Three-quarters of the working year are gone. The next pending window opens this weekend, right when most of the country is grilling and heading to the pool.
Tom Toole broke down a gut check for real estate agents in a recent Instagram post: did you do the daily activities you said you would do this year? Yes or no.
Plenty of agents will spend Labor Day weekend “getting organized”:
- Reorganizing the CRM.
- Updating Instagram highlights.
- Getting the car washed.
- Writing a new to-do list.
It looks like work, but none of it gets you in front of new potential clients.
Tom’s approach turns this weekend into a checkpoint for the last stretch of the year, the run from Labor Day to December 31.
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Stop Organizing and Build Backward From Your Number
Tom draws a hard line between administrative busywork and selling in his Instagram carousel:
“You’re either getting organized or selling real estate.”
Spend the weekend organizing, and, most likely, you’re “ending the day with a total of zero conversations,” as Tom puts it.
That’s not to say organizing shouldn’t be part of making the most of this weekend. It definitely can. What it can’t do is replace getting a new person on the phone.
Tom’s fix starts with one question: how many homes do you want to sell before December 31? Everything else comes from there.
That one question becomes four, as Tom laid out in his carousel post:
“How many homes do you want to sell before December 31? How many appointments do you need to hold? How many offers do you need to write? How many people do you have to talk to?”
Once you put real numbers next to each one, the weekend stops being a break from the job and turns into planning time.
Pick a Number You Can Hit
Tom gives three ways to measure it:
- 15 conversations a day
- 100 dials a day
- One new appointment booked five times a week
Pick one. Skip the new CRM, the new script, the new system built around it.
“You don’t need a new system. You need one number you still hit on the days you don’t feel like it.”
Hit that number on the days you don’t want to work. The plan holds either way.
Use the Extra Day Before the Stretch Run Hits
To recap Tom’s advice for this weekend:
- Evaluate the year (look at the numbers behind your real activity and results)
- Set the number
- Pick the one activity you will do no matter how the day feels.
Come Tuesday, as Tom puts it, the thinking part is done. What’s left is doing the work.
This weekend will not repeat until next year. Use part of it to get organized, and part of it to work the number you picked.
Both add up to the same thing: a stronger finish to the year.
