How to Have the Most Profitable 4th Quarter of Your Real Estate Career

Here is something that I read every day that I received from my real estate coach Mike Ferry. This will keep me on track to have the best 4th Quarter of my life and start 2009 off to a great start. We all know in real estate what you do today will have an impact on tomorrows results.

1. Four times a day take 15-minutes and work on the mindset that this will be your best 4th Quarter in history. This should include three or four strong affirmations to assist you.

2. Set a higher than normal goal for listings and sales in the 4th quarter. Many agents quit because they feel they've already accomplished what they could for the year. Remember great agents work 11 months, not eight.

3. If for any reason you're way off your goal for 2008...don't mentally quit before you physically quit...keep working. It's common for agents to give up when they're behind and start preparing for January when you have 90 days to build your foundation and do additional deals for 2008.

4. Remember the power of momentum. Having things work inyour favor and continuing to have them work in your favor is positive momentum. Stopping working is also momentum ...
just the wrong momentum.

5. Identify the source of each deal you've done this year (listings and sales) and see who will give you another referral or will do another deal. Remember, the key is to duplicate your business.

6.Create a schedule for the remaining three months of the year... be specific ... allow for days off for shopping, holidays

7. Everyone wants to take time off over the holidays ... the holidays are generally four days off over Thanksgiving and four to six days off over Christmas and New Year's ... the rest of the time off is just screwing around. Remember your competition will stop working effective now and you will be the only one working, which enhances your chances. So get over taking time off.

8.Remember October 31st, Halloween, is not the beginning of the holiday season and is not a holiday you should be taking off ... nor is it the end of the year. For some reason Real Estate people like to start their holiday seasons early. Remember if you had a real job you'd be working every day except a few days that your employer would give you off. You be the employer.

9. Set a goal today for the number of listings you want to have in inventory on January 1st adn the number of closings you want to have in both January and February (remember cash flow is important). This is the easiest way to keep momentum going and give you a huge boost to start the year.

10. Decide on how much listing appointments you want to have in January. Remember the only way to get those appointments is to prospect every day, starting today.

11. We must maintain mindset that people are going to be buying and selling Real Estate in the 4th Quarter. The market always continues...only the agents stop. Remember this affirmation..."I am the best agent to handle this transaction."

12. Make a list of all the normal holiday rejections you will receive and then start working on the answers now. The worst case scenario is that you start creating a huge lead source for January.

13.Remember if 95% of the Agents quit working by November 1st and you continue working, the business will always come to you. "Be the last man standing."

14. Contact your past clients and center of influence now. Ask them for 4th Quarter referrals.

15. Determine immediately the average number of hours you've prospected for the year and the average number of contacts per day you've made for the year ... then add 30% to those numbers for the 4th Quarter and you'll win the game.

16. Start today working on the mindset that the 1st Quarter of 2009 will be your best 1st Quarter ever. It will be because you're willing to use points 1 - 15 of this report.

17. Since it's harder to remain focused during October, November, and December ... but the payoff is bigger than you think. Remember also that the distractions of Christmas parties, other Agents not wanting you to work are monumental ... do not let this happen to you.

18. Write a three month wish list as to what you want for your family and yourself for Christmas ... think big.