The Countdown Is On
You’ve got one final window to decide how this year ends for your business: either on autopilot or in a sprint. There’s just enough time to either drift into January feeling behind or charge into 2026 already ahead. The choice comes down to focus.
There are plenty of ways you could approach the months ahead, but if you want to set yourself up for success, here are your two best bets: treat them as a 90-day quarter or run them as a 12-week sprint.
The book The 12 Week Year brought light to this shorter-cycle mindset: breaking goals into 12 weeks to create urgency, clarity, and execution. Instead of drifting through 12 months with endless room for procrastination and the weight of unforeseen circumstances that are bound to pop up, you get four “mini-years,” each with its own reset and focus. In a 12-week cycle or 90-day sprint, there are far more controllables, more you can predict, plan, and influence. The finish line is close enough that your brain treats it as urgent, which reduces stress and keeps motivation high.
However you frame it, the idea is the same: every week matters. That’s why a scorecard becomes essential. It’s how you’ll know, week by week, if you’re truly on track.
The 3 Metrics to Track for Your 90-Day Sprint
What you measure improves. You need to track your results to know how you are doing.
1. Number of Meaningful Interactions per Week
Conversations are the raw material of your business. Every deal begins with someone you know, meet, or reconnect with. Tracking your weekly communications keeps your pipeline alive and gives you a clear measure of how much new business you’re creating. Make them quality interactions, not just surface-level touches. That can happen sitting down for a coffee, making a phone call or sending a thoughtful follow up. It can also happen online. A genuine back and forth in your social media DMs counts as much as a handshake or a call when it deepens trust and moves a relationship forward. These interactions lead to you being top-of-mind and assuming your trusted contacts know you are REALTOR®, it positions you for when they are ready to make a move.
2. Number of Listing & Buyer Appointments
Ok, this technically 2 metrics, but there are two sides of the same coin. Through your meaningful interactions, you will meet people who are interested in pursuing a real estate transaction. Appointments will naturally happen, but if your appointment volume is low, then you need to do one of three things:
- Have more meaningful interactions – Talk to more people.
- Have better quality interactions – Find opportunities to have real estate related conversations (home investment reviews, unsolicted video or mini-CMAs, etc).
- Find people more likely to be thinking about a move – like open houses for example.
3. Social Media Consistency (Growth per Week)
In today’s market, showing up online is part of showing up for your business. Tracking your weekly social media growth such as net new followers, engagement, or content posted, is the simplest way to measure consistency. Growth means you’re staying visible and relevant to your audience, which reinforces every conversation and appointment you book offline.
Track these metrics every week, and you’ll know exactly where your business stands long before the year ends.
The Sprint is Yours to Run
The truth is, most people will coast through these last 90 days, waiting for January to “really” start. That’s your advantage. If you treat the next 12 weeks like a finish line instead of a holding pattern, you’ll step into 2026 with momentum, confidence, and results that others are still scrambling to create.
Don’t overcomplicate it. Keep your eye on the three metrics—interactions, appointments, and consistency—and let them be your scoreboard. Every week is a chance to score points, stack wins, and prove to yourself that you can control the pace of your business.
