Q3 is Almost Here: Mid-Year Reset Tips to Dominate the Second Half of 2020 – #TomFerryShow

June 23, 2020

I challenge you to make the second half of 2020 the most productive six months you’ve ever had in real estate.

Whaddaya say?

I firmly believe that opportunity is out there for you.

But it’s gonna take belief, commitment, accountability and action.

I’ll show you how to get all of those in today’s #TomFerryShow.

Let’s get to it…

Looking Back to Move Forward

Before you run full speed ahead, it’s wise to take some time to reflect on where you’ve been.

The first half of 2020 has seen unprecedented disruption in many markets, but conducting a “progress report” is still a good starting point to establish goals and expectations for the next six months.

So… ask yourself these questions and answer honestly:

How many closed sales do you have so far in 2020?
What’s your sales volume?
What’s your YTD GCI?
How many listings did you sell?
How many listings did you take?
How many listing appointments did you conduct?
How many buyer-side transactions did you close?
How many buyers did you work with?
How many buyer consultations did you present?

Now, on a separate piece of paper, write down

What worked? (Before COVID, During COVID)
What didn’t work? (Before COVID, During COVID)

Do more of what’s working in the next six months.

Get rid of what’s not working.

Understand These Aren’t “Normal” Times

If you’ve been watching the last month or two of shows, you know how strongly I feel about the opportunities in the market over the next few months.

With tons of pent-up demand from people who put moves on hold due to COVID concerns, you can truly make up for lost time between now and the end of the year.

Here’s the secret, though… You can’t compare today’s extraordinary circumstances to “ordinary” market conditions.

If you do, you’re going to tell yourself things like, “Well, I normally do three transactions a month, so that’s what I should aim for as the market heats back up.”

No! It’s time to ditch those limits and set an audacious goal. Do NOT limit yourself to what you’ve been able to achieve in the past. You’re capable of more, and now’s the time!

4 Steps to Greatness

Now that you’ve taken stock of what got you to this point and adjusted your mindset, it’s time to get you into action.

Here are four steps to setting your goal and breaking down what you need to accomplish to achieve it:

How much money do you want to make before the end of 2020?

A clear and specific goal is the first step toward action. So… what do you want?

Write it down. Put it up and visual. Affirm it to yourself – say this to yourself every day: “I’m in the process of attracting $______ and everything I do creates that perfect end result.”

How many closings do you need to achieve your goal?

Spell it out.

What percentage will be listings? What percentage buyers? Anything else?

Remember: “Life punishes the vague and rewards the specific ask.” –Tim Ferriss

How many appointments do you need to make it happen?

If you average one offer made every eight buyer showings, and one offer accepted every three offers made, you’d need 24 showings to close one buyer-side transaction.

Do the math and don’t be afraid if the numbers push you outside your comfort zone. That’s where amazing things happen!

Make It Hurt to Not Follow Through

Here’s one additional piece of advice to really get your engine revving…

Write down 10 positive benefits AND 10 negative consequences for reaching or not reaching your goal.

Why? Because this gets you thinking. It injects emotion into the numbers. It creates a painful consequence if you fail to do the work required to achieve your goal.

If you need help, ask your family or loved ones… they’ll be sure to share what they want with you.

You need that accountability to keep you laser focused over the next six months.

You got this!