What Is Your Market Plan For The 4th Quarter???

Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut NMLS #65149

What Is Your Market Plan For The 4th Quarter?  Summer is almost over, and Fall is around the corner.  That means that the slowest half of the 3rd Quarter is behind us, and the more productive half is just starting.  The first half of the 3rd Quarter tends to be slow because of vacations, and getting the kids ready for school.  Purchasing a house during this time tends to not be a priority, but the last half of the 3rd Quarter tends to be much busier, not as busy as the Spring Market, but it is the second busiest time of the year, at least for me.

The problem with the last half of the 3rd Quarter is that it is very short, and it is followed by a Quarter that is historically a much slower market because of the Holidays, and cold weather.  So we need to prepare for the slower months, and have a plan in place that will continue to generate business.  That means that if we want to have a productive 4th Quarter we need to start to put a plan into motion today.  But it takes more than just having a plan, we also need to execute the plan.  If we wait until the 4th Quarter to execute the plan it is to late, it needs to be executed right now before the Quarter begins.

So What Is Your Market Plan For The 4th Quarter?  Do you have a plan, or are you going to sit around and pray that the phone rings?  Waiting for the phone to ring is not a very good plan, but puting together a strategy to make the phone ring is.  So here is my plan to make my phone ring.

  • First Time Homebuyer Seminars - First Time Homebuyers have always been the major source of my loans.  It does not matter if we are in a bad market or good market, First Time Homebuyers are out there buying.  Unlike existing Homeowners who have the burden of selling their home, First Time Homeowners only need to be concerned with giving their Landlord sufficient notice.  By conducting First Time Homebuyer Seminars I can reach out to these Buyers, and keep my business going in good and slow times.
  • Bank Owned Properties (REO) - I will be contacting Realtors Realtors to make them aware that I am ready to assist them in selling more REO's through programs like the Connecticut Finance Authority (CHFA) HERO Program.  Even though CHFA is a program for First Time Home Buyers, the CHFA HERO Program is for both First Time Homebuyers and existing homeowners.  All buyers are eligible for the CHFA HERO program as long as it will be their principle residence.  HERO is specifically for Foreclosured, Abandoned, and Bank Owned Properties (REO's).
  • FHA 203K Loans - I will also be making Realtors aware of 203K Loans and the difference between a 203K and a 203KS.  Both of these programs can be a great assistance to Realtors in helping them sell more houses that are in need of repairs, which in turn keeps me busy writing mortgages.
  • Mortgage Returns - I have written about Mortgage Returns in the past and how this program helps me to stay in touch with my Realtor Partners, and my Borrowers.  Through Mortgage Returns I can quickly and effectively stay in front of my Realtor Partners, and Borrowers with up to date information of what is going on in the Mortgage Industry, and what my Borrowers can take advantage of.  With just a few clicks or a mouse, I can send out a monthly news letter, or other materials that will assist them.
  • Increase the number of times that I stop by Realtor Offices, and Open Houses.
  • Assist with the planning of a company wide Appreciation Luncheon in October to thank Realtors that have Refereed Borrowers to me throughout the year.  My Realtor Partners are the most important part of my business, and I need to not only let them know how valuable they are to me through an Appreciation Luncheon, but to also verbally tell them that throughout the year.
  • Mortgage Inspection Letters - Sending a mortgage inspection or tune-up letter at this time of the year is a great way to make another contact with my Borrowers, and also makes them aware of options that they have available to them, especially option that can lower the interest rate, and lower their monthly payment.

There are no guarantees when it comes to maintaining and increasing your business, but by doing what I listed above right now, I am sure that I will have a busy and productive 4th Quarter.  So What Is Your Market Plan For The 4th Quarter that will keep you busy and productive?



  Info about the author:

George Souto is a Loan Officer who can assist you with all your FHA, CHFA, and Conventional mortgage needs in Connecticut. George resides in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Higganum, Haddam, East Haddam, Chester, Deep River, and Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com


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Comments 27 New Comment

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Beth Atalay
Cam Realty of Clermont FL
Cam Realty and Property Management

It's funny I'm reading your post today. Working on my action plan for the fourth quarter.

August 30, 2012 06:17 PM
Sharon Alters
Your Fleming Island Relocation Agents.
Coldwell Banker Vanguard Realty

George, we are looking at our systems and  marketing and planning for 2013 to see how we need to change it up to keep our business stable.


August 30, 2012 06:37 PM
Melissa Zavala
Broker, Escondido Real Estate, San Diego County
Broadpoint Properties
Sounds like you have a great plan for the rest of the year. My year will involve lots of netwrking and recruiting.
August 30, 2012 06:49 PM
Tammie White
TW Realty Group, Franklin TN, South of Nashville
Benchmark Realty, LLC (615) 495-0752 or www.TWRealtyGroup.net

That is a very impressive plan. I'm with Melissa. It is my goal to meet once a week with someone from my sphere. I always want to stay top of mind.

August 30, 2012 06:59 PM
Tamara Inzunza
Homes for Sale In Alexandria VA & South County
RE/MAX Executives / www.MovingToNova.com / 703-623-8759

I love the Mortgage Inspection Letter. I'm working on my 4th quarter plan now.  Having a great 4th quarter will lead into a great 1st quarter!

August 30, 2012 07:01 PM
Jennifer Fivelsdal
Mid Hudson Valley real estate connection
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571

George I know you will have a fantastic 4th quarter, you are always helping your Realtor partners which keep you top of mind.  I wish You were in my marketplace:)

August 30, 2012 07:32 PM
Ginny Gorman
Homes for Sale in North Kingstown RI and beyond
Phillips Post Road Realty ~ 401-529-7849~ RI Waterfront Real Estate

You are rocking George...a plan delivered is so important any time, any business...go get them!

August 30, 2012 07:34 PM
Andrea Bedard
M.A.; REALTOR Silver Spring, MD and beyond
Thompson Company Realtors

Hi George, I remember back in 04 and 05 when every loan officer I ever had any contact with wanted to sponsor my open house flyers, throw a luncheon etc. .. but then the bubble burst and 99% of that activity subsided.

I am sure your Realtor partners more than appreciate your consistency! A great plan of action for the 4th quarter and beyond.

August 30, 2012 09:51 PM
Debbie Gartner
The Flooring Girl - Westchester hardwood flooring
Floor Coverings International Westchester NY & Stamford CT

George - This sounds like a great and thorough plan.  I like your approach of helping realtors as that will simultaneously help both of you.

August 31, 2012 04:09 AM
Rebecca Riopelle
Vice President & REALTOR® at BYRE, LLC
Greater Boston 617-794-3023 www.RebeccaRioRE.com

So many great supggestions. It's easy to neglect the 4th quarter, but the momentum must go on.  After yesterday's Raincamp, I'd like to add focusing on Expired Listings to my 4th quarter list.    Hope you ride out the rest of the year on  high note!

August 31, 2012 04:47 AM
Wayne Bennett
Short Sale & Foreclosure Resource - Charlotte
Remax Executive/Charlotte,NC 704-293-3931

Actually my business partner and I started planning for the 4th quarter 2012 YAG.  We work short sales heavily and know that they tend to take 3 - 4 months to close.  With that said we keep our pipeline of short sale listings full all year round so we continue to have a steady strem of closings throughout the year.  Typically we'll get 75% - 85% of them negotiated and to the closing table....certainly more work than a traditional sale but in this economy you have to keep up with the distressed property market or you'll be left behind.

August 31, 2012 04:59 AM
Captain Wayne Rowlett
Florida Real Estate School
Rowlett Real Estate School LLC

I can see why you are so successful George, you have a good business plan!  Thanks for sharing it.

August 31, 2012 05:01 AM
Amanda and Jared Christiansen, YOUR Fort Wayne Realtors
Century 21 Bradley.
Century 21 Bradley (260)704-0843

Great post George.  Thanks for sharing your plan with us.  Our plan doesn't change one bit.  We continue to market, prospect, network, blog, play on Facebook, keep in touch with out past clients, and continue to work hard.  Praying for the phone to ring is not in our plan.  :)  

August 31, 2012 05:59 AM
Michael Setunsky
Your Commercial Real Estate Link to Northern VA
Michael's Commercial LLC

George, it looks like you are going to have a successful fourth quarter. I've got some things going now that I hope will bring in more business.

August 31, 2012 06:07 AM
Laura Allen, Lake Tahoe - Truckee Real Estate for Sale www.TahoeLauraLuxuryHomes.com
Tahoe Real Estate Agent Helping Buyers and Sellers
Coldwell Banker, Tahoe City, CA (530) 414-1260

George - In another life and business I did consumer seminars, and they really work.  Even in today's electronic blitz, in person seminars make the touch and connection with people.  Great plan for the 4th quarter!

August 31, 2012 01:20 PM
Nick T Pappas
Madison & Huntsville Alabama Real Estate Resource
Assoc. Broker/Broker ABR, SFR, e-Pro, @Homes Realty Group, Huntsville AL

George, aside from paddling faster, my office does plan to host a first time buyers seminar involving a local lender, appraiser, home inspector and attorney...and other events designed at educating the public.  Hopefully, the end of the year will provide a little time to get better organized and head to Chicago to visit friends.

August 31, 2012 01:54 PM
Sally K. & David L. Hanson
WI Realtors - Luxury - Short Sale - CDPE, REDS
Keller Williams 414-525-0563

We love being historic...4th quarter is always our best quarter...maybe because too many othe realtors take off...and we work harder...have a good one !

September 01, 2012 01:20 AM
Mary Huizar
Realty ONE Group - Corona

George-  Great plan!!  I'll be working on my 4th Quarter "Plan 2 Action" over the weekend also. 

It's nice to be able to see your plan and the plan of other professionals who collaborate which gives myself and others new ideas to implement and grow from. 

Thank you and Happy Holiday Weekend to ALL!!


September 01, 2012 01:31 PM
George Lawson - (951) 324-5053
Moreno Valley

Some greats George ... and some that can also be tweaked for use in other fields! Thanks for sharing.

September 14, 2012 08:35 AM
Loreena Yeo
Realtor® | Frisco TX Community Ambassador
3:16 team REALTY ~ Locally-owned Frisco TX Real Estate Co.

Definitely a busy quarter for you. Congrats on the Feature Post!

September 18, 2012 04:46 AM
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George Souto

Your Connecticut Mortgage Expert
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