Thoughts on Leadership: Welcoming the Real Estate New Year!

By Gino Blefari

This week, my journey keeps me anchored at my home office in Northern California. This Tuesday was particularly enriching as I collaborated with The Hester Group’s leadership team. The Hester Group consists of dedicated sales associates from Harry Norman, REALTORS® across Atlanta and the wider Georgia area. Our discussions centered on coaching, team dynamics, and establishing effective routines. I introduced them to the HomeServices Business Strategy Coaching Program, and together we pledged to excel in our endeavors. Wednesday morning was bustling as I facilitated a call with 12 owners and leaders known as “Mavericks” from various Berkshire Hathaway HomeServices franchises, exchanging insights about our markets and declared commitments and accomplishments from September. Later, I joined our marketing team at HSF Affiliates to capture some of our projects on film.

Read more: Thoughts on Leadership: Welcoming the Real Estate New Year!

Earlier today, I had the opportunity to join David Childers, CEO of Keeping Current Matters, in a webinar. We discussed the current trends in the real estate market and planned for the end of this year and the emerging opportunities of 2025. In the moments between my meetings, presentations, and webinar, I found some time to craft this message for you.

Firstly, a hearty HAPPY NEW YEAR to all!

You might wonder, “Gino, why celebrate the New Year now?”

The real estate calendar operates uniquely! On Tuesday, October 1, we close the third quarter and commence the final sprint—the last 90 days. Our industry thrives on a 90-day cycle, where the efforts we make now bear fruit three months later. This is why our sector’s New Year kicks off not with January’s fireworks, but with strategic planning starting in October.

Take Action: Plan Your Final Quarter of 2024

1. Open Your 2024 Calendar: Begin by reserving time for personal commitments—days off, holidays, holiday parties, vacations, and doctor’s appointments. These breaks are crucial for maintaining balance amid your busy schedules.
2. Schedule Your Workdays: Define each workday for October, November, and December, detailing all your business activities:
   • Daily operations
   • Training and role-playing
   • Prospecting and lead follow-up
   • Office meetings
   • Client appointments

This thorough planning is vital for a robust start to the Real Estate New Year on October 1st.

As we gear up for this pivotal shift, it’s essential to start planning for your 2025 business goals. Don’t forget to download the Business Planning Essentials. A strong business plan is your safeguard against the typical slowdown in Q1. With Q4 filled with festive distractions, it’s imperative to stay on course. Looking ahead through 90 days of celebrations, you’ll find yourself in Q1, which can be a slower period for many in our field.

Reflecting on my 30+ years in real estate—spanning roles from agent to company owner—I’ve observed that January and February can often present cash flow challenges, affecting both agents and brokerage owners alike.

A proactive business plan not only prepares you for what’s ahead but ensures that the busy holiday season doesn’t derail your momentum. By treating October 1 as the new year’s start, you instill a rigorous discipline into your business practices, ensuring a strong kickoff to the actual new year.

So, what’s the message? Discipline is our growth catalyst. By starting earlier, celebrating our New Year in October, planning for 2025 now, and preparing diligently for upcoming challenges, we position ourselves for success. With preparation, nothing is out of reach, and everything is achievable.