The next three months are going to set the tone for next year.
There are two reasons I feel this way…
Reason One – This is something that happens this time of year, every year.
The first is that the third quarter of each year sets the tone for two things: how you finish the current year and start the next year. The next three months are so important to make sure you finish off the year strong and hit your goals.
The real estate business runs in 90-day cycles. Your work today will get you paid 90 days from now. The deals you do now are from your work 90 days ago. The agents that have consistent business understand this.
All the work you do over the next three months will dictate how you end the year. If you end the year strong, you will start next year solid. Momentum is huge in this business, and if you want 2025 to be your best year ever, start today.
For those that are on track, good for you. Keep it up.
Not on track? Here is my playbook to get you back on track.
First, you have to change something. If you’re not on pace to hit your goal, you need to either change your activities… or… change your goal.. or… change nothing. Just understand that whichever you do is a choice.
Hopefully, you’re choosing to change your activities. Here is how I do that.
Know what you need to do to hit your goal. For example, on our team Onyx Homes, we know that on average an agent needs to set 35 appointments to do a deal. So then you can do the math…
Example: If you need six more deals to hit your goal, 35 appts X 6 Deals = 210 appointments.
Next, break it down to the number of weeks you have left in the year. Right now, there are about 23 weeks left. So if you break down 210 appointments, you need to set 9 appointments per week.
You know your appointment-setting activities, so set those in your calendar. Make sure you are doing enough to hit your goal.
Pro-Tip: This is easy when you track your numbers like we do. If you don’t track your numbers, you might want to start. FYI, every successful business in the world tracks its numbers.
Reason Two – It is our business’s unique and biggest opportunity since 2008.
Let me explain…
With the changes to buyer agency, we are going to see massive disruption in who wins buyer deals.
There will no longer be an even playing field for all agents. The best agents are going to win more business by far. Not only will they win more business, they’ll make more money than most per deal. I talked about this at length in a previous newsletter, click here to read it.
This is the time for winners to win. It is going to be interesting to see how the market reacts.
My question is… are you ready? Is your brokerage ready? Is your team ready?
I know we are. We’ve been prepping for this for years.
Get an inside look at what we’re doing in our free community, Start to Finish in Real Estate—click here to join.