3 Actions to Finish 2020 Strong & Start 2021 On Fire! – #TomFerryShow

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I’ve been getting a lot of questions and DMs from people who stepped up and have powered through 2020… only to hit a wall in the last couple weeks.

It’s been a challenging year, no doubt about it.

But it’s not time to slow down. It’s time to finish strong and set yourself up for a powerful start to 2021.

Today I’m giving you three simple tips to do exactly that.

Let’s go!


Finish 2020 Strong Tip No. 1: Declare Your Goals in Writing

Just because there’s only 80 days left in the year doesn’t mean it’s too late to make some short-term goals.

You need to declare your intentions to help you get focused and dialed in.

Write down your expectations by December 31 for:

  • How many closings will I have?
  • What was my YTD volume?
  • What was my GCI?
  • How much was I able to save?
  • How many active listings am I carrying into 2021?
  • How many pendings?
  • How much volume will that be?
  • How much GCI will it be?

Also, be sure to set a goal for how many “research phase” buyer and seller consultations you can conduct before the end of the year. Lots of people are going to tell you they’re interested, but want to wait until the new year to make a move. Don’t just say “okay” and put it off. Set up a research phase consultation with them now!

Of course, make sure all these goals are “up and visual” in front of you every day!


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Finish 2020 Strong Tip No. 2: Define Your Schedule

You know the old saying… Work expands to fill the time we allow for its completion.

You might think you have 80 days left, but in reality – with the holidays and normal days off – you have far fewer.

So I want you to go through your calendar right now and mark off all the time you’re taking off before the new year. Marking your “time off” will bring extra urgency to your “time on.” You know that clock is ticking, and you’ll be more productive when you do this.


Finish 2020 Strong Tip No. 3: Create a Q4 Marketing Plan

With the holidays and the end of the year, Q4 requires a little different marketing outlook than the three other quarters of the year.

Here are some questions I urge you to answer when creating your Q4-specific marketing plan:

  • What will I do for my past clients?
  • What about my referral partners?
  • Will I send a gift? Just a card or letter? Make a donation in their name?
  • How will I stay top of mind and show people “I appreciate you”?
  • What about my whole database? (Maybe you hold a virtual holiday party, where you send bottles of champagne to best clients and introduce them all to each other on Zoom… Just an idea!)
  • What about your vendors, team, etc… How will you say thank you?

Make the decisions that are right for you, and then be sure to get it all up and visual and in your calendar so you take care of the people that took care of you.


Let me know which of these three you’ll do TODAY in the comments below! Whatever you do, now is not the time to “coast” to the finish of 2020. Up your focus, up your motivation, up your accountability and finish strong!




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