Tim Harris - 10/16/2025

Don’t Coast—Crush It! Why Q4 Will Make or Break Your 2026

Hold 10 active listings at all times.
That single operating system creates consistent closings, predictable income, and real freedom.

The 10-Listing Operating System

• Target: 10 active listings at all times (adjust up/down for your price point).

• Input metric: 10 conversations/day with decision-making sellers (especially expireds).

• Throughput: Expect 3–4 listings to sell per month; your job is to replace them and stay at 10.

• Rule: Do what you don’t want to do, when you don’t want to do it, at the highest level.

Prospecting Playbook (Q4 Advantage)

• Primary source: Expireds. Highest response, lowest cost, most direct path to listings.

• Best timing:

  • Last & first day of each month (biggest expire spikes).

  • Holidays that fall on those days (owners are home, competitors aren’t taking this approach).

• Daily standard: Call until you set one pre-qualified listing appointment. (Contacts are good; appointments are the goal.)

• Cadence: Morning blocks drive the highest answer rates.

• Skill stack: Objections repeat—master a short, proven script + tight pre-qualification.

Your “Silent Salesperson”: Pre-Listing Package

Send it immediately after setting the appointment. It should answer, in writing:

• Commission & net sheet (reduce price haggling at the table)

• Marketing plan (what you actually do vs. MLS syndication everyone has)

• Communication standards (frequency, method, who/when)

• Proof (case studies, reviews, stats, service promises)

Result: 95% of questions handled before you arrive; the in-home meeting becomes a 15–20 minute confirmation and close.

Daily Minimum Standards (Start Now)

• Morning routine: mindset, health, gratitude.

• Prospecting: call until one pre-qualified listing appointment is set.

• Furious follow-up: same-day response for all hot leads.

• Send pre-listing pack → confirm receipt → arrive prepared.

Mindset Shifts That Unlock Results

• Simplicity beats complexity. Branding and “content” are optional; listings are not.

• Confidence > performance anxiety. You improve while you earn.

• Discomfort is required. Prospecting isn’t about passion; it’s about outcomes.

Freedom & Wealth

• A listings-first business throws off high net income.

• Convert net into assets (simple example: S&P 500 contributions; rentals when appropriate).

• Aim for money that works for you—not you working for money.

Why Agents Resist (and How to Beat It)

• Overcomplication, analysis paralysis, fear of rejection, ego.

• Antidote: Blinders on. One plan, one metric (appointments), one standard (10 listings always).

48-Hour Action Plan

1. Set your magic number (likely 10 active listings).

2. Block 2–3 hours tomorrow morning for expired calls.

3. Use a tight script and call until one pre-qualified appointment is set.

4. Finish your pre-listing pack (net sheet, marketing, comms, proof) and template it.

5. Rinse daily through year-end—treat October 16 as your January 1.

Bottom line: Q4 isn’t a coast. It’s the launch pad. Nail the 10-listing system now, and 2026 becomes your best year ever.