and buying season. If they list now, they'll beat the competition to the punch and avoid the glut of summer. Those who list early have more time to bask in the spotlight.

2. Create a sense of urgency -- This is a nice segue from the first tip. If there's one thing consumers hate, it's to lose out on a deal. Remember this phrase: Time is running out. I love that phrase because it gets people's attention and makes their inner buying alarm go off. And best of all, it gets the phone ringing.

3. Think outside in -- When staging homes in the summer, think about the outside first to draw in prospective buyers. Highlight the outdoor spaces and make them as appealing as you can. Maybe your listing has a nice deck, a large backyard or a pool -- push these items. Set up scenarios in which buyers can imagine themselves enjoying the outdoors. And, of course, spruce up the landscaping with a freshly mowed lawn and colorful flower beds.

4. Commit to get outside -- Summer is the time to say goodbye to your desk for a while. Everyone is out and about, and you should be there with them. Walk through your farm area with a report of home values while you visit yard sales and other special summer events (e.g., swim meets, softball games, socials, etc.). Consider sponsoring a local youth sports team or organize a workshop. And what about hosting a summer appreciation party/barbecue/picnic to bring past clients and others together at a local park?

5. Stay focused on what brings in business -- The four activities you should always concentrate on are these: list, sell, prospect and negotiate. If any other tasks other than these four tasks are taking up your time, then delegate them. And if you don't have someone to delegate it to, get someone. It'll be money well spent. Also, plan your next day before you leave the office; this puts something on your plate to immediately start working on when you come in the next day.

Let me hear from you. How have your summers typically played out in the past? Do you experience lulls? If so, when and why do you think that is? Which tip above might work best for you?

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