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It’s true: Next year’s sales and results are already in motion. Your listings and sales next month, or even three months from now, are predicated upon the activities you are doing right now—so, keep the business planning going, but do not let up on sales and lead-generating activities. You will thank me!

Being active in the game of selling, prospecting and converting leads is important, but you need to stay in the sales game to ensure you have income in the first couple months of the year. The activities you are doing right now will dictate the type of month you have 90 days from now, just as the month you just had was a result of the dollar—or non-dollar-producing activities you were doing 90 days ago. If you weren’t as active, your sales may be down as a result of that distraction; if they are up and you had a killer month, your activities and appointments were at an all-time high 90 days ago.

The 90-Day Rule will keep you focused on always filling your calendar with prospecting and new lead-generating activities, even while you are business planning for next year. Balance working on your business and working in your business so you will have great results and income 90 days from today.

By intentionally following these proven strategies, you and your team members will be keeping high dollar-producing activities at the forefront, and creating more opportunities for sales to happen, ensuring you have a good listing, sales and closing month 90 days from now.

Keep a full pipeline of buyer and seller leads.
During this time of year, your inventory of buyer and seller leads goes down. Maintain a high level of leads by making sure you are focused on calls and connections with people. Keep adding people to your list, and stay close to them—even if they aren’t interested “right now,” they are a good, potential lead for you in the future months. This is your GoldMine PipelineTM of future sales and income. If you plan it, it will happen—I promise. It’s a proven system and it gets amazing results.

Always be closing.
Everyone you come in contact with is a potential buyer or seller, and let’s face it: You are going to be physically in front of more people right now than at any other time of year. Maximize this time and ask everyone where they live, if they need to buy or sell or if they are thinking about making a move in the coming year. Talk about how great of a year you had and how you are taking new clients. You can keep adding potential buyer and listing leads to your pipeline from every event you attend.

Maximize this year and stay in the game.
Don’t resign to the fact that the year is over, because it’s not! Many new homes get listed and sold during the last month of the year. Most agents are done with their year. Not you—you are still selling and still talking real estate passionately and with high enthusiasm. You will be putting homes on the market and closing more sales. (Don’t forget to call investors with a great listing they should take advantage of before the end of the year for tax purposes.)

Keep prospecting and calling.
Your cell phone makes outgoing calls and is the best money maker you have—if you use it. If I told you that you would make $5,000 if you call 10 people and converted one of them, you would make all the calls. That contact will probably have a house to sell, too, so really you have an opportunity to make $10,000 from making 10 calls. Just think: If you made 20 calls, that could be $20,000 in potential income.

Let’s make the calls—right now, today! No more excuses. Just dial, smile and add value, and you will get hired. Call all the leads from this year: your open house leads, your online leads, expired leads, FSBOs leads, your warm leads, your sphere, micro-farming leads…make the calls and make the connection.

Focus on appointments.
To convert leads through the sales process, it is vital that you actually secure an appointment with the lead. You will never write an offer to purchase or a listing agreement without having appointments. Show them homes, get them preapproved with a lender or set up a pre-listing appointment. Fill your calendar with appointments, and you will have predictable (and increasing) income every month.

Opportunities aren’t lost…they go to someone else.
Unfortunately, this is a true fact. The buyer or listing lead that you didn’t think was serious will eventually buy or list with someone. Even though they may not want to do something right now or this month, they will eventually sell or buy, and I want it to be with you. If you don’t stay in touch with them, they will get converted by another agent. Staying in close contact with these leads and being ready when they are will help you be the one that wins their business.

Concentrating on these high dollar-producing activities will ensure you are keeping your pipeline full of buyer and seller leads and creating future listings and sales for the next 90 days. Keep your focus on adding more leads t your list, even if they are not motivated to buy or sell right now. They will be, and you will be the one to maximize that opportunity.

Top-performing teams, team members and team leaders always have a full pipeline of buyer and seller leads. Keeping your pipeline full at all times of the year is vitally important. Want to have a profitable first quarter and kick off your year with closings? Stay focused and keep the momentum going, and you will be on your way to doubling or tripling the sales production and income of your team members and your team.

Let’s do this! To your success!

To watch my exclusive Sherri Johnson Coaching How to Build a GoldMine PipelineTM webinar, please email I look forward to hearing your success stories and welcome a call for you to find out how coaching and team coaching with Sherri Johnson Coaching will absolutely change your life!

Sherri 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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