5 Actions to Dominate Q4 & Finish 2017 Strong – #TomFerryShow

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It’s easy to get complacent in Q4.

But it’s not good.

Do you want to finish the year with a whimper or finish it with a bang?

Do you want to have to snap out of a funk to start 2018…

Or steamroll into it full of momentum?

With that in mind, here are 5 actions to dominate Q4 and finish 2017 strong.

1. Decide What You Want

What do you want your business to look like when January 1 arrives?

How many escrows and/or pending sales do you want?

How many active listings do you want?

How big do you want your pipeline of leads to be? You know the people who want to put things off over the holidays but come January 1 will be serious.

The moment you finalize these decisions, you need to align your behaviors with those goals to make them happen.


2. Schedule Your Joy

The best way to ensure a productive AND enjoyable holiday season is to open your calendar today and mark off all of the time you’re taking off.

The vacation time.

The snowboarding trip.

The holiday time with family.

The “I’m taking this day off just because” time.

Etc. Etc.

Make those commitments and pay for your trips.


If it’s not in your calendar, it doesn’t exist.

Once you’ve marked all of the time you’re taking off, take stock of what’s left.

This is the number of days you have remaining to achieve the results you desire.

Seeing that concentrated schedule will be a great motivator to make things happen and get stuff done.


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3. Set Three Key Goals

To finish 2017 with a bang, make sure these three goals are up and visual in your office:

  • How many appointments I want to book before the end of the year.
  • How many listings I want to take before the end of the year.
  • How many sales I want to make between now and the end of the year.

Create that sense of urgency and finish strong!

4. Develop Your “Q4+January” Marketing Plan

You set those goals in the previous step, but how are you going to achieve them?

Map out your marketing activities that will reach those goals.

How are you going to touch your past clients?

What are you going to deliver to your geographic farm?

What special event — a holiday party, Mega Open House, movie theater promotion, etc. — are you going to hold in Q4?

5. Demonstrate Your Discipline

Why is it important to close Q4 strong?

For 2017, sure, but it’s even more critical to how you start 2018.

You want momentum.

You want energy.

You want to wake up January 1 feeling ready to run through a brick wall to make 2018 your best year ever.

So let me ask you this:

Has there been a New Year’s Day (or two, or three, or 10 or 20?) where you woke up not exactly feeling your best?

Is that how you want to start your pursuit of your best year ever? By feeling like crap for Day 1 of 365?

Here’s my point:

Maybe this holiday season, instead of gorging yourself, overindulging, gaining weight, losing focus… you flip the script.

I’m not saying you can’t enjoy yourself.

But demonstrate some discipline. Challenge yourself to lose weight over the holidays. Resist the temptation to overindulge.

Do the things that will allow you to wake up on January 1 full of energy, ambition and confidence in your plan.



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