The Mid-Summer Surge: Make It Count

Happy Monday, Deal Makers! Fireworks are fading, sunscreen is everywhere, and the MLB trade deadline is right around the corner, which is a nice reminder that smart moves win late in the game.

While some agents coast through July, we are tightening the financial playbook and doubling down on relationships.

In today’s issue you will smooth cash flow between hot and quiet weeks, install a simple client-for-life plan, and learn how to unstick tough negotiations without losing your cool.

We will keep pulling tools from Never Split the Difference and use tactical empathy to create solutions that feel good and close fast.

Grab an iced coffee, open your dashboard, and let’s turn mid-summer into your personal highlight reel.

— Steve

ACCOUNTANT ANGLE

 Managing Income Gaps

Seasonal income swings are normal. Scramble mode does not have to be.

Start with a rolling 13-week cash forecast. List expected closings, average commission net, fixed expenses, and any one-offs like sign orders or client events.

Build a two-account system: Operating for today’s bills and a Smoothing Reserve that receives 10 to 15 percent of every July and August commission. Pay yourself a consistent owner draw from Operating each Friday, not from whatever happens to hit the account.

If your pipeline looks lumpy, create mini targets that fill specific gaps, for example one rental referral or a paid CMA workshop.

Set vendor bills to draft just after typical closing days. If you must use a line of credit, pre-plan the payoff date inside the same 13-week window.

Small, predictable transfers beat heroic last-minute shuffles and keep your head clear for clients.

BUSINESS BOOSTER

Long-Term Client Retention

Repeat business is cheaper than new business, so engineer it. Launch a 12-month “Client Care” cadence.

Month 1, a handwritten thank you and a small local gift.

Month 3, a quick home check-in text with one seasonal maintenance tip.

Month 6, a homeowner update email that includes an equity snapshot and a link to request a fresh CMA.

Month 9, a list of trusted pros, from roofers to dog walkers, with your name at the top as the connector.

Month 12, a home-anniversary note and an invite to your quarterly homeowner webinar.

Layer in two pop-by surprises a year, something simple like coffee cards.

Tag every past client in your CRM with neighborhood and property type, then send micro-market updates that match their block, not the whole metro area.

Helpful and specific beats loud and generic, and it keeps you top of mind all year.

COACHES CORNER

Negotiation Tactics for Tough Deals

When a deal stalls, your job is to widen the path, not push harder.

Begin with a reset call. Acknowledge the tension and label it. “It sounds like timing is the sticking point.” Then ask a calibrated question. “What would need to change for this to feel workable?”

Offer MESOs, which are multiple equivalent simultaneous offers: same total value, different mixes of price, credits, and possession. People like to choose between options more than they like to say yes or no.

Introduce a clear process timeline so momentum returns. “If we agree today, inspections start Wednesday, appraisal orders Thursday, and we update everyone Friday.” Hold your tone steady and your pauses long. After each turn, send a short recap email that captures agreements and next steps.

Clarity cools tempers. Cooler tempers close deals.

BOOK OF THE MONTH

“Never Split the Difference” by Chris Voss

Tactical empathy is not about agreeing. It is about proving you understand the pressure on the other side, which makes them willing to explore options.

Try an Accusation Audit before you pitch. “You may think our price is risky, you may worry the appraisal will not support it, and you might be tired of showings.” Most objections shrink once spoken aloud.

Follow with a how question. “How can we protect your weekend time while still maximizing exposure?” Let them propose boundaries you can work within, such as blocked showing windows or a targeted price-improvement strategy.

Listen for the “That’s right” moment when your summary of their concerns lands perfectly. That is your green light to present creative structures, like a small seller credit in exchange for an expedited close.

Empathy unlocks information. Information unlocks solutions.

☝️ Go ahead and click the image to order the book from Amazon ☝️ 

NEWS YOU CAN USE

Housing Inventory Growth Is Starting to Stall — HousingWire

Why You Should Read: Shifting supply can flip leverage. Prep sellers and buyers with local context.

“Rate Cut” Talk Heats Up — Real Estate News

Why You Should Read: Speculation around monetary policy can sway buyer urgency. Keep scripts current.

Mortgage Rates Remain Flat — Weekly Real Estate News

Why You Should Read: Stability helps fence sitters decide. Use it to schedule pre-approvals and tours.

TO-DO LIST

Your Next Move — Turn Insights into Action

✅ Build a 13-week cash forecast and open a Smoothing Reserve.

✅ Map a 12-month Client Care cadence and schedule the first two touches.

✅ Create one MESO template you can reuse this week.

✅ Run a five-minute Accusation Audit before your next pricing call.

✅ Share one article above with your market take in a client email.