3 Rockstar Agents Reveal Their Best Q4 Tips – #TomFerryShow

October 2, 2018

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.

Takeaway No. 6: Normal Market = More Expireds & FSBOs

JD Lenard says as the market normalizes, Expireds will become a much more attractive source for lead generation. Start mastering your scripts now to give yourself the skill set and excitement needed to take advantage of this expanding opportunity.
Scott Kompa adds that in a slower market, FSBOs will become harder to sell and will also become a better opportunity.

Takeaway No. 7: Mindset Always Matters

Tom Toole is a big fan of journaling on a daily basis to maintain a positive, grateful mindset. He starts in the morning with “Two ways today is going to be great.”
Then at the end of the day, he returns to his journal to recount “3 things that made today awesome,” “Two things to be grateful for” and “Two things that could have made today better.”
This increased awareness and reflection not only will make you better, but also those around you better. But… it can’t be a part-time pursuit. You’ve gotta do it every day, Tom says!

Takeaway No. 8: Proximity is Important

JD Lenard warns who you’re spending your time with. Make sure to seek out people with lots of energy, shared values and a desire to improve themselves. Avoid the gossip and the news that doesn’t directly impact you.

Takeaway No. 9: Develop Your “Do It Anyway” Muscle

We all get inside our heads sometimes. JD also advises that when you find yourself dealing with voices in your head, just put your head down, power through and do the work anyway. He says the more you do this, the more your ability to “do it anyway” grows like a muscle. You become stronger each time.
Very often when you’re in the moment, you don’t realize the progress that you’re making. Keep your head down and keep doing the things that give you the power.

Takeaway No. 10: Learn the “5-Second Funeral”

Scott Kompa says life is 10% what happens and 90% how you react to it. Dwelling on a deal gone sideways or a troublesome client won’t get you anywhere positive.
When things don’t go his way, Scott holds a “5-second funeral,” giving himself five seconds to mourn whatever happened, and then he moves on.

What’s your biggest takeaway from this episode? What would you add? Share your tips for dealing with a market slowdown in the comments below.