Q1 Check-In: Are You on Track?

Hey there, lovebirds and listing champs! Hope you had a memorable Valentine’s Day—now, let’s show a little love to your business.

Before the madness of spring hits, it’s time for a quick reality check: are you on pace with your Q1 goals, or are you already feeling behind?

This week, we’ll tackle how to spot financial red flags early, wow sellers with an irresistible listing pitch, and handle conflict like a diplomat. We’ll also highlight one game-changing habit from The ONE Thing, plus share the latest industry headlines so you stay in the know.

Ready to give your business some TLC?

Let’s dive in!

— Steve

ACCOUNTANT ANGLE

Quarterly Financial Health Check

It’s mid-February, which makes now the perfect time for a quick Q1 financial tune-up.

First, compare your actual income and expenses to what you projected back in January. If you didn’t make projections, you can use the same prior period (i.e. January and February 2024) for the comparison.

Are marketing costs creeping higher than expected, or is your commission total lagging? Don’t panic—tighten up your budget where you see unnecessary spending, and consider refocusing on lead sources that delivered the best ROI last year. Keep an eye out for small fees or subscriptions that add up (looking at you, unused software tools!).

Finally, review your pipeline: if closings are light for the next month, ramp up prospecting now so you’re not scrambling in March and April.

Remember, a nimble approach to your finances means fewer surprises—and a healthier bottom line by quarter’s end.

BUSINESS BOOSTER

Maximizing Your Listing Presentation

Your listing presentation isn’t just a formality—it’s your chance to prove you’re the best Realtor for the job. I had a chance to talk with my Real Estate clients and here are a few highlights.

Start by doing some quick homework: know the neighborhood comps like the back of your hand, have a unique marketing plan ready to go (think drone footage or interactive 3D tours), and highlight your track record with similar properties.

Then, make it personal. If the sellers have a young family, show them how you’ll market the top-rated school district; if they’re looking to downsize, emphasize your strategy to attract active retirees.

Finally, don’t forget to ask for the listing.

Confidence is key—if you’ve laid out a clear plan that resonates with their goals, you’ll leave that meeting with a handshake (and a signed agreement).

COACHES CORNER

Communication Skills for Tough Clients

We’ve all had that challenging client who’s perpetually suspicious or quick to anger.

Step one: listen more than you talk. Often, they just want to feel heard. Let them vent (within reason), and confirm you understand their concerns by rephrasing them.

Step two: keep emotion out of it. Even if they sound frustrated, respond calmly and professionally. If tension escalates, suggest a brief pause or reschedule the conversation so cooler heads can prevail.

Third, offer options rather than ultimatums. For instance, “Would you prefer a weekly call or a daily text update?” Shifting the focus to actionable solutions helps them feel in control.

Ultimately, a little diplomacy can defuse drama—and might even turn a tough client into a loyal advocate.

BOOK OF THE MONTH

“The ONE Thing” by Gary Keller and Jay Papasan

We’re back with The ONE Thing. Last week we talked about daily application, and this week, it’s all about isolating one habit that can turbocharge your real estate success.

Maybe it’s making three extra cold calls each morning, or spending 20 minutes analyzing market data before scheduling any meetings.

The key is to pick a single, high-impact action and do it daily—no excuses. Over time, that consistency compounds, transforming your business in a way scattered efforts never could.

It might feel odd at first to let other tasks take a back seat. But by doubling down on the habit that truly moves the needle, you’ll find that everything else becomes easier—or sometimes even unnecessary.

Give it a shot and watch the momentum build.

Go ahead and click the image to order the book from Amazon.

NEWS YOU CAN USE

“Mortgage Rates Slide to 6.87%, Foreshadowing Stronger Housing Demand—Despite Worryingly High Inflation Report” — Realtor.com/news

“Builders’ Top Challenges for 2025” — National Association of Home Builders

“Instant Reaction: CPI, February 12, 2025” — National Association of Realtors

TO-DO LIST

Your Next Move — Turn Insights into Action

✅ Run a Mini Financial Audit. Compare your projected (or prior period) vs. actual income/expenses, tweak budgets as needed.

✅ Revamp Your Listing Pitch. Update your marketing plan and tailor it to each seller’s unique needs.

✅ Practice Active Listening. Next time a client vents, summarize their concerns and propose clear solutions.

✅ Adopt ONE New Habit. Pick one daily action (like prospecting or market research) and give it priority all week.

✅ Stay Current. Skim the articles above to keep pace with mortgage rates, builder news, and economic data.