What do you do when you get 3 agents in the same room who are responsible for more than 650 annual home sales?
You pick their brains!
You ask them for their secrets to success!
You find out what they see on the horizon.
That’s what this #TomFerryShow is all about.
At last month’s BluePrint event in Baltimore, I got Tom Toole, JD Lenard and Scott Kompa to sit down together…
…not only to reveal their secrets…
…but also to answer this critical question:
What are the most important things you need to do in Q4 to guarantee your success as the market changes?
Watch the full show for all their insights. Here in the blog, I’ll break down 10 of the most important takeaways.

Takeaway No. 1: Prepare Yourself to Avoid the “Brick Wall”

When you’re going 150 mph, slowing down to 70 feels like you hit a brick wall.
It’s important to mentally prepare yourself as the market changes to a more “normalized” state. No one is predicting doom and gloom, but if you haven’t prepared yourself in your head for a slowdown, it’s going to feel more severe than it really is.

Takeaway No. 2: Double Down on Prospecting

Tom Toole advises to make Q4 all about a constant commitment to prospecting and lead generation to fill your pipeline. That means doubling down on prospecting and being more aggressive. Where you’ll really win is in the long-term nurture game.
On Tom’s team, in order to qualify for lead flow, you have to prospect for at least four out of a possible 10 weekly sessions, plus hold two Open Houses and close two transactions monthly. If you can’t handle those minimums, you aren’t given new leads.

Takeaway No. 3: Make Things Easy on Yourself

When it comes to lead gen, Tom Toole recommends making your database your No. 1 source. Capitalize on these people who already know you and trust you to avoid the harder conversion.

Takeaway No. 4: Go Deeper to Succeed

Success in a changing market is all about asking the right questions and getting to the real motivation behind a move. People all have wants and needs when they sell, so go deeper and find out what those really are.

Takeaway No. 5: Re-Commit to Your Calendar

Scott Kompa says one of the most important things you can do to ensure success in a changing market is up your commitment to your calendar, including a powerful morning routine.
For him, that means participating in the 5:00 a.m. call every day, getting his day organized, a Peleton bike ride and then prospecting/appointment setting. Then he goes on appointments throughout the remainder of his day.
Follow Scott’s lead every day and you’re sure to succeed.