How to Avoid the Summer Doldrums

by MAR Staff | Jul 16, 2012

How to Avoid the Summer Doldrums

By: Bob Corcoran

Yes, summer can be one of the best times of the year for real estate sales because many people move this time of year.
Then again, a trend I’ve come to see over my 20 years of real estate consulting is that the market often picks up as early as February and evolves into a strong selling season that lasts into June. But then for many agents, things get sluggish.
Believe it or not, July can be the worst month of the year for real estate sales. People start taking vacations, kids are out of school and need tending to and there are lots of summer activities to distract buyers and sellers. Add to these that a strong spring season sometimes causes interest rates to rise. When all is said and done, some sellers just end up waiting until life slows down in the fall.

What to do? Don’t fret. Here are a few tips to keep your summer sales sizzling:

1. Get your exercise. When it’s hot and muggy exercising may be the last thing you want to do, but it can give both your mood and energy levels a huge boost. If it’s too hot outside, visit your local gym for an indoor workout. Concentrate on cardio to get your blood and breathing going. 

2. Don’t push too hard. I can’t count how many agents I’ve met over the years who regularly work 60 to 70 hours a week. In my world with my clients, we stress not working more than 50 hours a week. And guess what? They still sell upwards of 300 homes a year. It’s about managing your time in the right way each day. Many agents simply don’t spend their time on the right tasks and end up spinning their wheels and burning themselves out.

3. Stay focused on what brings in business. This is a nice segue to number 2. If I’ve said it once, I’ve said it a million times, the four activities you should always (and I mean always) concentrate on are these: list, sell, prospect and negotiate. Take a quick inventory of how you’re spending your days and if anything other than these four tasks pop up, delegate it. 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.

4. Add the summer feel to your listings. Summer is the perfect time to make your staging stand out. Do these for the outside: mow the lawn at least once a week, trim bushes, plant colorful flowers and keep the walk swept. For the inside, you will need to remove heavy or dark drapes and keep the natural light strong. Also, it is always a  good idea circulate the air as much as possible so that there’s a refreshing feel when you step inside. Finally, always have cold bottled water or soft drinks for guests.

5. Invest in yourself and your education. Good ole Abraham Lincoln said it best: “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” Keep your axe sharp by investing in yourself and your education. Here’s one opportunity: I’m holding a “CEO/REO boot camp” June 27 - 29 in Las Vegas, Nev. Register at or send an e-mail to for more information.

Let me hear from you about this article. How have your summers typically played out in the past? Do you experience lulls? If so, when and why do you think that is? Have you tapped any ideas that keep you busy, especially during July and August?  Please send any comments or questions you have to or
Bob Corcoran is a nationally recognized speaker and author who is founder and president of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.

We look forward to hearing from you. Sign up TODAY for your complimentary business consultation.