Use these strategies to motivate real estate agents in the fall & winter months when business is typically slower and agent motivation is low.
As we enter October, it’s essential for real estate agents, team leaders, and broker owners to refocus their strategies to maintain productivity and momentum. This time of year can be particularly challenging with holidays approaching, market conditions changing, and general end-of-year fatigue setting in. But this period also offers opportunities to re-energize your team and push through to the year’s finish line.
In this article, we’ll explore effective strategies to motivate real estate agents in October, keeping your business strong as we approach the year-end.
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VIDEO: Strategies to Motivate Real Estate Agents in October
Why October is Crucial for Real Estate Agents
The final quarter of the year can feel like a sprint for many in the real estate industry. This is the time when many agents start to feel the pressure. Inventory is typically lower, interest rates may fluctuate, and many people are focused on the upcoming holidays rather than buying or selling homes.
But that’s exactly why focusing on strategies to motivate real estate agents in October is so important. You have limited working days before the year wraps up, and any lost momentum now can have a significant impact on your year-end results.
In fact, when you account for holidays like Thanksgiving and Christmas, along with personal time off, you might only have about 50 working days left in the year. That means every day counts, and staying motivated can be the difference between meeting or missing your goals.
Focus on Lead Generation Over Lead Conversion
One of the key strategies to motivate real estate agents in October is to shift their focus toward lead generation rather than lead conversion. Many agents can become preoccupied with closing existing deals, but that can be a mistake.
During this time of year, your pipeline might not be as full as it was in spring or summer. Instead of focusing solely on converting existing leads, agents should dedicate time to generating new ones.
Here’s why: in a tight inventory market, having five potential buyers might not result in as many closed deals as you would like. But if you have 20 buyers in your pipeline, you’re more likely to see consistent activity and contracts. The more leads you generate now, the stronger your position will be to weather the traditionally slower winter months.
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With the Brokerage / Corporate Real Estate Coaching Program, ICC will help firms set up the most effective and efficient systems for recruiting, agent onboarding, commission & fee structures, agent engagement & retention systems, recruiting, administrative work-flows, transaction management, staff hiring, agent onboarding, productivity training & accountability, financials & budgeting, marketing and much more!
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The Executive Team Real Estate Coaching Program is designed for a high functioning larger team. These team leaders will build their influence, structure their brokerage systems and growth, recruit, lead internal divisions to operate at a high level and leverage their time. Opportunities to add ancillary services to build wealth.
How to Encourage Lead Generation
- Set Daily Lead Generation Goals: Encourage agents to set specific, daily targets for how many new leads they will generate. This can include reaching out to past clients, following up on referrals, or attending networking events.
- Gamify the Process: One way to motivate your team is to create friendly competition around lead generation. Track each agent’s progress on a whiteboard and offer incentives for those who generate the most leads over a specific period.
- Provide Ongoing Support: Help your team by offering scripts, lead generation tools, and CRM systems that make it easier to connect with potential clients.
Gamify the End-of-Year Push
Another effective strategy to motivate real estate agents in October is to create a sense of urgency and fun through challenges or gamification. This can be particularly effective when team members are feeling the end-of-year fatigue.
For example, you can run a competition that rewards agents for meeting certain milestones like setting the most buyer consultation appointments, signing new listing agreements, or generating the most leads. You can even break it down into weekly challenges to keep the energy high throughout the month.
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Team Coaching Program
The Team Real Estate Coaching Program is for smaller teams looking for internal structure, leverage and leadership.
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Success Mindset
Online CoursesLearn how to shift your mindset, go forward sloppy, and fail forward. Brian Icenhower teaches motivation techniques and trains agents of all backgrounds and skill levels to shift their mindset from "scarcity" to "abundance" and live a more positive (and successful) life.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Audiobook
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.
Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Thoughts Control Actions- VIDEO: Thoughts Control Actions
- AUDIO: Thoughts Control Actions
- Workbook: Thoughts Control Actions
- The Gandhi Circle PDF
- 6 Rules for Controlling Your Words PDF
- Action Steps for Module 1
- VIDEO: Keep Emotions Between the Lines
- AUDIO: Keep Emotions Between the Lines
- Keep Emotions Between the Lines PDF
- Workbook: Keep Emotions Between the Lines
- DISC Behavioral Assessment Image
- Action Steps for Module 2
- VIDEO: Get Uncomfortable
- AUDIO: Get Uncomfortable
- Workbook: Get Uncomfortable
- The Comfort Zone PDF
- Action Steps for Module 3
- VIDEO: Rights vs. Responsibilities
- AUDIO: Rights vs. Responsibilities
- Workbook: Rights vs. Responsibilities
- Rights vs. Responsibilities PDF
- Action Steps for Module 4
- VIDEO: Be Solution Oriented
- Workbook: Be Solution Oriented
- The Solution Triangle PDF
- DISC Profiles Image
- Action Steps for Module 5
- AUDIO: Be Solution Oriented
- VIDEO: Scarcity vs. Abundance
- AUDIO: Scarcity vs. Abundance
- Workbook: Scarcity vs. Abundance
- 5 Steps to Mastery PDF – full page version
- 5 Steps to Mastery PDF
- 5 Steps to Mastery – Social Media Post
- Scarcity Vs. Abundance Chart
- Action Steps for Module 6
- VIDEO: Activities Over Results
- AUDIO: Activities Over Results
- Workbook: Activities Over Results
- Action Steps for Module 7
- VIDEO: Embrace Routines & Rituals
- AUDIO: Embrace Routines & Rituals
- Workbook: Embrace Routines & Rituals
- Action Steps for Module 8
- Listing & Closing Checklists
- VIDEO: Not Calendared, Not Happening!
- AUDIO: Not Calendared, Not Happening!
- Workbook: Not Calendared, Not Happening!
- Action Steps for Module 9
- Daily Schedule for Realtors
- Sample Weekly Calendar for Realtors
- VIDEO: Fail Forward
- AUDIO: Fail Forward
- Workbook: Fail Forward
- Action Steps for Module 10
About this course
- $249.00
- 58 lessons
- 3 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- Use these real estate training ideas for motivation to help train and inspire real estate agents to stay positive, increase production, and succeed!
- Train agents how and why to control their thoughts and actions to increase their level of professionalism and customer service.
- Train and motivate real estate agents to focus their time and energy on income-producing activities.
- Learn the concept of "Rights vs. Responsibilities" and increase the professionalism of both Realtors and administrative staff members in your real estate organization.
- Learn how to use The Solution Triangle to be self-managed and solution-oriented and ultimately solve your own problems by leveraging your network.
- Become empowered and understand the importance of purposely adopting an abundant mindset to prevent scarcity-based thinking.
- Learn how to embrace the uncomfortable activities required to generate desired results.
- Get Top Producer time blocking tips for real estate agents to effectively manage and protect their time allocated for lead generation activities.
- Use our simple Realtor time management system to overcome limiting beliefs about not having enough time to conduct lead generation activities to get more business.
- Learn how to fail forward in order to get into action quickly to grow your business.
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
I created Success Mindset because there is simply no other training out their like this specifically for real estate agents.
You are in the right place at the right time. This course, to me, contains some of the most crucial training that people in the real estate industry can take part it.
With the ups and downs in the real estate market, and the uncertainty, at times, with regards to commissions checks -- there is a lot of volitility in real estate as a career choice. This isn't he usual 9-5 job where you get the same paycheck every two weeks.
Of course, one positive aspect of choosing real estate as your career is that there is no ceiling on the potential to be successful. The income opportunities are incredible. However, to get to those places, where you reap the benefits of being in the real estate industry, it takes a lot of mental strength.
If that's what you're after, this Success Mindset course is exactly what you need.
The average agent has a negative mindset, and stays "stuck" in their comfort zone. They decide they would rather keep a "flexible" schedule and avoid doing uncomfortable activities. They come from "scarcity" instead of "abundance".
This course I've created will walk you through, step by step, as I teach you how the Top Producers shift their mindset in order to grow their business.
Now is the time to step up your game. You will learn the necessary mindset changes that you need to make, tips and techniques on how to embrace being uncomfortable, and resources to support your journey.
"Why am I in such a negative headspace?"
We hear this all the time. It's easy to get negative — and stay there. Get out of the negative spiral! Learn how to shift your mindset from "scarcity" to "abundance" and change your real estate business (and your life).
It's time to take control. Empower yourself and adopt the mindset of a Top Producer. Add to CartSuccess Mindset
More about this real estate training course
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Emphasize the Importance of Buyer Agency Agreements
Signing buyer agency agreements is a crucial conversion step that real estate agents should focus on in the final months of the year. This not only increases the likelihood of closing deals but also demonstrates value to clients upfront, which is critical in today’s competitive market.
Agents should aim to convert as many leads as possible into clients who have signed buyer agency agreements. With inventory tight, it’s essential to have a high volume of committed clients in your pipeline. If you’re aiming to close multiple deals before the year ends, the number of buyer agency agreements you have signed will be a significant predictor of your success.
How to Motivate Agents to Secure Buyer Agency Agreements
- Train on Value Demonstration: Agents should be trained to effectively demonstrate their value during consultations. This might include explaining how your MLS system works, setting up listing alerts, and providing insights on financing options.
- Create Conversion Goals: Set clear goals for how many buyer agency agreements each agent should aim to sign by the end of the month or quarter.
- Offer Incentives: Reward agents who sign the most agreements with bonuses, extra time off, or other perks.
Learn more about the Agent Management Portal
Looking for the best way to add value for your agents? The Agent Management Portal is a powerful learning management system. You get access to all of our state-of-the-industry training materials, as well as tools to help you create your own training content for your agents.
Use Time-Sensitive Opportunities to Motivate Agents
One of the best strategies to motivate real estate agents is to highlight the time-sensitive nature of the current market. With fewer working days left in the year, agents must take advantage of every opportunity to build their business.
Team leaders should ask their agents, “What are we going to do differently in the next 50 days?” The answer to that question could make or break their year-end results. Encourage agents to focus on activities that will have the highest impact, such as reaching out to past clients, leveraging holiday events for networking, and setting more appointments with potential buyers and sellers.
Offer Continuous Coaching and Feedback
Motivation often stems from having a clear sense of direction and support. As a team leader, you can boost your agents’ motivation by offering continuous coaching and feedback.
It is essential to have frequent check-ins with your agents, especially during this busy time. Use one-on-one meetings to review their progress, offer constructive feedback, and set new goals. The more engaged agents feel with their progress, the more likely they are to stay motivated.
Team leaders should ask their agents, “What are we going to do differently in the next 50 days?” The answer to that question could make or break their year-end results. Encourage agents to focus on activities that will have the highest impact, such as reaching out to past clients, leveraging holiday events for networking, and setting more appointments with potential buyers and sellers.
Brian Icenhower
Encourage Agents to Leverage Technology
Technology can play a huge role in keeping real estate agents productive and motivated. Encourage your agents to use the tools available to them, such as CRM systems, marketing automation, and social media scheduling tools.
By automating some of their day-to-day tasks, agents can free up more time for high-value activities like lead generation and client meetings. Plus, using tech tools to keep in touch with clients—whether through automated emails, social media posts, or listing alerts—can keep agents top of mind with their leads.
Reframe Goals and Adjust for Realism
It’s important to acknowledge that some of the goals your agents set earlier in the year might be out of reach at this point. Rather than letting that discourage them, help your agents reframe their goals to focus on what’s still achievable.
If an agent’s goal was to close 15 deals this year but they’re currently at 10, guide them toward setting a realistic target for the remaining months. By setting new, attainable goals, agents can stay motivated rather than feeling overwhelmed by goals that now seem too far out of reach.
Final Thoughts
As we approach the end of the year, implementing strategies to motivate real estate agents in October is critical to maintaining momentum and finishing strong. Encourage your team to focus on lead generation, sign buyer agency agreements, and use gamification to keep the energy high.
Now is the time to review goals, create new challenges, and stay focused on what matters most: generating new business and keeping clients engaged. With the right mindset and approach, your agents can push through October and into the new year with confidence.
