Welcome to “Rick & Brian in the Morning,” your new favorite weekly check-in for real estate insights, team-building tips, and business growth strategies—all powered by the Eagle Nexus ecosystem. In this episode, Rick and Brian dive into the benefits of a strong 4th quarter game plan. Remember, Massive Action beats perfect planning every day.

🎯 Finish Strong or Launch Ahead: Q4 Strategies for Real Estate Agents

Welcome back to the grind! As we head into the fourth quarter, many agents are tempted to slow down. But if you’re part of the Eagle Nexus family—or just someone determined to grow—this is the time to lean in.

“If you take time off in the fourth quarter, just remember your first quarter is going to suck.” – Rick Raanes

The truth is, Q4 can make or break your next year. Here's how to make it work for you:

🧠 Find Your Swing (Like Golf… But with Real Estate)

Whether you're teeing off for the first time or you're a seasoned pro, success in this business is about rhythm and intentionality. Even top producers struggle with tempo—and that’s okay. What matters is showing up, adjusting, and swinging with purpose.

Just like golf, real estate isn’t one-size-fits-all. You don’t have to be perfect—you just need to play your game consistently.

💬 Dig into Your Sphere (Especially Now)

The holidays are GOLD for relationship building. Don’t overcomplicate this. Engage with your SOI using what Rick and Brian call the FORD Method:

• Family: “What are your plans for the holidays?”

• Occupation: “How’s work this time of year?”

• Recreation: “Any fun Holiday plans?”

• Dreams: “What’s your dream home look like today?”

It’s not about pitching—it’s about connecting. And guess what? Real estate will naturally come up.

📈 Your CRM Isn’t Optional

Daily CRM engagement is non-negotiable. Whether you're using Lofty, Fello, or something else:

• Open your CRM daily.

• Take notes on conversations.

• Schedule the next touch point before ending a call.

Pro tip: Ask, “When would be a good time for me to check in again?”

📩 Create Short, Personal Outreach

You don’t need a 400-word email. You need seven powerful words:

“Hey, I’ve been thinking about you. How are you?”

Want something more direct?

“We have new tools—want to check them out?”

Keep it simple. Keep it consistent. Like Chris Smith teaches—short emails = higher response rates.

🏡 Holiday-Themed Open Houses = Opportunity

Don’t pull back from open houses during Q4—lean into them creatively:

• Halloween: Spooky décor, candy stations, costume contests.

• Thanksgiving: Pumpkin pie samples or gratitude boards.

• Christmas: Tree placement ideas or holiday-themed staging.

These aren’t just showings—they’re events. People remember events.

⚠️ Build Urgency Through Marketing

Q4 is the perfect time to ask:

“Do you want to sell or buy before year-end for tax or timing reasons?”

Promote specific opportunities:

• "Seller needs a contract in 7 days."

• "We’re looking for a 3-bed under $350K—know anyone?"

Urgency creates action.

💥 Touch Your Database—A LOT

Worried about bothering people? Stop.

Mattress Mack sends 300+ touches per year. Why? Because it works.

Rick’s take:

“People want to hear from you—ask them how often they want to hear from you!”

And remember, most clients aren’t in the email overwhelm like we are. They’re checking their inbox, waiting for value.

🧰 Be a Resource, Not Just a Realtor

Offer value beyond the sale:

• Home valuation tools via Fello

• Contractor referrals

• Holiday events in their neighborhood

• Home prep tips for winter

Be top-of-mind by being helpful.

💪 10 Conversations a Day = $30K+ by Year-End

Set a goal:

• ✅ Rick’s goal: 10 meaningful conversations/day, 4 days/week.

• ✅ Newer agent? Try 25-30/day for momentum.

Track conversations, uncover opportunities, and document the needs of buyers and sellers.

“I’m a matchmaker—how can I help put a deal together?”

🚀 Final Thought: Massive Action Beats Perfect Planning

You don’t need a perfect plan.

You need massive, consistent action.

Start conversations. Send emails. Host open houses. Use your tools. Lean into your community.

Finish strong or launch ahead. Or do both.

🎥 Want to Be on the Show?

Rick and Brian are looking to feature agents across the country. Got a story to share or a topic you want covered?

📩 Email: [email protected]

Ready to go under the hood of your business?
Explore our platform at www.TheEagleNexus.com and discover how we’re helping agents turn knowledge into action—and action into results.

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