Play Bigger in Real Estate with Raquel Q.

4 Months to Go, Is Your Lead Gen Plan Built to Win?

• Raquel Quinet • Episode 377

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This episode is all about shifting gears before the calendar flips. I’m pulling back the curtain on what most agents get wrong in the last four months of the year—and how the top producers play a completely different game. If you’ve ever thought, “I’ll just start fresh in January,” this episode is going to challenge that mindset. Because here’s the truth: your Q1 closings don’t start in January—they start now.

I break down the 4 non-negotiables of a winning lead gen plan that will help you finish strong and stack momentum for your best year yet. We’ll talk about:

  • Why 25 conversations a day is still the timeless formula for closings
  • How to treat daily lead gen as a system (not wishful thinking)
  • Database discipline—turning your CRM from a junk drawer into a gold mine
  • Why “CEO Mondays” can completely change how you lead your week

And I’ll share the exact mindset shift that separates agents who stay stuck in hustle mode from CEOs who build machines that generate leads on autopilot.

👉 If you’re ready to stop coasting, get intentional, and walk into next year already ahead, this episode is for you.

🎧 Hit play, take notes, and then audit your lead gen plan. Is it really built to win—or just keeping you busy?

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Thank you for joining me on this episode of The Raquel Show, and remember, keep pushing your limits to achieve your goals.

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What you do determines your Q1 closings today. The deals you're negotiating in December, those conversations started in September. The referrals you cash in in January, guess what? They're seated right now with how you show up for your database. And here's what I see the mistakes most agents make. Too many agents wait until New Year's to reset.

But the true agent CEOs, they're already building momentum in the fall. They're not starting from zero in January. They're stacking their wins now. So Q1 is their best quarter.

Welcome back to The Raquel Show. This show is for entrepreneurs who want to play bigger in business and in life. And I'm Raquel Quinet. And as always, I am so grateful that you are here today and that you continue to listen to the show. And if you're new here, welcome. We are officially in the last four months of the year. Can you believe it? This is a time when most people slow down, but top producers know that this is the time where you actually set up yourself for your biggest year yet. And if I am being completely honest with you, I've been reflecting a lot myself. Every September I ask, am I going to finish strong or am I just going to coast? And the truth is what you do in the next 120 days isn't just about this year's numbers. 

We know that it determines the kind of momentum you walk into January with. So in today's episode, we are diving into something every top producer needs to hear. Is your lead generation plan actually built to win or is it just keeping you busy? And if you've been craving more clarity, more consistency, more revenue and a plan that doesn't burn you out, this episode is for you. 

You see most agents treat the last four months as a year to kind of wind down or it's been a tough year Raquel. I'm going to like refocus, re-energize and maybe take some time to reflect. You see holidays come up, the market shifts and they think I'll just hit it hard in January. But here's the reality. What you do determines your Q1 closings today. 

The deals you're negotiating in December, those conversations started in September. The referrals you cash in in January, guess what? They're seated right now with how you show up for your database. The pipeline that gives you peace of mind in 2025, it is built in the final stretch of the year. 

And here's what I see the mistakes most agents make: too many agents wait until New Year's to reset. But the true agent CEOs, they're already building momentum in the fall. They're not starting from zero in January, they're stacking their wins now. So Q1 is their best quarter. 

And one of the things that I'm noticing even right now in today's market is I think we're going to see, that some agents will struggle in these last four months and it will be challenging these last four months because of all the different changes and all the different things it takes today to sell a home. There are more challenges even with top producers. They tell me all the time it is more challenging today to sell a home than it ever has been. And I tell my clients, don't let the calendar trick you into coasting. The market doesn't run on January 1st. It runs by your consistency today. And that's why this conversation is so important because I want you to be ahead of the game because the next four months are either going to set you back or they're going to set you up.

And if you want to win these last four months and stack your pipeline for next year, there are four non-negotiables you need in place. And I call them the four non-negotiables of a winning lead gen plan. 

Number one is 25 conversations a day. It is tried and true and it has happened for many, many years that 25 conversations a day. Some people say 20, I say 25, especially when markets are shifting. 

This one never changes; if you want appointments, if you want contracts, if you want closing it starts with conversations, you can't get away from conversations even if you were faceless on social media, you still have to have conversations to sell real estate. That means 25 real estate related conversations every single day's not likes not views not one-way posts It's actual two-way conversations and I'm talking DMs, text messages, calls, or even face-to-face, because here's the formula: start with conversations. Conversations go to appointments, appointments go to contracts, and contracts go to closing and you get paid. 

Number two is daily lead gen activities. That is your second non-negotiable activities. And I want you to ask yourself, how many posts are you going to post on social media? If social media is your lead lever, how many open houses are you going to do for the next four months?, or how many emails or database touches are you going to do in the next four months? I want you to be very specific so that you can measure it, because what you measure, you improve. Whether it's three IG posts or stories every week, one YouTube video per week, one open house per week, or two database emails per week. Whatever it is, I just listed a few. When you treat these items as non-negotiables, you start operating out of hope and start operating with a system. 

And number three is database discipline. Your database is your gold mine, and that has also been tried and true for many, years. But most agents think of it as a junk drawer. Here's what I want you to do, every new person that you talk to with these 25 conversations of real estate every day goes into your CRM. I don't care what CRM you use. Don't ask me what the best CRM is. It's the one that you use, no exceptions. Then I want you to start cleaning up your database systematically. So let's start with the A's on the first of the month and you know, go down to the B's the next day. Then go to C's on day three and so on. 

You'll get through your whole database, I promise you, in a month if you are consistent. Once you've cleaned your serum, I want you to move into your friends Facebook list. Why? Because I think a lot of your clients are on your Facebook or a lot of your sphere is on your Facebook versus your Instagram. Sometimes you get follows, but with Facebook, you actually have to approve your friends. And then you get to clean them up because there is a limit for those that have big databases to 5,000. So organize and reconnect because let me tell you, your next listing, your next closing is sitting in your database right now. 

And number four is CEO Mondays. This one is huge every Monday, block off some time to work on your business, not just in it. Even if it's in the afternoon. And here's what those CEO Mondays could look like. I want you to review your needle moving priorities, follow up with your pipeline, follow up with your past closings or your past appointments that haven't wrote a contract or you haven't scheduled a listing appointment. Game plan your week ahead. You got to close the loops on your previous appointments if they haven't gotten into contract yet or they haven't gotten a price reduction. 

When you protect the CEO time, guess what? You stop reacting and you actually start leading. And I'll tell you from personal experience, when I have built my teams and even still today, as my coach a few years ago told me, Mondays are so sacred. We set the tone for the week instead of letting the week set the tone for us. 

Too often we come back from open houses, from showings, and we go into a chaotic Monday. Start taking control of your Monday like a CEO and treat them as sacred. That discipline alone will change everything. Next is I want you to think about your mindset behind all of this because agents chase leads, CEOs build machines that generate leads. And what I gave you are your four non-negotiables that are machines that could generate leads. 

And if your current plan requires you to be on 24/7, then guess what? You don't have a business. I want to remind you, you have a job, so we've got to create some machines. I know it feels scary to shift or hiring your first assistant or your first VA investing in coaching, letting go of certain tasks that you've been holding onto. But here's what I learned. The scariest moves are usually the exact ones that will unlock your next level. So I want you to ask yourself right now, what's one move that 

I've been resisting because it feels so uncomfortable. That's probably the move that will collapse time for you. 

So I want to bring this home, my friends. If you want to finish strong this year and you want to walk into the next year with momentum, here are your four non-negotiables for the next four months. 

  • Number one is 25 conversations a day. 
  • Two is daily lead gen activities, pick them and stick to them. 
  • And three is database discipline and for our CEO Mondays, simple, but not always easy is what I tell everyone in real estate is your challenge this week is to audit your lead gen plan and ask yourself, is it really, really built to win? Be honest. Is it built to win or is it just keeping you busy? 


And here's the truth, the agents who wait until January to get serious, they will already be playing catch up, especially in this market. The CEOs who start today will already be ahead. And if you're ready to stop running your business like an agent and start operating like an agent CEO, join me inside of the Agent CEO Accelerator. It's where we build systems, the community and the accountability that you need to Play Bigger. 

I want to thank you all for tuning in to another quick no fluff episode of the Raquel show. I want to send you all the love and success for the week ahead and remember, keep taking action even if it's messy and always, always, always Play Bigger, my friend.