As we all dive into the last few months of the year, we still have time to achieve great results by committing to a huge push to the end. I just went over all the numbers with my accountant, and I see in print what I have accomplished so far this year. And I know what I want to have accomplished by New Year’s Eve.

Start setting goals today

This year ends in almost three months — we have no time to waste! How do you want to finish this year? What is your goal-setting plan? Just as if you’re in the final quarter of a football game, you still have time to come out on top! 

Goal-setting is key to your fourth quarter (Q4) success. Football players have a simple goal of scoring more points than the other team. However, it will take all their effort, and they cannot take any plays off, or they will lose. Our goals in real estate are a little more complicated, but can be just as difficult.

In November, I will turn 50. I made it a goal in 2012 to earn extra money to build a new rental home and experience an African safari. These two items are on my “dream board.” And when goal-setting tells you where it’s headed and what success will look like during the journey and upon arrival, goal-setting is a positive and powerful business practice. But when practiced poorly, goalsetting can negatively impact your business, and more.

Make a comeback

If you’re a sales manager, Q4 has arrived for you, too. While your numbers may not be where you would like them to be, don’t throw in the towel just yet — good sales leaders can adapt to the economic downturn and retool to find success. I am constantly retooling to make sure I am adapting to all that comes down my road.

How to pull off this comeback? Sales managers must focus, drill and deliver in three fundamental areas. First, they must make sure that their sales team has a positive psychological mindset. Next, they must make sure that their team spends its precious selling time as effectively as possible. Finally, they must coach their team to skillfully execute the critical “best practices” necessary to win the game.

• #1: Make believers out of yourself and your team: Give yourself and your team the best “I have a dream” speech. Sales leaders must pull everyone together — team meetings in person are my victory — and talk from the heart. Let them know that the game can still be won! Convince the team that you can lead them to victory.

• #2: Be a time-management master: Sort out their sales funnels, and create a short list. The management team, along with all of the salespeople, must evaluate each individual sales funnel at the beginning of Q4 to determine which opportunities to pursue.

Q4 is about to begin, but sales revenue touchdowns and a come-from-behind victory are within grasp, even in this recessionary economy. In fact, there’s something about having a tight deadline that energizes people and helps them focus. Good salespeople love a challenge. I live my life with deadlines and rush to finish all my projects in time … it’s my “adrenaline rush.”

Harness your competitive spirit and channel it in the right way, and you’ll be amazed by what you and/or your team can accomplish by the end of 2012. Together, let’s make this quarter one of the best quarters of our lives.

Marcus A. Wally, MBA, is an active REALTOR^® in St. Augustine, Florida. Marcus is the founder and broker of New World Realty, which also manages the coaching and facilitation of education classes around the world. Marcus earned his MBA from the University of North Florida in Jacksonville. He can be reached at 904-669-1081 or at marcus@newworldrealty.com. Learn more about him at www.newworldrealty.com.