Welcome to the second quarter—aka DOING season! This is the time of year when real estate agents, particularly in the Northeast, generate the most sales in just 90 days.
If you want to maximize this period, you can’t afford to waste time figuring out your business plan or experimenting with new strategies. The focus should be on productivity, conversations, appointments, and contracts.
This is all my team is talking about right now, and I want to pass this message on to you. Below are four key actions you need to implement immediately.
Don’t tweak them, and don’t try to wing it. Just follow the system, and you’ll see results.
1. Track Your Activities
Let’s start with tracking. My mentor, John Collins, deserves a lot of credit for this approach. While there are plenty of tech tools out there, forget about all that for a second. We’re looking at short-term, high-impact tracking.
Here’s what you need to monitor daily and weekly:
- Conversations with your sphere and database – How many people in your network are you talking to?
- New contacts – How many fresh connections are you making daily?
- Appointments set – How many client meetings are you booking?
- Additional lead indicators – If relevant, track how many offers you’re writing and how many listings you’re signing.
Keep it simple. Write these numbers on a single piece of paper and carry it with you everywhere. You can’t control whether a buyer gets their offer accepted, but you can control the number of conversations you have and the appointments you set. Focus on what’s in your control, and the results will follow.
2. Keep Your Top Prospects List With You at All Times
Your top prospects list should include the people you’re actively trying to turn into business. Right now, I have over 180 people on mine. If you’re aiming to close two deals a month but only have five people on your list, you’re in trouble—it’s not enough.
A good rule of thumb: Maintain a minimum 10-to-1 ratio between the number of motivated prospects on your list and your monthly deal goal. In other words, for every deal you want to close each month, you want 10-15 top prospects on that list.
This list should be a living document. Update it weekly and include:
- Name and address
- Last conversation date
- Follow-up schedule
Some of the top producers in the country rely on this system, often using nothing more than a yellow legal pad. Keep a printed copy with you. When you’re between appointments or driving, pull it out and make calls. The key is keeping these people top of mind and visual.
3. Follow Your Time-Blocked Schedule
We all talk about time blocking, but are you actually following it? Too many agents create a beautiful, color-coded schedule that they never stick to. If that sounds like you, it’s time to change.
You need two rock-solid time blocks in your calendar:
- Lead Generation & Prospecting – This is your top priority. No excuses.
- Follow-Up – Conversations alone won’t get you deals. You need structured follow-up—sending notes, video emails, properties, and keeping prospects engaged.
Everything else—appointments, deal management, admin work—should fit around these two time blocks like pebbles and sand in a jar. If you follow this schedule, you’ll see consistent business growth.
4. Get Out of Your Own Head
The only thing stopping you is you.
David Goggins’ 40% Rule states that when you think you’re giving 100%, you’re really only at 60%. You have more to give.
Instead of talking about how tired you are, remind yourself—this is doing season. This is the time to go all in. Once you shift your mindset and focus on the priorities I just outlined—finding new business and meeting with new people—everything else will fall into place.
And no, this doesn’t mean you’re neglecting your clients. You’re managing them efficiently while constantly refilling your pipeline with new business.
Execute the Four-Point Plan Now
To win in Q2, you need to commit to this plan:
- Track your activities – Conversations, new contacts, appointments—write them down.
- Keep your top prospects list updated and with you – Aim for a 10:1 prospect-to-deal ratio.
- Time block and actually follow your schedule – Prioritize lead generation and follow-up.
- Push past mental barriers – Recognize that you’re capable of more.
Don’t deviate from this plan. Read this (or watch the video above) three or four times if you need to. Start implementing today—not tomorrow, not next week.
This is doing season. And the agents who execute the most will close the most deals.
