Real Estate Sales-Don't Neglect The Fourth Quarter
Most Americans invested time Sunday watching the NFL. Imagine if going into the fourth quarter the players only jogged down the field. Then with 2 minutes left the star quarterback went to the showers. Sounds silly, but that's how some agents approach the fourth quarter. Let's look at some potential fourth quarter pitfalls.
1) The feeling that there is plenty of time-- Take out a calendar and start counting days. Thanksgiving, Maybe a week at Christmas? Will you work Christmas Eve? How about the day before. Keep this up and that "90 days" morphs into 60 or less...
2) The holiday party trap-- After Thanksgiving title companies, vendors, and clients will have Christmas parties. Should you attend some? Sure. Everyone of them from bell to bell? That's a lot of eggnog...
3) Focusing too much on 2025 planning-- Having an aggressive goal(s) and a rock solid plan for the new year is key. I invest time each October planning for the next year. But don't forget 2024 still has a bunch of productive days!
4) Assuming clients will want to wait until after the holidays- Some will. Go ahead and get a listing signed and do background marketing/work. Then go live January 2nd. Oddly enough, I have found people with the motivation to move will do so over the 4th quarter. I have attended closings on Christmas Eve, and New Years Eve!
5) Following The Herd-- Be careful who you invest time with. The vast majority of agents will want to wind things down this time of year. If that's your peer group then the social pressure to conform will grow. Want to be SUPER broke in January/February? Sit back and sing Christmas carols the next 90 days.
Run your business like a business. Pick the days you want to relax and spend time with friends/family. But the days you elect to work be there from bell to bell!
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