8 Coaching Tips to Cash In During Q4 and Make 2020 Your Best Year Ever – #TomFerryShow

September 24, 2019

Cash In During Q4! Real Estate coaching tips like these will maximize the remainder of Q4 and set you up for massive success next year!

We’re quickly approaching Q4 and some agents might be getting that burned out feeling, hazy unmotivated energy or don’t know what to do to boost their mojo and business to finish off the year strong.

Which is why on today’s #TomFerryShow, I’m sharing 8 tips to maximize the remainder of 2019 and set yourself up for massive success in 2020.

I always give these eight helpful coaching tips to my personal clients to help them boost their drive, concentration and work so they can finish the year strong and start 2020 with a bang!

Let’s go!

Q4 Coaching Tip No. 1: Set Two Goals for Yourself

The first thing I want you to do is set two goals…

The first one is how you want to finish 2019… How many calls will you make in Q4, how many Open Houses will you hold, how many networking events will you attend? In addition to those leading indicators, set goals for your end results, too: Closed transactions, sales volume, and GCI.

All of that is just the first goal.

The second one is doing the same exact thing, but for how you want to start 2020. How many pending transactions do you want on January 1? How many active listings or buyers do you want in your pipeline? How many “coming soon” listings will you have based on the work you’re putting in now?

Whatever real estate goals you set, I want you to put them up and visual.

Q4 Coaching Tip No. 2: Examine Past Strategies and Tactics

The next thing I want you to do is take some time to look at what you’ve done this year and see what’s worked, what hasn’t, and where you can double down.

Open Houses? Coffee meetings? Marketing pieces?

If something’s working well, do more of it. If it’s not working well and you’ve truly given it sufficient time and effort to become fruitful, ditch it.

The point here is to become more intentional on the time that you spend and the activities you devote your time, money and effort to.

Q4 Coaching Tip No. 3: Plan Your Holiday Event

This business is all about relationships. If you’re hesitant to commit to some sort of client appreciation party, I can point to countless agents who swear by them and who say they get 3-5 solid referrals every time they throw an event.

Remember, familiarity plus relevancy equals TRUST.

Invite your past clients, invite your vendors and service providers, show them a good time and build that rapport. You have many opportunities between now and the end of the year, whether it’s a night out at the local pumpkin patch, free pies at Thanksgiving, pictures with Santa Claus, a holiday event or a combination of these. Go for it!

Don’t know where to start? Download this case study.

Q4 Coaching Tip No. 4: Seek Out More Reviews

Q4 is a perfect time to make a major push for new reviews.

Why make that effort? Because research shows people perceive reviews that are older than 90 days ago to be less relevant. And I agree… when you see a business that has no recent reviews, it’s really easy to start wondering what’s wrong.

How do you make that push? Just start asking! Incorporate this sentence into every phone conversation or email you send in Q4:

“By the way, it would mean the world to me if you’d go to [YOUR DESIRED REVIEW PLATFORM] and write a review for me.”

So… how many reviews can you get in Q4? Add that to your goals you set above!

Q4 Coaching Tip No. 5: Conduct a Marketing Audit

Here’s something I bet you haven’t done in a long time, if ever…

I want you to take out all your marketing pieces… Business card, postcards, fliers, brochures, etc. and ALSO print out all your online marketing efforts… website, social media banners, Zillow profile, etc.

Once you’ve got EVERYTHING tangible, lay it out in front of you to get a taste of how consumers are experiencing you.

Is there continuity across all pieces?

Is your brand instantly recognizable everywhere you look?

What needs updating?

Once you’ve conducted this audit and answered these questions, reserve half a day in your calendar to actually dig in and do the work to update your materials and make them cohesive.

We created a simple worksheet to help make this task easier for you. Download it here and print as many sheets as you need.

Q4 Coaching Tip No. 6: Start Creating Your 2019 “Social Proof” Piece

Sometime toward the end of the year or early next year, you want to distribute your “social proof” piece thanking all the families who allowed you to help them buy or sell a home in 2019. Now is a great time to start putting that together.

Enter all the addresses from every transaction you closed into Google Maps to visually demonstrate your dominance on the map. You can add photos of the home or even the clients (with their permission) if you want.

If you don’t have that many sales to demonstrate, make your icons larger so they seem to dominate the map.

Q4 Coaching Tip No. 7: Set Your 2020 Goals

It’s not too early to start building your 2020 vision and setting your goals.

And I want to make it easy on you to turn the wishes floating around in your head into a concrete strategy for success…

That’s why I’m inviting you to use our Goal Setting functionality inside illūm, the online portal our coaching members utilize as “mission control” for their entire business.

The goal-setting exercise will ask all the pertinent questions and provide you with a breakdown of what you need to be doing on a daily, weekly and monthly basis to accomplish your goals. You’ll have access to it all year round instead of having to track down a piece of paper or updating a spreadsheet somewhere.

To gain access, start by filling out the form on this page.

Then check your email and click to verify your email address.

Next, accept the illūm terms and conditions.

Finally, hover over “Business” in the navigation and select “Goal Setting” from the drop-down menu.

The goal-setting process itself is fairly self-explanatory. When complete, you can click “Request PDF” to have your 2020 goals exported as a PDF.

Q4 Coaching Tip No. 8: Start with a Clean Slate… Literally

I’m a big believer that your environment has a huge impact on your success.

If your office or desk is a mess, you’re less likely to be productive.

It’s time to clean up. Look around you – the stuff pinned to your walls, the stacks of paper on your desk, all the things you’ve thrown in a drawer over the last few years…

Do you really need it? Or is it time for a clean slate?

I think you know my answer. Wipe the slate clean, start from scratch and see how freeing and energizing that feels.

Okay, you watched the show, you finished the blog… now what? Don’t just close this window and move on with your life. Open your calendar and book time for these activities right now! And please… Let me know your thoughts by leaving me a comment or question below!

Also, be sure to record yourself asking me a question and send the video to me at tfs@TomFerry.com!