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Q4 Strategies For Brokerage & Team Leaders

Lisa Piccardo, VP, Brokerage and Team Consulting

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The 4th quarter is often a time of fatigue and distraction, but it presents a unique opportunity. With an average of 56 workdays and reduced market competition, this period can be advantageous for you and your agents.

Leveraging Data for a Strong Finish

For a focused year-end strategy, provide your team with key performance metrics. Leaders should offer company-wide and office-specific data such as:

  • Agent recruitment

  • Agent turnover

  • Net agent growth

  • Units closed

  • Total sales volume

  • Average sale price

  • Gross commission income

  • Cost of Sales

  • Retained earnings

  • Operating expenses

  • Net profit

For agents, the following metrics are essential

  • Sales volume

  • Units closed

  • Gross commission income

  • Average sale price

If you monitor lead metrics, also include leads generated, closed, and referrals received and closed. These numbers will establish a foundation for Q4 strategy and 2024 goal setting.

Community Engagement

Consider Q4 as a time for community outreach. Lead by example by organizing charitable activities like Thanksgiving food drives or volunteering at local shelters.

Business Generation Tactics

Equip your agents with effective Q4 strategies:

  • Weekly phone outreach to Sphere of Influence (SOI) and past clients

  • Market review reports outlining 2023 neighborhood listings and sales, including trend data

  • Industry event participation

  • Hosting client events

Planning for the Future

As the year draws to a close, begin setting your goals for 2024. The 12-week year concept can help accelerate your planning cycle, allowing quicker adaptations and a focused approach.

In Summary

The end of the year shouldn't mean a decrease in momentum. Utilize Q4 to strategically set the stage for the year ahead, incorporating data-driven planning, community involvement, and proactive outreach.

Lisa Piccardo

Lisa Piccardo

Senior Vice President, Brokerage and Teams Consulting

Lisa is responsible for overseeing the delivery and administration of brokerage and team consulting programs at T3 Sixty, with a focus on growth, streamlining operations, optimizing recruitment and retention efforts, and implementing effective marketing strategies. She brings a wealth of experience to the role having founded, grew and eventually sold an independent boutique brokerage. Before joining T3 Sixty, Lisa held the position of global vice president, lead affiliate services at Sotheby’s International Realty.

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