Rally your team for the last quarter with these tried-and-true tips from leading experts. Adam Hergenrother founder and CEO of Livian, says this is not the time to slow down, and that mindset is key.

Adam Hergenrother is the founder and CEO of Livian. He believes that business is nothing but a conduit for personal growth and embraces the company’s vision to Love How You Live. When he’s not leading and growing his organizations, you can find Adam either in the mountains or out in nature with his wife and three children.

Welcome to the fourth quarter. This is the time when we see professionals separate from amateurs and take the lead. It is not the time to take your foot off the gas and coast through to New Year’s Eve. The fourth quarter is where the pros show up.

The pros do not let excuses, the holidays, the market, the technology, the whatever derail them from their goals. The pros show up and do the work, day in and day out. You are capable of more than you realize.

When it gets hard and uncomfortable, that’s the time to make one more phone call, read one more page, do one more push-up, or meet with one more client. With each rep, you are training your mind to finish strong in everything you do. What you do today is going to dictate how you start off 2023. 

And one of the most important things you can do right now is go back to the basics. Read on to see what top agents from around the country are doing to finish the year strong: 

Brian Force

“Have more conversations. Have better conversations.” 

Brian Force, CEO & Realtor, Livian Dallas – Fort Worth at KW Dallas Preston Road

There is a massive opportunity out there to become the economic adviser and real estate expert of choice for our client base, and taking that opportunity comes down to us being able to articulate how buyers and sellers can win in this market.

Whether it’s a seller’s equity position or a buyer’s ability to negotiate a rate buy down, there are ways for both sides of the transaction to find a mutually beneficial outcome, and it’s more important than ever for agents to be able to serve their clients with a real level of expertise.

Matthew Bex

“Follow the plan!”

Matthew Bex, CEO & Realtor, Livian Vermont at KW Vermont

Show up. In office. Daily. Participate in a morning huddle: Did you accomplish your goal(s) from yesterday?

What’s your commitment for today? Share gratitude, script practice, then focused lead generation. Follow the plan.

“Our agents’ mindsets are critical right now.” 

Travis Cox

Travis Cox, CEO & Realtor, Livian Impact at Keller Williams Realty Louisville 

Our agents’ mindsets are critical right now. If you [the agent] don’t believe it’s smart to buy or sell right now, that mindset will show up to clients with either negative viewpoints about the market or biased advice. The crazy part is some agents don’t even realize they are costing themselves business.

So mindset is key. Find the line between being positive about the market while also explaining the risk and giving unbiased advice. You can’t do it without a positive mindset about the challenges of today’s market. 

Amy Cromer

“Stop listening to the noise right now.”

Amy Cromer, CEO & Realtor, Livian Carolinas at Keller Williams Realty – Moving the Triad

Be aware of the market, sure — do not let it steal your focus and drive. We have always been educators — our clients will move forward if they know they are with someone who will step through the process with them.

So have the conversations, set the appointment, and sign the agreement to move forward together. 


Karen Sheffield

“Consistency will win.” 

Karen Sheffield, CEO & Realtor, Livian Unified at KW Unified 

Consistency will win. Take action every day to move forward. If agents don’t know what to do, go back to the daily 10:4 routine: 10 contacts, 10 database updates/new entries, 10 handwritten notes, and preview (even online) at least four new team or brokerage listings.

Sean Hellmann

Sean Hellmann, CEO & Realtor, Livian Albuquerque at KW Albuquerque

Sounds boring, but stay consistent. Break down tasks into bite-size chunks.  Two one-hour lead gen sessions in the morning. Focus one hour on actual lead gen (adding one new contact daily) and one hour of lead follow-up. Do this five days a week, and you’re ahead of 97 percent of your competition.   


Tom Basler

“Focus daily on adding to the pipeline.” 

Tom Basler, CEO & Realtor, Livian St. Louis at KW Chesterfield  

Focus daily on adding to the pipeline. It’s the root cause of pendings and closings or no pendings or closings. We set all these lofty goals, but if you don’t have a pipeline to support the closings it can’t happen.

The wins are in adding to the pipeline. The pendings and closings are the result of pipeline action.

Vanessa Pollock

“Culture, direction and focus.” 

Vanessa Pollock, Chief Creative Officer & Realtor, Pollock Properties Group | Livian at KW Premier Properties

As leaders, we must provide:

  • Culture (care, candor, purpose, accountability)
  • Direction (‘charge the storm’ together, cast the vision and spend time TOGETHER)
  • Focus (have peace with a PLAN – give them the granular daily plan and activities, and help them go after it every day)

Adam Hergenrother is the founder and CEO of Livian, the author of The Founder & The Force Multiplier, and the host of the podcast, Business Meets Spirituality. Learn more about Adam’s companies and culture here.

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription