Time to elevate your game

28 Oct

In these conditions, you can’t afford to operate at anything less than your best.

Are you making the most of the last quarter of 2010?
Are you building momentum that will carry you through the first quarter of 2011?
If not, you have to ask yourself “why not”?
Here’s the situation as I see it. See if any (or all) of this hits home with you…

Last quarter of the year blunders.


•Operating in a disorganized fashion.
•Too much focus on what to do and how to do it.
•Not enough action, or action that is not in alignment with your goal.
•Too much busy-ness and not enough business.
•Adhering to a schedule went out the window.
•No boundaries.
•No last quarter goal. (Whether you are on track or off for your yearly goal or not.)
•No plan.”Give up” attitude… It’s the holiday’s and I can’t work…. No one is working anyway… No one is buying… No one is selling.
•Running around like a chicken with its head cut off.


•Not enough income.
•Not using your time wisely.
•Too much income servicing, not enough income producing activities.
•Trying to do too much and really not doing anything, (or anything well).
•Conflicted… When at work you feel you should be at home with family… When at home with family, you feel like you should be working.
•Not qualifying well enough.
•Working with anyone who is breathing just to get your last deals in before the end of the year.
•Not taking time for yourself and family.
•Missing out on the holidays. Or worse yet, not creating business to get you through the holidays, and into the following year.


•In order to have a killer fourth quarter, you have to do something different than you would normally. Or you are just going to have what you have now.
•The definition of insanity is to do the same thing over and over again and expect a different result.î
•Fourth quarter is time for a change in strategy!
•The objective is to get the most out of 2010, and start 2011 with huge momentum, allowing you to have a successful year (because you started out strong).
To do this we need a goal, strategy and plan.

Your Plan Is: Action steps to take, a timeline of events and progress milestones.

Your Strategy Is: HOW something gets done, not just what you do. With a strategy you are not always working directly on the goal itself, but rather improving and positioning, the relationships, resources, flow, systems or even yourself.

Strategies are very different from planning. In fact, when you devise the right strategy, the plan becomes obvious. But without the strategy, the plan is merely a set of linear action steps (lots of work and often not effective).

The strategy we are going to use to have a killer fourth quarter is the ìblitzî or ìSprintî (a short term push).

In the last quarter, as in the last leg of a race, or the last quarter of a game, it is about getting as much out of your time, actions steps, and yourself. To make sure you hit your goal and see all you can do. (Winning!)

The best thing about a BLITZ is you CAN do anything for a short period of time! Not forever!

A blitz calls for peak performance. High focus on the right actions to create your goal.
Action proceeds motivation.
You have to prime the pump and get the juices flowing, which motivates you to work on your goals.
Notice your detours ahead and plan for solutions.

ACTION STEPS: (YOUR plan of action)

1.Get out your planner and block out 2 hours per day to prospect (10 hrs week).
2.(Yes! prospecting is a big part of the BLITZ. Get in front of people and know what to say.)
3.Start with warm calls to those who already know and love you.
4.Designate at least 3 hours a day to high impact prospecting (FSBO, EXPIREDS) Yes, they are out there.
5.Call people other agents are not calling (old expireds, FSBOS from the Internet, etc).
6.Network, network, network.
7.Create reward and consequences (give $100 to charity, or give a shopping spree to yourself).
8.Celebrate and acknowledge yourself for each prospecting session.
9.Remember, your goal for prospecting is a qualifying appointment not a selling appointment. You are looking for the ideal client, not just anyone who breaths.
10.Have a great follow up system in place. And DO IT!
11.Have some fun. See how many no’s you can get. Decide you’ll call until you get 20 no’s. When you aren’t needy, people sense it and relax with you.
12.Take very good care of yourself. You will attract more business because you’ll feel good and project positive energy. This is the very time to make sure you are getting enough rest and time off, to balance the focused time you spend on the blitz. You need to be your sharpest and best self. Do something luscious for yourself daily! (Massage, etc).
13.Holidays are in the Fourth Quarter! Mark all of your time off until the end of the year. RememberÖ..îWe work to live not live to work!î What allows us to take time off during the Holidays is “.Work when it is time to work , play when it is time to play.” Don’t overlap.
14.Look at all listings, GET THEM SALEABLE! If over 45 days, WHY?
15.Identify your IDEAL client and work only with them. Cut “the clients from Hell” loose.
16.Call all leads! Clear out slugs! Ask them 2 questions. ‘Why, and When, do what to move?’ If there is not high enough motivation or degree of certainty, they are a slug, not a lead Cut them loose. If they match, convert them!
17.Hold open houses. Yes, they work. Change your story. I just had a client do this last week as she was kicking a screaming. Result…She had 16 people in, and one bought it that day.

Critical points!

• To have a killer fourth quarter, it is time infuse your business with energy! * Time to get into and be in action * Planning and strategize
•Committing to intense, focused action will bring you business
•You’ll find momentum begins with consistent action * Decide to be successful in the fourth quarter!
•Stir up the cosmic dust!

Have you ever noticed when you get really busy at taking action, when you make calls and connect, business often flows to you? Things start happening from areas you haven’t even focused on. You make calls to a SOI and suddenly someone calls from your farm area. ìWith Action comes the Goddess of Good Luck.î

As you implement this BLITZ STRATEGY in the last quarter, what do you think will happen to your income, and production?
Go make something awesome happen for yourself. You totally deserve it.


Coach Patti Kouri

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Posted by on October 28, 2010 in Published Articles, Real Estate


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