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Maximizing your team’s lead generation, prospecting and conversion during the next 90 days will dictate your team’s listings and sales, plus position them to have more leads in their pipelines, ensuring that they will have more opportunities in the first quarter of next year. Keeping the flywheel going, and making sure you and your team members are all “game on” during the last quarter of the year, will not only add more sales to this year’s numbers, but also increase your marketshare and income, and keep morale high on your team.  

Stay in the game. First: Stay in the game for the next three months! Most real estate agents are slowing down their activities. The agents who keep prospecting right now will have more listings and sales between now and the end of the year, and set themselves up for a very profitable January and February. Who doesn’t want predictable income in January and February to kick off your closings? 

Hold weekly sales meetings and review agents’ call activity. It’s true that what’s tracked and measured improves, and what’s tracked, measured and reported exponentiallyimproves…even wildly improves. Your agents will go from selling two houses per month to selling four or six per month. Ask agents on your team: “What are you working on? Who are the top 10 buyers or listing leads you have that are ready to list or buy this month?” Challenge them to make more calls and stop-ins, and raise their game to increase the people in their pipeline. They must be getting actual face-to-face appointments with the names in their pipeline, in order to actually convert the leads into income. 

Keep your daily prospecting schedule. Remind your team to stay on top of the “money hours” by making an appointment on their phone. A daily reminder on your Facebook group page, or a text or email out to your team, will keep this top of mind.  Everyone on your team should be calling 5-10 people a day until they fill their calendar with appointments. We can’t make any money or write an offer or a listing contract without having appointments. Remind your team that every call they make is an opportunity to make $5,000 or more!  

Hold a call event for your team. Get your agents talking to their sphere, past clients, leads and neighbors with a special Team Call Day or Evening. Bring in food and set goals for your team for highest number of calls, new listing leads, new buyer leads, actual set appointments, and pre-approvals generated. This is a “Success Is Contagious” activity to do with your team. Everyone thrives on each other’s success, and it’s a great form of accountability and camaraderie. 

Have a fourth quarter listing or sales contest for your team. Kick off the fourth quarter with a contest for the last 90 days. Give away cash, a trip or a prize, and make it fun! Everyone loves recognition and a good challenge. Your team will have incentive to make the extra call or do that one extra open house this month. You should share the successful results with your team weekly: how many new listings, sales, appointments did people go on as a result of being hyper-focused on the contest and getting one more listing or sale on the board? Success will breed more success, and your agents’ energy will create more motivation and inspiration to up their game and finish the year strong.

Everyone thrives in an environment where there is healthy and fun accountability. If you set the goals each month for the last quarter and communicate them to your team—and then offer to help them achieve their goals—you will be maximizing the last three months and making it happen! Most of the industry stops working during the holiday season. If you get your team to stay in the game, you will help them realize 5-10 more listings or sales, and be the reason they finished the year strong and also set themselves up for a strong listing, sales and closing month in the first quarter of next year.

For a FREE copy of my exclusive Weekly & Monthly Action Plan Worksheet to help keep your agents engaged in prospecting activities, email

Sherri_Johnson_60x60Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Secrets of Top Selling Agents tour. For more information, please contact or 844-989-2600 (toll free) or visit 

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