The year is coming to a close… The smell of Pumpkin Spice Lattes and Christmas Pines are in the air and we are starting to think about slowing down for the Holidays and wrapping up our 2021 year… or are we?

The answer is definitely NOT! Believe it or not, your 4th Quarter should be your busiest time of the year! But not in the way you think… Many Agents will tell you that their 4th Quarter is reserved for finishing up transactions, putting a bow on their year and cleaning their metaphorical slates. BUT the harsh reality is, if you are still thinking about 2021 in September, you’re doing it all wrong!

Here is the little secret most REALTORS® are not taught! The reality is the activities you do in the 4th Quarter are activities for 2022 business. YES, I said it! From a business standpoint, your year ends at the end of July. Most of the leads you generate from the beginning of September to the end of December are for 2022 results.

So, what should your 4th Quarter look like?

  1. Setting your Goals & Intentions.
    Clear your schedule for a full day, pour yourself a cup of coffee and have an honest conversation with yourself about what you want to accomplish in the following year. Ask yourself questions like; How many transactions do I need to accumulate? How many clients do I want to help? How do I begin on the path to achieving these goals? Be truthful with yourself and don’t be afraid to dream bigger – the only person keeping you from accomplishing those goals is YOU.

  2. Building Your Pipeline.
    Who’s on your watchlist that has recently shown interest in buying a home? Who has been referred to you and how should you begin reaching out to them, building a viable connection? What transactions do you have coming up, and how can you turn that transaction into a referral, that will lead you to new sales?

  3. Streamlining your Systems.
    What systems are you currently using to help run your business? Can you find better, more reliable systems? How is your business structured? Does it need to be updated, or completely restructured? What tools or tech can you add into the way you’re working to make your deadlines and goals achievable? Now is the time to tap back into the way you run your business, from the day-to-day to the big pictured product, and fine tune the systems and structures you’ve been using.

By the time the ball drops on New Years Eve you shouldn’t just know where you’re going in the next year, you should already be on your way! I promise you, if you put in the work now you WILL reap the benefits all year long… Well at least until the end of next years 3rd Quarter!

About The Author

Barb betts

Barb Betts is a successful REALTOR®, Broker and CEO, Educator, Speaker, and Trainer with a passion for all things Real Estate.

She is known as an influencer in the Real Estate industry and is consistently known for impacting everyone that she speaks to.  She has a passion for her industry and is highly involved at a local, state, and national level.