Spring Selling Season is Here. Time to Create Some Momentum.

Last Friday marked the first day of Spring after an extended, cold, eventful winter for much of the nation. This is the time of year when homeowners start thinking about moving and buyers start scouring the web for new listings in their favorite neighborhoods.

Even in choppy markets, this is when activity usually picks up. According to the National Association of REALTORS®, home sales pick up in the spring, with activity ramping up in March and running through early summer. Also, Zillow says listings during this window tend to sell faster and often for more.

As we head into this stretch, you can maximize it by dividing your time into thirds. Here’s how:

• Focus one part on your current clients and referral base. Touch base with a few past clients every week, send a quick check-in text or email and set up simple follow-ups so you stay in touch even when you get busy.

• The second part on your active listings and pending deals. Review every file daily, follow up with all parties, set reminders and take one action on each deal to keep it moving forward.

• And the third part on new business generation. Set a weekly target for calls, emails or conversations, block the time and use automated drip campaigns to stay engaged with new prospects (see 10 Tasks Solo Real Estate Agents Can Automate Right Now for more automation tips).

While you’re working deals during this busy selling season, you’ll also be lining up new ones and staying connected to the people who will send you future business (long after Spring selling season ends). Dividing your time and attention into thirds also helps smooth out the natural income swings that come with commission-based income.

This is a simple structure, but it works. The rest of the plan is inside The Real Estate Agent’s Business Planner and The Real Estate Agent's 12-Month Planning Workbook.