In my 19 years in the real estate business, I've noticed a consistent pattern: June, July, and August are the hardest months to get houses under contract.

Conversely, December, January, and February are the easiest.

This phenomenon, known as seasonality, can pose a significant challenge for many in the industry.

The summer months can feel like navigating through a storm, with fewer deals and increased competition.

However, there are ways to weather these "summer storms" and keep your business thriving.

One of the most effective strategies is to focus on the leads you already own, especially those that are "closest to the hole."

If you're actively marketing and using a CRM (and I highly recommend you do), here are three main tactics to stay on top and keep leads coming in:

1. Re-engage Sellers Who Cancelled Contracts

Often, contracts are cancelled due to a price reduction request.

These sellers can still be converted back to new contracts at the price you initially asked them to...

Let me explain...

This is a powerful lesson that made total sense to me the first time I heard it.

When a crab fisherman sets a trap, they put a little bait in the bottom of the trap.

Then, crabs flock to the trap and eat the bait.

Here’s the crazy part...

Crab traps don’t have a top.

So, when the bait is all gone, do the crabs just crawl back up to the top and leave?

Well, they try.

But they are unsuccessful.

Here’s why...

As soon as another crab sees a crab trying to leave the trap, they reach up and pull the escaping crab back down.

The other crabs will not allow them to leave.

It can even get violent enough that the crabs will tear the legs off the crabs trying to escape if they need to.

It’s an easy catch for the fisherman.

As long as you have two or more crabs in a crab trap, they will never escape.

What does this have to do with you? A lot...

Anytime you try to accomplish anything “out of the ordinary” and leave the “crab...

Most people underestimate themselves.

And not by a little... but by a lot.

They don’t realize what they're truly capable of.

Let me give you an example.

Think about something you’ve been wanting to accomplish for a while but haven’t.

It doesn’t matter what it is.

It could be something big or small.

Either way, you haven’t done it yet.

Why?

Probably because there are one or two parts of that you don’t know how to do or you’re afraid it might not work out.

When I talk to people about their goals, it’s always the same things tripping them up:

1. Fear of failure
2. Not exactly sure on the “how to”

Let’s break it down.

Fear of Failure

Make a list (write it down) of everything bad that will happen if you fail:

1. People will laugh at you.
2. You might lose money.
3. You’ll lose time.
4. You might lose friends.

Was death one of them? 99.9% of the time, it’s not.

I used to ride motorcycles.

Mainly because I liked doing wheelies...

In 2009, I decided to escape the harsh Illinois winter and moved into a hotel in Tampa, Florida, for 3 1/2 months.

What I anticipated would be an enjoyable retreat from the cold turned into a much quieter experience than expected.

I quickly found myself with plenty of free time on my hands and a burgeoning curiosity about the hotel industry.

The hotel’s owner, a kind and approachable man, became my impromptu mentor.

We spent countless hours at the front desk discussing the ins and outs of running a hotel, especially during a recession.

The economy was in free fall, and the insights I gained during these conversations were invaluable.

The owner had purchased the hotel at the peak of the market in 2004.

His purchase price was based on an optimistic projection of 90% occupancy at $200 per night.

Fast forward to 2009, and the reality was starkly different: occupancy had plummeted to 30%, and room rates had dropped to $70 per night.

The financial impact was devastating.

It...

What's one domino you could push over that would knock down dozens more?

That's a question I ask myself on a regular basis.

In business, I discovered that as long as I was the "magic" in every deal, I would always have to be involved in every deal.

This realization led me to a pivotal decision that transformed my approach and, ultimately, my life.

The Magic of Delegation

I clearly defined "simple deals" that I could teach my team of virtual assistants (VAs) to handle without my involvement.

That was the domino I knocked over that pushed the rest of them down.

By empowering my team to manage these straightforward transactions, I freed myself from the constant need to be hands-on in every aspect of my business.

This shift allowed me to focus on higher-level strategies and personal growth, rather than being bogged down by daily operations.

Embracing Simplicity Over Complexity

Some might argue against my approach, saying, "But you're passing up on novation deals, creative financing...

Real estate investing can be a lucrative endeavor, but to truly dominate the game, there are two essential skills you must master.

These skills can make or break your success in the market.

If you don't get good at these two things, you probably won't make it.

However, if you master these two skills, you will likely be set up for the rest of your life.

1. Making Low Offers and Having the Seller Still Like You

One of the most challenging aspects of real estate investing is making low offers without alienating the seller. It's a delicate balance—how do you present an offer that benefits you while maintaining a positive relationship with the seller?

Why It Matters:

• Win-Win Mindset: A low offer doesn’t have to be a bad offer. When presented correctly, it can highlight the benefits to the seller, such as a quick sale or the convenience of not having to make repairs.
• Negotiation Foundation: A good relationship can lead to more flexible negotiations. If the seller likes you,...

I used to spend $3000 per month on a country club membership.

For years, I bought into the promise: “The value you will get in new relationships and business opportunities will far outweigh the cost.”

They painted a picture of a thriving network, business deals over cocktails, and friendships forged on the golf course.

Years later, I took stock of what I'd gained: Zero business relationships.

Zero business opportunities.

Instead, I found myself in an environment that felt stifling and unwelcoming.

The vibe was the exact opposite of what I had been promised.

The club was stuffy, the people were judgmental, and everything was a competition.

It seemed like most members were more interested in gossip than in genuine connections or mutual support.

I never felt comfortable there.

It wasn’t what I would call a “healthy environment.”

Now, keep in mind, I’m not a golfer.

Some people join a country club just to golf, and that’s great for them.

But I...