So here we are; beginning the 4th quarter of 2018 and there are many choices to be
made. To some, it’s a time to relax and take it easy now that the summer real estate
rush is over. To others, it’s a time to look at the year and see where they stand in
relationship to their projected outcomes. For me, it’s a time to push my people not
to give up on the valuable momentum they have generated year to date. The sad
part in general is that so many people won’t even acknowledge that we are at a
critical point and therefore they do nothing!
For those that coach athletes in team sports the fourth quarter is a time were the
best step up and produce. It’s a time when even a less talented group outperform
those with more ability because they were in better shape and were able to execute
under the pressure! It’s the time when the training and your system all come
together and form a collective energy to accomplish great things. This is what
changes the numbers on the scoreboard and creates real accomplishment! In our
business, it also generates all the energy to start the next year off at full steam!
So let’s take a quick look at some key things we need to be doing right now.
• Check your math! What are your numbers?
• Who is hot and who is not?
• What does my calendar look like?
• Prepare for Business Planning in October!
These are all small and simple steps that need to be done. No false images, no
hoping or guessing; just do the math and do the work! There are a ton of
opportunities coming your way and you can really benefit because others are
backing off and winding down.
Time to focus on the four “Bs”:
• Birthday Calls
• Banker Calls
• Business Plan
You have to balance your prospecting to reflect your time and outcome verses the
actual relationship between opportunity and outcome.
You have to schedule and physically make your birthday calls every day!
You have to have make your ten to fifteen banker calls every month!
You have to set aside time to prepare your business plan for 2019!
The fourth quarter is here and you get to make some critical choices. If everything
is going well and you are exceeding all of your projections, make larger
projections for 2019! If not, what around you has to change?
The Business Planning Worksheet for 2019 is already on the website
(IMTCoaching.com). If you are a manager or owner and you are interested in the
one day business planning event, please email me and we can talk about the
details. For those of you who have been through this before, the Business Planning
coaching call and the worksheet we get you ready and prepared.
Questions or comments: Mike@IMTcoaching.com