By Joshua White

If you’re reading this, congratulations—we’ve officially made it to springtime (or at least pretty close)! With spring comes warmer weather, longer days, and busier weeks. According to the National Association of REALTORS®, studies show that DOM, or days on market, are at their highest in January and then drop by almost 20% in March. This increase is also reflected on the seller side, with nearly a 30% increase in new homes listed for sale. So it’s no wonder your colleagues often talk about the elusive “spring market” as one of the most exciting times of the real estate year. The spring market is a much-welcomed increase in business compared to the winter market we are just coming out of.

Sounds exciting, right? And it certainly is—if you’re prepared for what’s ahead. However, more business can also lead to mistakes, stress, or unsatisfied clients if it’s not handled properly. Let’s go over a few tips and strategies that both new and experienced agents may find helpful in avoiding those costly mistakes. First, it’s important to note that I am not your broker, so please check with them if you have questions about navigating the spring market. They are your broker for a reason—use them as a resource. They want to help you succeed.

The first step I recommend is taking inventory of what you have. Ask yourself: How many name riders do I have? How many business cards? Are they updated? For new agents, this step is crucial. Talk with your broker about ordering name riders for your yard signs—once spring hits, sellers start calling. You’ll also want professional business cards to leave at listing appointments or share with potential clients you meet along the way. This leads nicely into the next tip: updating your headshot. Our industry can be notorious for outdated photos, but it’s important that clients recognize the same person on your cards, ads, and marketing materials as the one who shows up at their door.

Next, brush up on your education. Yes, I know—if you’re newly licensed, you’ve taken multiple tests and studied hard to get where you are. While that foundational knowledge is essential, the real learning begins once the books are closed. WVAR offers multiple education opportunities, including Empower Hour, which takes place monthly and is accessible via Zoom (no need to dress up!). You may also want to explore designations such as GRI (Graduate REALTOR® Institute), ABR (Accredited Buyer’s Representative), or SRS (Seller Representative Specialist). Earning these designations early can help eliminate bad habits and set the foundation for a long, successful career.

Another highly valuable tip is to ask an experienced agent or broker in your office if you can ride along with them or attend showings. Having someone you can observe and learn from—who is knowledgeable and willing to help—is incredibly beneficial, especially early in your career. During my first one to two years in the industry, I did this whenever possible, and it made a huge impact. There is absolutely nothing wrong with asking questions. What is wrong is giving a client an answer you don’t know. Instead, say, “That’s a great question—I’ll find out and get back to you as soon as possible.” The most important part, though, is following through. If you tell someone you’ll do something by a certain time or date, make every effort to do it. That follow-through goes a long way in building trust with both clients and fellow agents.

Another recommendation is to use a calendar or planner. It sounds simple, but it’s incredibly helpful. Busy seasons bring busy schedules—and not just at work. School sports, barbecues, holidays, and vacations all need to be planned around your real estate commitments. Apple has a great Reminders app (and Samsung offers something similar). If I’m on a call with a client and we discuss something I need to follow up on, I immediately create a reminder, such as “Send offer and earnest money to attorney” or “Call Jennifer to discuss CMA figures.” Once completed, I check it off and move on to the next task.

Finally, a quick disclaimer: I am not a financial advisor or accountant, so please seek professional guidance as needed. With busy seasons often come more sales, more income, and—of course—the IRS. As 1099 filers, our taxes can be complicated. Since no taxes are withheld from most commissions, it’s critical to set money aside throughout the year so you’re prepared when tax season arrives. An experienced accountant can also educate you on deductions and write-offs specific to our industry.

I hope you’ve found this article helpful and informative. I look forward to seeing you all at Quarterlies at Chief Logan State Park.