I was told a statistic yesterday that shocked me. I couldn't believe it because to me I work the hardest in the 4th quarter of the year. Buyers and sellers seem to have the most objections during this time and so I find my work a little more strenuous, as if it is not already. Apparently 95% of Realtors stop working after Halloween. Can you believe that? My next thought is how the getting should be so good for us 5% who are really out there busting it for business. If there is only 5% of us working our clientele should triple during the cooler months, shouldn't it? What's stopping us??
In my opinion the 4th quarter is where you make it or break it for the next year. Think about it; if you don't work during the 4th quarter what happens when January rolls around and you charged all your Christmas gifts and you have no business in your pipeline? You're maxed out, so how you going to pay the bills without dipping into your savings? What would Dave Ramsey have to say about that? If you're giving it all throughout all 4 quarters then you never have a worry in the world. Your pipeline is full and there is a constant ebb and flow of new clients and closed transactions. 4th quarter is not the time where there is slim pickins!
If you look at this like a game and you know I do since it is football season and probably my most favorite time of year. I have a word for what you call it when you give it everything you got for 3 quarters and then give up in the 4th quarter; it's called Vandy-syndrome. I cannot think of another team who most often plays their guts out for 3 entire quarters and then packs in it for the 4th. The 4th quarter is the best time to give your effort. You might have the other team on their heels and effort is probably down from exertion. Play all 4 quarters like the 1st and you will win or succeed every time.
My challenge to all my colleagues is to get rid of your Vandy-syndrome and make the 4th quarter or 2010 the best you've ever had. You know that most of your competition is taking a powder. Take advantage. PLAY ALL 4 QUARTERS!!!
Rachel McLendon Behme
Rachel McLendon Behme
Keller Williams Realty
Affiliate Broker, ABR
100 Bluegrass Commons, Ste. 2100
Hendersonville, TN 37075