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Let’s make your week a little easier. The Empire Weekly Roundup newsletter brings you real estate tips, market know-how, and CE updates—all in one quick email.

🗣️ Quote of the Week

"Number one - and I want you to emblaze this on your brain - you only have one chance to make a first impression."

– Judy Sheindlin (aka "Judge Judy" - TV Personality)

🚀 Featured Article

The Science of First Impressions

When you meet a new client, it only takes a few moments for them to form an opinion of you. In fact, people start making judgments within seconds (or even fractions of a second) of a first encounter. For real estate agents and mortgage loan officers, those first few seconds in front of a prospect can heavily influence the level of trust and comfort the client will have moving forward. A positive first impression can plant the seeds of a loyal client relationship, while a negative one might create doubts that are hard to overcome. This article will explore how factors like body language, tone of voice, and other small details shape client trust and loyalty. Along the way, we’ll share practical tips you can use to put your best foot forward when meeting prospects for the first time.

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🍁 Fall is Here Sale!

Fall and football are here! Take 20% off all real estate continuing education courses at Empire Learning this week. Use code FALL at checkout and experience the savings while earning those credit hours.

🍂 Browse CE Courses

Offer valid through September 14. Use promo code FALL at checkout.

🏆 Trending on Empire Learning

🍂 The Fall Market Flip

Some folks assume the housing market goes cold after summer, but autumn often has its own heat. In fact, September and October can still be busy months for listings and sales, contrary to the popular myth that “nothing moves until spring.” Buyers out shopping in the fall tend to be serious, not just browsing, and that “serious buyers only” vibe can actually work in an agent’s favor. It creates a sense of urgency and focus. Fewer looky-loos means those touring homes in October are more likely to be ready to make an offer. Agents can use this season’s unique momentum to motivate hesitant clients, showing them that fall is more of an opportunity than a slowdown.

• Fall listing momentum is real. Don’t let clients write off autumn. Data shows sellers stay active in early fall. For example, in 2024, the number of new homes listed in October was up about 4.9% year-over-year (following an even bigger surge in September). Sharing stats like this can reassure sellers that plenty of homes do hit the market in September and October, so their listing won’t be flying solo. It’s a great way to bust the myth that “everyone waits until spring.”
• Serious buyers, not just window shoppers. The buyer pool may shrink a bit after summer, but those still house-hunting mean business. NAR data notes that by the time October–November rolls around, the buyers left are highly motivated and ready to commit when they find the right home. You can remind sellers that a slower fall open house isn’t a bad thing. The people coming through the door in autumn are likely qualified, prepared, and eager to buy. Fewer casual browsers (“Sunday drivers”) means less wasted time and a higher chance that an offer is coming from each showing.
• Less frenzy = more breathing room. With the market calming down post-summer, both buyers and sellers can take a bit more time to make decisions. In fact, homes tended to sit on the market longer last fall, roughly 17 days more to get an offer in November compared to the frenzied spring market in May. Use this to comfort your buyers... they won’t always have to decide on a house overnight like they might in peak season. A fall buyer can schedule that second showing or take an extra day to review comps. For sellers, it means you might not get 10 offers on day one, but the trade-off is that any offers you do get will be from serious contenders.
• Price cuts and deal potential. Autumn often brings out the motivated sellers. Many listings that didn’t move in summer start seeing price reductions in September and October – in fact, last year the rate of price cuts was highest from late summer into fall. This opens the door for savvy buyers to snag a home at a more negotiable price, and it’s something agents can highlight when coaching buyers who are on the fence. Remind your buyers that fall can be “deal season,” and remind your sellers that pricing realistically (and even offering a few concessions like closing cost help) can attract those eager year-end buyers. A well-priced home in autumn can stand out, especially with less new inventory crowding the market.
• Turn fall into a selling point. The key for agents is framing the fall market as a time of opportunity. There’s evidence that with fewer people on the hunt, buyers face less competition and more room to negotiate on homes that haven’t sold yet. Use that narrative. Telling your seller clients, “Hey, the buyers out right now are serious and they have fewer homes to choose from – this could be a great moment to list,” can motivate them to act sooner rather than later. Likewise, for hesitant buyers, emphasize how they might benefit from year-end deals and a calmer market.

🧳 The Holiday Move Debate

As the year winds down, many clients agonize over a classic question... Should I move before the holidays or wait until after New Year’s? It’s a tough call, and as an agent, you’ve likely heard all the pros and cons. On one hand, moving in November or December can mean tapping into a quieter market with more motivated participants. On the other hand, it can also mean juggling a home sale or purchase with holiday dinners, visiting in-laws, and kids’ winter concerts, stressful to say the least. Your role is to help clients weigh these perks and pressures in a practical way, so they feel confident in their timing. There’s no one-size-fits-all answer, but laying out the trade-offs in a friendly, factual manner will guide them to what’s right for their situation.

• Pros: less competition for all. The holiday season typically sees a dip in overall market activity. Both buyers and sellers take a breather due to travel, weather, and festivities. For your clients who do choose to dive in, this lull can work to their advantage. Buyers face fewer bidding wars since many house-hunters pause their search in December, meaning your client might be the only offer (or one of the few) on a home they love. Sellers, too, have fewer competing listings in the neighborhood, which can make their property stand out to the serious buyers who are actively looking. In short, fewer players in the game can translate to a smoother, more straightforward transaction for those who remain, which is a point worth emphasizing to clients on the fence.
• Pros: highly motivated sellers (and buyers). Those who keep their homes on the market during the holidays often really need to sell, and the same goes for buyers who are out shopping now. Maybe it’s a job relocation effective January 1, or a desire to get the deal closed before year-end for tax reasons. Whatever the cause, sellers listing in November/December are typically under pressure and more open to negotiation. This can mean better deals for your buyer clients (price reductions or sellers willing to cover closing costs). Conversely, remind sellers that any buyers trudging through snow to see houses in December are likely dead-set on making a purchase soon. That urgency on both sides can actually help deals come together faster and with fewer hiccups.
• Cons: the holiday hassle factor. Of course, moving during the holiday season isn’t all gingerbread and cheer. There are real stressors to consider. Uprooting a family in the midst of Thanksgiving turkeys and New Year’s countdowns can be challenging. Homes decked out in decorations might look cozy, but sellers have to keep the place tidy and neutral enough for showings (pine-scented candles, yes – excessive tinsel, maybe no). For buyers, trying to schedule inspections or closing dates around multiple holidays can require some creative calendar work. Acknowledge these challenges with your clients. Sometimes, just saying “I get it, moving right now is tough” and brainstorming solutions (like short-term storage for clutter or flexible closing dates) can ease their anxiety.
• Cons: family and school considerations. The end of the year is packed with family commitments and routine disruptions, which can make a move extra complicated. If your client has kids, pulling them out of school in December or moving during winter break might not be ideal – many families prefer to wait until the semester ends or a new year begins to keep life stable. Even without kids, folks often have travel plans or relatives coming to stay, and they’d rather not be closing on a house the same week they’re hosting ten people for the holidays. These personal factors are huge, so be sure to discuss them. Sometimes the best advice you can give a client is to delay listing a few weeks if it spares them a holiday headache, or conversely, to jump now if their schedule in January looks even crazier.
• Finding the sweet spot. Every client’s situation is different, so help them find their own “right time” by balancing urgency against stress. If a buyer is eager and the perfect home pops up in late November, don’t let them shy away just because of the date. Remind them of those motivated sellers and year-end deals (some holiday sellers will even adjust prices or offer concessions to wrap things up by 12/31). If a seller wants to list now, strategize how to make their home inviting during the holidays without overdoing it. A wreath on the door is great, but maybe hold off on the full Griswold family light show.

🚰 Utility Shock at the Table

Sticker shock isn’t just for home prices these days – it’s hitting utility bills too. With energy and water costs on the rise, more buyers are now asking a new question during showings or negotiations... “What’s this house going to cost me in utilities each month?”. It’s a smart thing to wonder, considering electricity prices nationwide have jumped about 13% on average since 2022 and typical water/sewer bills have surged roughly 24% in the past five years. No one likes moving in and discovering that their dream home comes with a $400/month electric bill surprise. The good news is, as an agent, you can turn these utility concerns into a selling point.

• Utility costs are front-of-mind. Homebuyers have become much smarter about factoring in monthly utilities as part of a home’s true cost. In fact, energy expenses are often the second-largest cost of owning a home (behind only the mortgage), ranking higher than property taxes or insurance. And according to the National Association of Realtors, a huge majority of buyers (87%) say that a house’s heating and cooling bills are “important” or “very important” info when considering a purchase. Buyers today aren’t just looking at the list price. They’re thinking about that future electric bill in July and the gas bill in January. A good agent acknowledges this upfront, validating those concerns as legitimate.
• Prep sellers to share utility info. One of the best ways to ease buyer jitters about high bills is simple transparency. Encourage your sellers to pull together 12 months of utility bills (electric, gas, water) and have them ready for review. Showing historical energy costs gives a realistic picture of what living in the home might cost. It’s data that can really put a buyer’s mind at ease. Rather than dancing around the topic, proactive agents bring it up: “Many buyers ask about utilities these days, so we’ve prepared a breakdown of the past year’s bills for you.” This openness builds trust. It says you have nothing to hide, and it prevents any last-minute cold feet when a buyer suddenly wonders if that charming high-ceiling living room comes with a hefty heating bill.
• Highlight energy-efficient features. If a listing has green or efficient upgrades, shout it from the rooftops (maybe literally, if there are solar panels up there!). Today’s buyers love to hear about double-pane windows, new insulation, ENERGY STAR appliances, LED lighting, smart thermostats – all the goodies that can translate into lower utility costs. Not only do efficient homes save money month-to-month, they may also command a higher resale value. Studies show that homes with strong efficiency ratings tend to sell for a premium because buyers appreciate the long-term savings. So go ahead and brag in the listing description: “Brand-new HVAC system with high efficiency rating” or “Solar panels that cut the electric bill in half.” Framing these features as selling points can turn utility questions from a negative (“How much will this cost me?”) into a positive (“Look how much you’ll save!”).
• Leverage energy scores and audits. In some cities, it’s becoming standard (or even required) to provide an energy efficiency score or report when you list a home. Even if your area doesn’t mandate it, it can be a smart value-add. Suggest an energy audit or a home energy score assessment for your sellers before listing. It’s like a home’s MPG rating. If the home scores well, fantastic, you’ve got a marketing hook (and proof to back it up). If it scores poorly, you now have a roadmap of upgrade opportunities, or at least you can anticipate and address buyer concerns by saying, “Yes, the score was low, and here’s what can be improved.”

🎯 Quick CE Tip of the Week

⏳ Know Your Deadline. Here's a more obvious tip... Real estate CE deadlines vary by state, and licensees risk losing the ability to participate in real estate transactions/earn commissions until CE is complete and posted in their state's database. Remind yourself now so you’re not stuck in the stressful time crunch at the very end.

→ Start Your CE Today!

📈 Market Highlight: Wake Me Up When September Ends

🔥 Did You Know? As promised, here's a brand new market highlight for the month of September. We will start updating this at the beginning of each month, so if you've read through it at least once in any given month, you're good to go! This month, the national real estate and mortgage market is navigating a tricky balancing act. Both real estate agents and mortgage loan originators (MLOs) are finding that 2025’s housing scene feels very different from previous years. High mortgage rates have defined the summer, creating a bit of a “cruel summer” standoff between cautious buyers and stubborn sellers. Yet there are also bright spots, like stabilizing home prices and hints of relief on the rate front, that provide reasons for optimism as we head into the fall.

→ View Full Market Highlight

💡 Feedback Welcome!

We'd love your feedback. The lifeblood of any good business is figuring out what their customers truly care about — the best agents also learn this about their clients.

If you have any thoughts, ranging from what topic should be discussed in next week's newsletter to more in-depth ideas on how the CE experience can be the best it can be, please reach out via the email link below — we're truly all ears.

Happy Learning,

— The Empire Learning Team
www.empirelearning.com