A real estate broker's year: what to do, month by month
The Quebec real estate market has its own rhythm: a busy spring, a major moving date on July 1 and a back-to-school period that revives projects. This month-by-month calendar helps you know what to prepare and whom to write to. The agent can prepare lists and messages; you decide what to send and when.
January: plan the year
At the start of the year, people decide on their moving and renovation projects. It is the time for a campaign reviewing last year's market, sent to past clients and your sphere of influence, and for a reminder to clients whose mortgage pre-approval needs renewing with their lender.
Use the month to tidy your database too: contacts classed as buyer, seller or landlord/tenant, consents recorded, brokerage contract end dates entered. A clean database makes every campaign in the following months simpler.
- Review of last year's market to send out.
- Pre-approval renewal reminder for the buyers concerned.
- Check of consents and brokerage contract dates.
February to May: the busy listing season
According to Centris, the sales market is most active in spring. From February to May, a campaign goes to potential sellers in your database and to past clients, with a reminder to prepare the property and schedule the photos. The earlier you reach them, the more time they have to get organized.
This is also when brokerage contracts get prepared: before listing, the contract must be signed, the note on exclusivity read and the client's choice initialed. The forms for each property type are at hand.
March to May: buyers whose lease ends on June 30
The standard residential lease in Quebec ends on June 30 (under a 1974 law). Tenants who want to become owners therefore have to hand over their unit and take possession around July 1. From March to May, a follow-up task targets buyers whose deadline is July 1, so that the offer, the conditions and the occupancy date can be coordinated.
These clients have little room to maneuver. The conditions of the promise to purchase (inspection, financing, sale of the current property, condo documents) must be tracked with their deadlines so the possession date holds.
June and July: the July 1 window
According to Centris, close to one move in five happens around July 1. During these two months, the agent can remind clients to book the truck, electricity and the change of address, and follow up on possessions.
It is also the time to confirm with each client the date of the signing at the notary's office and the last items to settle: insurance, keys, discharge.
August and September: back-to-school and fall projects
After the summer and the start of school, families pick their buying or selling projects back up. Follow up with the spring's dormant prospects with an updated market picture. A qualified prospect who has been inactive for 30 days is already in the agent's follow-up loop; back-to-school is a good chance to add fresh content.
Also think of the clients who closed in spring: a follow-up after 180 days of inactivity is scheduled to check in and ask whether they know someone with a project.
October to December: consolidate and say thanks
No particular season is noted for October; it is a useful month to adjust your template messages, review your tracking indicators (first response time, signed-contract rate, share of sales from referrals) and prepare the year-end.
In November and December, the year-end review is the right moment to reach past clients and your sphere of influence before the holidays: a thank-you message and an offer of an annual evaluation of their property. Lists of past clients to contact each quarter make this work easier. Keep the unsubscribe notice in every message and write only to contacts who have consented.
A good year is prepared season by season: review in January, sellers in spring, tenant-buyers before June 30, follow-ups at back-to-school, thank-yous at year-end. The agent keeps the calendar up to date, and you keep the human contact.
General information, not legal advice. Check with your professional order or the official source.
Questions
When should I contact potential sellers?
The sales market is most active in spring, from February to May. A campaign to potential sellers in your database and to past clients, with a reminder to prepare the property and schedule the photos, therefore goes out as early as February.
Why does July 1 matter so much?
The standard residential lease in Quebec ends on June 30, and according to Centris close to one move in five happens around July 1. Tenant-buyers therefore face a tight deadline from spring.
Does the agent send campaigns on its own?
It prepares lists and messages and schedules follow-ups, but the broker approves. Mailings target only contacts whose consent is recorded.
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