4th Quarter Productivity Plan
Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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Start with how many ‘work’ days you have left this year.
There are 64 weekdays (workdays) between October 3, 2024, and December 31, 2024.
Now subtract two days for Halloween, two days for Thanksgiving, one week for Christmas, and two days before New Year’s Day. That leaves just 53 days to be productive before 2025!
It’s time to get serious about 4th quarter. On today’s podcast, we’ll start with a checkup on your mindset, then help you create some action steps that will lead you to a super productive finish to 2024.
- It’s December 31st, __(2024)__. You’re looking back on the year. What 3 things are you most proud of accomplishing?
– Business
– Personal
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- If today were December 31st, and you’re looking back now, what would be on your ‘woulda, shoulda, coulda list’?
– Business
– Personal
- What steps must you immediately implement to have a grateful December 31st? What must you STOP doing / what must you START doing? Are you running your business on luck and hopium or on proactive lead generation producing predictable and duplicatable results?
- The difference between a dream and a goal is that a dream is specific, measurable, attainable, realistic, and timely. It is written down and has a plan attached to it. ‘SMART’ goals. What are your specific and SMART goals for the rest of this year?
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Revisit or create new goals in 5 areas of life for 4th quarter:
Physical | Financial | Family | Spiritual | Educational
Example (using the SMART rules):
Financial goal: Save six months of personal overhead and pay cash for a fantastic Christmas. First, be specific. How much is that? Maybe your monthly personal overhead is $5,000/month, and you want to spend $2500 on Christmas. (Adjust accordingly). So you need $7500 in addition to paying your bills, etc. How many transactions is that for you? If your average net commission to you is $9000, based on an average sale price of $400,000 x 3% minus 20%, then you should be able to meet or exceed this goal.
Think bigger: Maybe your goal is to pay off $50,000 in credit card, student loan, or other consumer debt. If you do this with a net of $9000, you’ll need 5 to 6 ‘extra’ deals to accomplish this goal. How will you create those transactions? What help do you need?
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- What production goals are necessary to support your goals in your five areas of life, in addition to paying your normal personal and business overhead?
New Listings? Actual closed sales? Buyers put under contract?
Price Reductions? Leads followed up on? Appointments set?
- Magic Number. To make your production goals easier, please focus on listings. Your Magic Number is the number of Active Listings you must always have to meet or exceed your monthly unit goals. If you need three consistent closings per month, you probably need 5 actives at all times to produce those predictable results.
- Daily Schedule. What daily schedule must you follow to achieve the results your goals require of you? How do you figure this out? Start with the following rule: Your daily contacts must equal the number of transactions you need yearly—twenty-four deals = 24 contacts. A contact is a conversation with a decision-making adult about real estate. As your skills improve, the number of contacts required shrinks. For example, if you’re great at Expireds and know you set an appointment for every ten contacts, you no longer have to do 24 contacts daily.
- SKILLS. What are your strengths and weaknesses? Take this assessment to find out what needs the most work:
– You are a proactive lead generator. This means you can create business without buying it or with little expenditure.
– You have and use a proven Listing Presentation and Buyer Presentation.
– You follow up on your leads ‘furiously fast’, using lead follow-up scripts.
– You prequalify 100% of your leads (buyer or seller) using lead follow-up scripts.
– You send your proven Pre Listing Package 100% of the time with predictable and duplicatable results.
– You understand and maintain your Magic Number of Listings.
– You list 90% of the listing appointments you take.
- Based on your answers to the previous questions, what five things must you do in the next ten days to ensure an excellent 4th quarter finish, great holidays for you and your family, and the goals you wrote down for question number 5?
What will you do TODAY, as soon as this podcast is over, to take the first step towards 4th quarter success?
