The Three Plays Driving Results for My Agents This Summer

By Brad Korb

Licensed REALTOR® and Broker since 1979, I bring decades of expertise to ensure your home sells promptly and at the best price.

The kids are finally out of school. The semester just flew by, and now we are right in the heart of prime time. Buyers are out in force, looking at open houses and searching online before they ever step out the door. After 46 years of working in this market in Burbank, summer is one of the best seasons for an agent who knows what to do with it.

It is also the season that quietly separates the agents who grow from the ones who coast.

Here is what I am telling every agent on my team to do this week, and what I would tell any agent who wants a strong summer.

Run open houses, and work the neighborhood while you are there. Open houses are working right now. We are seeing buyers come out in real numbers, and the energy at a well-run summer open house is different from any other season. People are out, they are looking, and they are ready to act when the right home comes along.

The play that takes a good open house and turns it into a great one is door-knocking the 50 closest doors before the open house starts. This is the move most agents skip, and it consistently makes the biggest difference. You knock on the 50 doors around the home, invite the neighbors to the open house, and let them know you are the agent in their neighborhood. Some of those neighbors are sellers themselves who have been quietly thinking about their next move. Some have a friend or family member who is looking to buy. Some just want to see what the home down the street is going for.

That two-hour effort before the open house is what turns showings into listings, referrals, and the next deal. Agents who skip the door knocking and just sit at the open house get whatever foot traffic walks in. Agents who knock first show up at the open house with relationships already starting.

Work your database while buyers are searching online. The second play is the one most agents underestimate. Summer is when your database becomes most active online, and most agents are not paying attention.

Pull the report on which of your past clients and contacts have been clicking on listings recently. Look at who is searching, what price range they are looking in, and how often they are coming back to the site. Then reach out. Not with a sales pitch. Just with a “Hey, I noticed you were looking at homes online. What is going on? How is the family? Any change in what you are thinking about?”

These conversations are gold. The person who has been clicking on homes in their target neighborhood for the last few weeks is telling you something. Your job is to pick up the phone and find out what.

If you’re not sure what content to send your database between those calls, we wrote about what to send your real estate database to stay top of mind.

Wish your clients a happy summer and ask the real questions. This is the third play, which is the simplest and most overlooked.

Not a mass email. Not a generic text. A real, one-on-one conversation. Ask how the family is doing. Ask how work is going. Ask what their goals and dreams look like this year. Ask if anything has changed about their housing situation or what they are thinking about for the future.

The conversations that come out of those check-ins are where the referrals come from. Clients refer their friends and family to agents who care about them, not to agents who only call when they need something. After 46 years, the agents on my team who consistently grow their business are the ones who treat the summer check-in as one of the most important things they do all year, not as an afterthought.

What this summer can look like. If you run these three plays consistently between now and Labor Day, you will end the summer with more listings, more buyers under contract, and more referrals coming in for the fall than you went into June with. I have watched this exact playbook work for agents on my team year after year. It is not complicated. It just requires showing up and doing the work while the season is open.

If you are an agent in the Los Angeles area, thinking about your career and where you want to grow, I would love to talk. The agents on my team have access to the coaching, the systems, and the team support that turn a good agent into a great one. Let’s have a conversation.

Call or text me at (818) 953-5300, email careers@losangelesrealestatecareers.com, or visit bradkorbagents.com for more, including 3 ways to make prospecting feel less awkward. I would love to hear from you.