In real estate, there will always be a gap between our projected production and actual production. This makes it really hard to know if we’re on target, especially towards the end of the year. If we want to accomplish our goals, knowing what that gap is in detail is critical.

How do we analyze that gap, including the leads, pendings and what we have in our pipeline? Why are these last 3 months of the year so important?

In this episode, I’m joined by speaker, author and CEO of Real Estate Champions, Dirk Zeller. He shares how we can close our production gap, and how to maintain momentum at the end of the year.

The 4th quarter is the most important quarter of every year. It holds your ability to complete your goals for this year and sets the motivation, speed and intensity of what will happen in the 1st quarter. It controls 2 years, not 1. -Dirk Zeller

Three Things You’ll Learn In This Episode  

-How to have an accurate production scorecard

Which leads count towards our ultimate production of the year, and which ones should we exclude in our tally?

-The 4th quarter is the momentum quarter

Many agents treat October as a chance to slow down. Why are the last 3 months so critical to our success for 2 years? 

-Define the gap, define your actions

If we discover that our production gap is a lot bigger than we anticipated, how do we catch up, even if it means being temporarily out of balance? 

Guest Bio

Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters.