Let’s Make 2023 the #BestYearEver for Real Estate Agents!

Want to finish 2022 strong and set yourself up for big things in 2023? As we cross into Q4 in a couple days, I hope you realize that most of the actions you’re taking today won’t be reflected in your 2022 ledger. NOW is the time to put it in the work to hit the ground running come January.

Which is why on last week’s premiere of my new show exclusively for coaching members, “The Playbook with Head Coach Tom Ferry,” I proposed a major challenge to make sure coaching members finish the year strong.

You’re welcome to join in the efforts as well. Ready for the challenge?

I want every agent to go on 100 appointments between now and the end of the year. And yes, I realize there are only 93 days left in the year… including weekends and holidays.

If you take on this challenge, you’ll soar into the new year full of momentum.

It sounds ambitious, but it also raises the question, what exactly do I mean by an “appointment?”

The definition actually determines the strategy, and that’s why it’s what we’re going to be discussing in today’s blog. So, without wasting any time, let’s jump right in!


An Appointment is More Than a Presentation

When we’re looking at appointments, we’re talking about getting face-to-face with another person at a set place and time. This is the bread-and-butter of your business, and that’s why we need a serious word like “appointment,” because that’s something you don’t just break.

But an appointment can mean one of two different things:

  • A meeting with a buyer or seller who is interested in signing with you.


  • A meeting with someone you like who is interested in real estate and might make a move in the next six months.

And you need both if you’re going to make your 100 and set yourself up for the future. Let’s take a look at the first…

Type 1: Ready Buyers and Sellers

You need hot leads and ready clients – everybody does. So, it’s important to strike a balance when prospecting for appointments to make sure your time is going to good use. If you’re setting appointments just for the sake of it, you’re not doing yourself or your market any favors.

Get out a whiteboard or a big piece of paper and write down “MY NEXT TEN CLIENTS,” and put it on your wall. Then I want you to write down the hottest leads you have, and if you don’t have any, maybe you need to buy some from Realtor.com or start marketing harder. Just never stop pursuing active transactions.


Type 2: Someone You Like Who is Interested

Your job as a real estate agent is having conversations, keeping people informed, and delivering value. The majority of people want to hear the true story of what is going on in the housing market delivered by a trusted expert. That’s you.

This means you need to be sending out CMAs and scheduling Annual Equity Reviews. When you do those, you’re providing a free service for the benefit of your community – which may consequentially lead to a sale in the coming days, weeks, or months.

And the best part about this is that it doesn’t have to be so formal! Take someone out to lunch or grab a coffee together. Make time by doing something that both of you need to do anyway. This will help you to build a closer bond and move you from a salesperson to a trusted friend.


Find Balance

Like I said, you need both types of appointments if you’re going to accept the challenge to book and go on 100 appointments before January 1.  Type 1 is going to keep your sales active and continue growing your past-client database, while Type 2 fills your pipeline for future transactions going into the new year.

That’s why it’s so important to get started right now and make this last push of the year count.

We’re nearing the finish-line of 2022, my friends. Let’s finish strong.

Want access to my new show? Need greater accountability to stick to your goals and make 100 appointments a reality? Book a free coaching consultation today!

And here’s some additional resources to help you along the way: