• Start setting yourself up for a successful 2017 today.
  • Stay focused on your goals during the busy-ness of summer closings.
  • Put in the hard work now so you can enjoy the holiday season later.

Summer’s almost over. As you plan your last summer trip or barbecue to send the season off right, don’t forget to take the time to plan your business through the end of the year and plan for success.

A little planning now goes a long way in setting your business up for success not only this year but also next year as well. However, many agents won’t take the time to plan, won’t get back on track to reach their goals and won’t do anything more than coast on through to the end of the year.

Although it might be tempting to take it easy, especially if you’ve had a busy summer of closings, it sure won’t lead to lasting success. Here are four things to do now to set the stage for success.

1. Dedicate yourself to your goals — again

When you’re busy, it’s difficult to remember your goals. Whether you’re busy closing deals, or you took a well-deserved extended holiday, now is the time to remember those goals you set in January and get back on track to achieve them.

If you’ve been tracking your activities, how close are you to achieving the next milestone? How many more deals do you have to close by the end of the year to meet your goals? Create a plan to help you stick to your goals, and it’ll see you through to the end of the year.

2. Plant the seeds now for business next year

Because summer is a busy time in many markets, you might be so busy closing deals that you simply don’t have the time to generate leads. However, without those leads, you won’t have any transactions to close in the coming months.

When you work by referral, the clients you’re currently working with are the best source of future leads. Why? They’re discussing the market and their transaction with their family, friends and co-workers.

If you offer them great service and follow it up by asking for a referral, they’re sure to refer their friends and family to you.

3. Connect with your clients

You never know who is a motivated buyer or seller until you pick up the phone or send an email to touch base. A three-minute conversation can turn into your next transaction, but you never know until you reach out and connect with your clients.

Call your top clients first, and work through your list from there. Don’t forget to remind them to refer you to their family and friends.

4. Recommit to your system

If you went off track during the summer, now is the time to recommit to your system and get generating leads.

Your daily lead generating activities will sustain you with business during the upcoming winter.

Keep plugging away with your calls and notes and send your marketing materials consistently each month. This will keep you at the top of your clients’ minds. Now is the time to get back on track and put in the hard work so you can enjoy the holiday season.

Planning for success and putting in the work now will help you achieve your goals this year and set the stage for a great 2017.

Make sure you’re “planting the seeds” now by staying on track with your lead generating activities and asking for referrals. Your hard work is sure to pay off in the form of referrals from your clients.

Brian Buffini is the Chairman and Founder of Buffini & Company. You can follow Brian and Buffini & Company on Facebook.

Email Brian Buffini.

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