Q3 Wrap-Up: Here Comes Q4

Welcome back, closers. Fall officially arrived last week and pumpkin everything just invaded the grocery aisle. Translation: Q4 is knocking.

This edition helps you finish strong. We will run a fast Q3 financial reflection, line up a light tax prep checklist, turn one-time leads into lifetime clients, and give you a steady plan for staying effective when the headlines wobble.

Refill the mug, open your dashboard, and let’s turn the page from “almost” to “achieved.”

— Steve

ACCOUNTANT ANGLE

 Q3 Financial Reflection & Tax Prep Light

Start with clean data. Reconcile every account through September 30, then run three reports: year-to-date P&L, balance sheet, and cash flow. Highlight variances over 10 percent against your Q3 plan and note the why. If “Marketing” spiked, connect it to leads and contracts, not vibes.

Next, estimate a conservative tax set-aside from Q3 net. Move the funds into a dedicated account so October does not eat them. Confirm 1099 vendor totals and collect missing W-9s now, not in January. If you reimburse assistants, close out unpaid expense reports so your P&L reflects reality.

Finally, build a Q4 budget tied to pipeline math. Fund must-run items first, then release campaign dollars in smaller tranches tied to signed agreements. This is “tax prep light,” not advice. If anything looks odd, loop in your CPA. Clean books today equals calmer holidays tomorrow.

BUSINESS BOOSTER

Converting Leads into Long-Term Clients

Treat every closing like the start of a membership. Create a 100-day “Client Care” plan that includes a home-maintenance checklist, a two-minute video on seasonal prep, and an equity snapshot with a link to request a fresh CMA.

Segment past clients by neighborhood and life stage. Send micro-market updates that match their block, not the whole metro. Offer an after-close concierge list with two vetted options per service and a clear disclosure if you receive referrals. You are curating time savers, not pushing products.

Host a quarterly homeowner webinar with a lender and a contractor. Keep it practical: insurance renewals, energy upgrades, rate watch. Finish with one easy ask: “Who else on your street would benefit from this?” Track engagement in your CRM and create tags for interests. Long-term loyalty grows when you educate, personalize, and show up predictably.

COACHES CORNER

Staying Effective When Things Feel Uncertain

Uncertain weeks reward structure. Start each morning with a 3-by-3: three revenue actions before 10 a.m., three follow-ups before lunch, three minutes of file hygiene before shutdown. Small, repeatable wins crowd out doom scrolling.

Control inputs, not outcomes. When a deal wobbles, run a five-minute reset: write the facts, list two options, choose one next step, then move. Keep an “evidence file” of past wins you earned on hard days. Glance at it before tough calls to replace nerves with proof.

Protect your attention. Check news and socials on a schedule, not as a reflex. Use a simple boundary line in emails: “I review messages at 11 and 4. If urgent, text.” Calm is a service you provide. Clients borrow it when the market throws curveballs.

BOOK OF THE MONTH

“Mindset” by Carol Dweck

As the year winds down, Dweck’s science is a practical compass. Fixed says “This deal fell through.” Growth asks “What did it teach me and how do I apply it by Friday?”

Try this three-step filter on any challenge. First, name the skill you can strengthen, for example price counseling or time blocking. Second, design one tiny rep you can repeat daily, such as a 60-second role-play or a five-minute calendar audit. Third, seek feedback fast. Ask a peer, “What would make this clearer or faster?” Effort plus strategy plus feedback beats talent when the clock is ticking.

Pin a sticky near your screen: Not yet is not no. Use it when a buyer hesitates or a listing needs a price pivot. The reframe keeps you adaptive and forward-looking through Q4.

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

NEWS YOU CAN USE

Pending Home Sales Jumped 4.0% in August — National Association of Realtors

Why You Should Read: Momentum signal for fall buyers and a confidence boost for sellers.

Best Real Estate YouTube Channels — HousingWire

Why You Should Read: Shortcut your learning and content ideas with proven creators.

Mid-October Is the Best Time to Buy in 2025… With a Caveat — Real Estate News

Why You Should Read: Time your outreach and set expectations on inventory and pricing.

TO-DO LIST

Your Next Move — Turn Insights into Action

✅ Reconcile through 9/30 and move a Q3 tax set-aside to a separate account.

✅ Draft your Q4 budget and tie campaign releases to signed agreements.

✅ Build a 100-day Client Care plan and load tasks into your CRM.

✅ Schedule one homeowner webinar for October and invite past clients.

✅ Share the “best time to buy” article with your take and offer a micro-market analysis.