Welcome to separation season. This is the time of the year. God bless my pops right here. This guy

who said to me a long time ago, do you want to be successful? I'm like, of course. He's like, there's two quarters where you absolutely have to kill it. You got to kill it in the first quarter, but the only way you kill it in the first quarter to set the tone with the rest of the year, because if you don't achieve your first quarter goals,

you got to reset all the goals,

and that usually means lowering them

because you can't make it up. That's just it is what it is. But what you would say to me is, but the first quarter is all going to happen if you do what you're supposed to do in the fourth quarter. So as we sit here in October, my question for you is, are you doubling down on the efforts that have helped you get to where you're at this year?

The things that worked, maybe it's your database, maybe it's open houses.

I don't care.

But what I know to be true is if you double down on your efforts, which means you actually commit to work harder to do more in the fourth quarter.

Now, I'm not saying don't enjoy Canadian Thanksgiving in October and U.S. Thanksgiving in November and the holidays in December. I'm saying

carve out the time in your schedule to do all those activities, to be with your family, to have

fun, all that stuff. I want you to have it all. But between now and the

rest of the year, you also need to carve out time in your calendar to do the things that ensure

your success. Look, you got to dig, dig, dig deep in the fourth quarter because there's

less transactions for the most part. There's less competition, by the way, and there's way more distractions.

So what am I saying to you?

Separation season is where you separate not yourself from the competition.

You separate the old version of you with the new version of you.

Got it.