As we race through the final quarter of the year, it is inevitable that your focus and commitment got lost in putting out fires, and all of the other distractions that go hand-in-hand with being a real estate agent.

So…

• Are you at least halfway to your sales goals?
• Have you been faithful about contacting more people daily?
• Has the consistency of your prospecting converted to more sales?

If you’re not where you expected to be, now is the time to monitor, readjust, and refocus on your plan. It’s not too late to achieve your goals.

Successful professionals invest in proven routines that, when done with purpose and consistency, yield more sales, more income, and ultimately the success you seek. It helps to really understand your WHY for the goals you set. Making money for the sake of making money is generally not a good motivator, but if you connect that goal with your deep desire to send your children to college, provide excellent care for your elderly parents, or to restore that old Victorian home to its former glory, then your goal has purpose and meaning to YOU. When you are highly connected to your WHY, the habits and actions necessary to become a “want to” instead of a “have to.”

Here are a few tips to help you to refocus through the end of the year:

1. Talk to people…every day.

Relax! This is not about cold calling people and asking for leads. The purpose of your call is to provide value to your sphere of influence, your database of past clients, prospects, and farm area. Reframe the conversation from “asking” to “sharing” relevant information that can save them time and money. People are always curious about upcoming trends as it applies specifically to them; their home, their investment, their wellbeing. When you shift your message from a general message to a hyper-local level, the interest level and engagement increases.

2. Make it personal.

Let them experience you as their “celebrity authority”. Use video email or video on social media to share short bits of information that is interesting or pertinent to your target market. Shoot your video on-site to show that you actually are visible in the areas where you are offering information or points of interest. Consider doing a short interview with the chef at that new restaurant in your area, or other local businesses in the community.

3. Don’t overcomplicate the process.

Sales is about talking to more people, more consistently. Lead generation platforms will help you identify prospects who have shown interest in buying or selling, but those leads may be months or years away from conversion. Take advantage of the people that already know, like, and trust you. Plan at least three ways to touch them during the year:

• One face-to-face meeting (go out for lunch or grab a coffee with them)
• One meaningful touch (birthday message, congratulations on new job, happy anniversary, send an article about a topic they are passionate about, etc.)
• One letter of value (home equity checkup report, market trends in your area, etc.)
• Consider hosting a casual wine-and-cheese tasting event, or client appreciation party.

Nothing changes until you change. Stop burying yourself in the “busy” of your work, and start focusing on the dollar productive routines that will get you to where you want to be by the holidays. They are just around the corner and the time to start is NOW!

For a complimentary copy of “How to close 86 Transactions a Year or More” and other success tools, click here.