• Make sure agents aren’t neglecting lead-generation activities during the busy summer months.
  • Help agents develop the habits, attitudes and skills for high levels of production, all year long.
  • Increasing productivity has a ripple effect of positivity that sets your office apart.

If you’re the leader of a real estate office, you’ll know that summer can present certain challenges for you and your team. The market is hot this time of year, so buyers are active and listings are at a premium.

This is positive news, but it can also mean that your real estate agents are too busy keeping on top of their daily workloads to focus on generating a steady stream of leads for the leaner fall and winter months ahead.

Meanwhile, school is out, and summer activities and vacations are displacing normal routines. The end result? Lead-generation activities take even more of a back seat.

To ensure your office has a strong finish for the year, you know it is vital to stay on track during these months and help your team do the same. What can you do to keep your agents focused, productive and motivated throughout the lazy days of summer? Help them focus on their habits, attitudes and skills.

Make sure each one of your agents “H.A.S.” what it takes to get leads and close deals all year long.


Habits are the daily activities that are critical to your agents’ success. These include consistent lead generation, sticking to a system and keeping in touch with clients.


Attitude is having the motivation to face any challenges that arise and the perspective to see them as opportunities to learn instead of roadblocks for their business.


Skills include not only what is learned in real estate courses and conferences but also the things they use every day, like negotiation and offering high-level service to clients.

The truth is, though summertime poses its own specific challenges, agents can face difficulties year-round. A major problem is not working by referral, which means not knowing where the next lead is coming from. Other challenges can include failing to stand out among the competition, lacking the required skills for today’s market and being highly disorganized and ineffective.

Helping your agents perform better has a phenomenal trickle-down effect. When everyone is working at a higher level, people become more positive, upbeat and ready to tackle everyday challenges. Productive behavior and profitability also result in a happier and more positive culture, which in turn will attract high-performers in the market as your agents spread the word that your company is the place to be to thrive in real estate.

Brian Buffini is the Chairman and Founder of Buffini & Company. You can follow Brian and Buffini & Company on Facebook.

Email Brian Buffini.

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