The Last 90 Days Can Make or Break Your Year

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The Lones Group, Inc.

The Last 90 Days Can Make or Break Your Year

Every year around this time I hear from agents that are examining their current year's production and are worrying about finishing the year strong. After nine months of hard work it is normal for agents to get tired, lose some of their selling steam, and be looking forward to the holidays. Most agents want a robust finish to their year, but often they are either playing catch-up from a busy year or they may be suffering from burn out.

Agents who want a strong finish know they need to do something that will bring in business. But if you have been working hard during the first nine months, the mere thought of taking on one more thing might feel overwhelming. So instead of focusing on a long list of things to implement to attract new clients, I recommend making a strong finish by choosing ONE thing that can have a monumental impact on your business. Remember, you still may have things to catch-up on, so just focus on one new thing. Here are a couple of ideas:

  • Doubling down on your lead generation for three months
  • Host a client appreciation event
  • Create a robust client property report or Annual Client Review to send to your past clients, and offer a one-on-one meeting to go over it in person
  • Create a strong year end mailer to send to your entire database

Choose one thing and do it well.

When I was actively selling, I chose two things to focus on to ensure my last 90 days finished strong. I am recommending you start with just one thing but I want to share the two things that I chose to do that always had a strong impact on my business. That impact lasted well into the next year.

The first thing that I did was a client appreciation event on the first Saturday of December. I did a buffet breakfast with Santa that was ridiculously successful every year. I invited my entire database, my potential clients and even invited people from my farm area. I made it clear that it was a drop-in so people could feel comfortable to come for 30 minutes or two hours. Even though the event seemed to be a lot to be committing to at the end of the year, the success of that event always made me so happy I did it. It also allowed me to have great connections with my past clients.

The second thing I did was a year-end predictions mailer to my entire database. In this mailer I presented a short review of the current market and then I included real estate predictions for the coming year. My clients really liked this information and I always received great feedback.

Doing just one thing in your business can have a monumental effect on your business. Don't let another year go by without finishing strong. So what is your one thing?


By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

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Jeni Blessman
Keller Williams Realty - McLean, VA

Excellent do-able ideas in this great article...Thank you so much Denise!

Sep 27, 2019 05:39 PM #1
Dana Basiliere
Rossi & Riina Real Estate - Williston, VT
Making deals "Happen"

Good points!  even if it plants the seeds that will germinate in the begining of the next year you have done well in the tail of this year.


  Get some under deposits in October to flush up the yeat

Sep 27, 2019 06:27 PM #2
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Denise what a great post and message ...if I look back at my past 22 years of selling Real Estate in the Greater Los Angeles area, my last ninety days generally have been the biggest money makers... when others are  focusing on their business plans for the following year I am too busy listing and selling properties.... loved your post... right now I am working with at least five serious buyers and have 17  listings.... Endre

Sep 27, 2019 10:38 PM #3
Dave Rosenmarkle
Highland Realty - Arlington, VA
32 years of providing fully satisfying service!

Good morning Denise. Great post! All roads lead to building and maintaining professional momentum.

Sep 28, 2019 04:27 AM #4
Thom Abbott |770.713.1505 | Intown Atlanta GA Condo Living - Atlanta, GA
Midtown Atlanta GA Condos For Sale

Thanks for some great idea! I want to start a weekly event at my office for potential buyers. We have TONS of new apartment buildings, but the problem is getting mailing addresses for apartment buildings. 

Sep 29, 2019 05:45 PM #5
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Usually in the fourth quarter I don't expect much to happen but then..usually a few things pop up!  Lasts year I had a half million dollar sale-cash-that came together in two weeks!  Wish that happened every year!

Oct 01, 2019 02:10 PM #6
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

These are all good suggestions Denise Lones .  Continue to look at the finish line and don't stop short of your goal.

Oct 05, 2019 03:37 AM #7
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

I really like the idea of doing two things very well. We normally send out a mailer to our data base, and now I'm going to brainstorm to include one other memorable event. D

Oct 05, 2019 08:18 AM #8
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Denise Lones,

Hopefully, this will plant some seeds for many readers.  Our fall selling season here in Sedona is always very active. Last year, I could hardly take time off for Christmas. Summer is our slow season and a perfect time to regroup and reenergize.

Oct 07, 2019 07:19 AM #9
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Good morning, Denise Lones our strong months are the first 3/4 of the year..... the final stretch is significantly weaker.... it has been for years.... my December mailing reminds everyone that Spring starts January 1st.... and to call now for their Free Market Analysis..

Oct 26, 2019 04:41 AM #10
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

Fantastic ideas Denise! Like you, I so enjoy end of year client events and typically do two - one fall event (which we did this week) and in December, we do one for the Humane Society. It's fun to volunteer with our sphere and clients and spending time together for these events also keeps us top-of-mind.

Thanks for sharing your recommendations. I agree, we can't let up on the gas now!!

Oct 26, 2019 09:22 PM #11
Kat Palmiotti
406-270-3667,, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

These are excellent ideas. We can spread ourselves thin, and picking one or two things and focusing on them is a good tip.

Oct 28, 2019 06:08 AM #12
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Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding
Ask Me Anything About Real Estate

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