It's Not Too Late Even If the Fourth Quarter Is Here!!

Real Estate Agent with Keller Williams Realty

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

D (615)822-8585

Comments (25)

Julia Odom
Select Realty Professionals - Chattanooga, TN
Chattanooga Homes for Sale

I couldn't agree more. December & January are usually my best months and I attribute that to being the only agent out there working!

Oct 14, 2010 04:12 AM
Joetta Fort
The DiGiorgio Group - Arvada, CO
Independent Broker, Homes Denver to Boulder

My business always picks up in January. Kind of surprising considering I'm in Colorado and Jan/Feb are when the weather's the worst. Maybe it happens because I, like you, don't stop working in the fourth quarter!

Oct 14, 2010 04:12 AM
Liane Thomas, Top Listing Agent
Professional Realty Services® - Corona, CA
Bringing you Home!

Yep, can't tell you how many walk ins and phone leads I get just because I am in the office every day. By early November, everyone else is "on vacation". 

Remember, the seeds planted in November and December will be blooming in February and March. Consider doubling up on your farming thru the end of the year.

Oct 14, 2010 04:13 AM
Carol Letcher
Desert Properties Realty - Chandler, AZ

The fourth quarter is one of the most crucial, as it takes months to get a sale going..This is the time to rev up your marketing, get out there and see your past clients (holidays are great for that) and then you won't have a slow first quarter.  I continue working just like any other day, maybe take a few days off for Thanksgiving and Christmas, but it's all about goal setting and being more visible this time of year!!!Take advantage of it!

Oct 14, 2010 04:17 AM
Lyn Sims
Schaumburg, IL
Real Estate Broker Retired

I didn't know about Vandy syndrome. I don't have it. Usually these months are my best & I don't know why. You are right, if you down work now how are you going to eat in 90 days?  I don't know where you got the statistic but it is probably correct & pitiful.

Oct 14, 2010 04:18 AM
Robert Vazquez
75 FAST OFFER, LLC/ Countrywide Capital Group, LLC / CRP - Orlando, FL

Interesting read!

Oct 14, 2010 04:54 AM
Ann Wilkins
Golden Gate Sotheby's International Realty - Oakland, CA
Oakland, Berkeley, Piedmont CA

Our broker is having us present out 2011 plan to him this coming month as he wants everyone working on and getting strategies in place BEFORE the beginning of the year.  I can't imagine not working fourth qtr. because I have always had offers accepted in December - now I realize maybe there was less competition!  In any other businesses, 4th qtr is where you hit it out of the ball park - most profits are generated in the fourth qtr.

I do take a nice vacation - about 10 days offer - over the Christmas holidays

Oct 14, 2010 05:23 AM
Angela Steiner
Sterling Real Estate Group, Inc - Littleton, CO

Rachel, thanks for the boost!  I plan to work harder than ever this 4th quarter...glad to know I'll be doing it with less competition :-)

Oct 14, 2010 05:30 AM
Dean Brown

Great post Rachel! I'm going to use this in my upcoming sales meeting. We had our biggest year every in 2009 and working in the 4th quarter was directly correlated to this success.

Please allow me to put on my recruiting hat for a moment. If you ever get tired of your brokerage firm, please consider us. The brokerage business is changing so fast and our business model is at the forefront of this trend. We have one of the best commission structures in the business (95% and 100% commission plans) and we have one of the most flexible business models on the planet! Call me to talk about an opportunity today at 615-377-7664. We need hard working agents like you in Middle Tennessee but only if you desire to keep more of your own money!

Dean Brown, Principal Broker
Brown & Brown Realty
5115 Maryland Way
Brentwood, TN 37027
Office: 615-377-7664
Fax: 615-250-3590

Oct 14, 2010 06:13 AM
Judy Orr
HomeSmart - Scottsdale, AZ
Scottsdale AZ and surrounding towns

I couldn't go to my Arizona townhouse last year in December because I was just too darn busy.  We were planning on taking a trip which started at 3 weeks and went to forget about it this month, and if things stay the same I'm not sure we'll make it in November or December.

However, when I go away it is always a working vacation.  Only thing I can't do is show buyers properties, so if I have buyer activity that can't wait for my return I have to call in a partner agent.

On the other hand, I welcome a little downtime during our normally slower winter months in my area.  It allows me time to "breathe", regroup and revamp my websites and my marketing for the coming year.  Didn't have that downtime last year and am keeping busy right now, but sometimes it turns off like a faucet after Thanksgiving up until the new year.  One year my best month was January.

Oct 14, 2010 06:14 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

In our market things used to slow down between Thanksgiving and Christmas - much of it had to do with agents not working, much with home sellers not wanting to list and deal with keeping the house in showing condition during the holidays, and much with their belief that no one was looking then.

It was a perfect time to work on marketing projects, get in touch with past clients, etc.

But it was also a good time to have a house on the market for the simple reason that potential buyers were in town, visiting relatives over the holidays.

I can't begin to count how many extended families move here from other parts of the country. First one arrives, then as more family members come to visit, more buy - and then their extended families come.

And that keeps the resale market moving. I also can't count how many times I've heard someone say "I moved here because my kids (folks, sister, brother, friend) moved here. Now they've moved back home so I guess I will too."

Oct 14, 2010 07:27 AM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

This 4th quarter is shaping up to be my best ever, not that it is in the bag; it will basically save my entire year.  I may close 3 times as many escrows in the 4th quarter than I have all year.  (Knock and wood and get my a-- back to work!)

Oct 14, 2010 07:28 AM
Jason Burkholder
Weichert, Realtors - Welcome Home - Lancaster, PA
Associate Broker, Realtor, e-Pro, CMS

It is amazing, isnt it?  Miost agent dont work near as much as they pretend too, but the effort I put in the last quarter is the reason why most of my Januarys are just as good as my Julys!

Oct 14, 2010 07:53 AM
Carrie Sampron
Home Smart Realty Group - Highlands Ranch, CO
ABR SFR & Kathy Sampron (303) 931-3629 Highlands R

Yikes - I can't imagine not working every month to keep the business going.  Must be nice if you can take three months off each year.

Oct 14, 2010 10:40 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

What are you talking about? stop working? really? I love showing homes at the holidays, weather is great and homes look so pretty. Glad I'm the I can get my share of the 95% of business out there.

Oct 14, 2010 01:25 PM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Rachel,

That semi-automatic snow shovel of mine made it's way to many a door this spring. If someone wants to buy or sell it is showtime!

Oct 14, 2010 04:20 PM
Jon Quist
Tucson's BUYERS ONLY Realtor since 1996

I do know of many agents that all but stop working toward the end of the year. More power to them if that works for them. Me, I like to work. Around here we get busier the colder it gets elsewhere.

Oct 14, 2010 06:50 PM
Kathryn Maguire (757) 560-0881 - Chesapeake, VA
Serving Chesapeake, Norfolk, VA Beach

Ah man, give those poor Commodores a break!  (Spoken from a double Vandy grad!)  Great post! This is the time we should be sprinting for the finish line, not taking a break!

Oct 15, 2010 02:09 AM
JoAnn Poole
Century 21 Everest - Simi Valley, CA
Broker of Homes & Condos For Sale in Simi Valley

Some of my best months are Decembers!!!

Oct 17, 2010 02:44 PM
Sonja Adams
Keller Williams Realty - Purcellville, VA

December is a great closing month!  All the buyers want to close before the end of the year so they can put that house on their taxes...quit working?  No way!

Nov 01, 2010 03:53 AM