Today’s topics included client source mix, a Q3 real estate review, and some facts about Q4 in Vermont real estate. This post is a summary, more info on the Careers page on our website.
First we discussed sources of our client mix. What’s a healthy mix of team-provided clients and agent-provided clients? Where are all of us in that mix? I’m not sure anyone had thought about that before. If all of my clients come from referrals from past clients, and people who know me, then that’s a different practice from a Realtor who gets more of their business from people calling the brokerage, or from online sources such as Zillow. Practices are different, and it’s really helpful, from a professional standpoint, to have a diverse set of business sources.
It’s the end of Q3, and we’re looking ahead to the 4th quarter. This team has hustled and worked hard, helping both team-generated and agent-generated transactions get into contract and close. Throughout all of Vermont, the number of sales is down 15% over the first three quarters. At Green Light Real Estate, we’re well ahead of our 2026 goal, which was a growth-oriented goal. Translation? There were fewer sales, but at GLRE, we had more sales. Once again…we’re doing something right! (More than one thing, right)
Let's Talk About A Realtor's Business Development In The 4th Quarter
We hear it every year. Everybody wants to sell, buy, and move during the summer. Well despite the common refrains that “nobody buys houses during the holidays” and “no one wants to move in the winter”, the fact is that in Vermont, from 2022-2025, nearly 20% of single family contracts get signed in the fourth quarter (that’s of a total of roughly 25,000 sales in 4 years, so…reliable).
Homebuyers and sellers aren’t weird to be looking this time of year or to be on the market right now! Offers ARE being made, fruitful negotiations ARE happening, and homes ARE going into contract.
For other Realtors–things will slow down, but they only REALLY slow down if you let them. The GLRE team has lots of activities to keep driving our own practices, and to keep helping buy and sell homes. Let’s get ready for a strong finish to the year!
It’s absolutely true that there are more contracts in April through September. But the market doesn’t stop. Part of that is training and mindset. If you’re a Realtor who thinks that things slow down, then you’re likely to make that happen. That’s when folks stop hosting open houses, stop staying in touch with their current and past clients, stop doing the things that made the rest of the year successful
Want more training? We broke into groups of 2-3 and practiced how we might respond to a few common scenarios. For example, if you know that someone really wants to buy a home, and they have the misconception that the market slows down too much in the fourth quarter for them to even bother looking. As real estate professionals, we need to be able to help lift up that buyer, offer facts, offer comfort, and help keep them on their path. That’s coaching and counseling! So we each practiced a little, listened to each other, and learned a ton.
Finally lest you think it’s all business development and training. One more incredibly important part of the meeting…a little fun with our social media assistant, Annika Ringen. Taylor ham or pork roll? If you’re from Jersey, you get it. She’s from Jersey, she got it. I think there’s a video around somewhere on the ol’ internet…
That’s just one morning’s training and team building. We do that every month, and it is absolutely invaluable. This sort of activity and investment in people makes for a stronger and closer team, makes for real connection and friendship, and also allows all of us to just get better at our jobs of making buying and selling real estate easy, and being the most loved and most professional real estate brokerage in Vermont.