2020 4th Quarter RUSH! – Jim Johnson

Treat Q4 as a micro-year: October is 'sell it' (the '30 in 30' challenge — 30 new contracts in 30 days), November is 'build it,' and December-January is 'collect it' to avoid starving through winter.

Your most likely sale is someone who already knows, likes, and trusts you — the first week of October, get off the doors and on the phones to call every past contact for jobs and referrals.

Call back everyone who said 'wait until storm season is over' in spring — you'll be shocked how many are now ready but were just waiting for someone to follow up.

Collections psychology: 'if it ain't collected by Thanksgiving, it'll get spent on Black Friday' — invoice immediately, because the longer money sits in a homeowner's account the more it becomes theirs.

Prevent winter attrition on jobs carried to spring with a 'winter warranty' certificate plus monthly check-in calls, so competitors can't poach clients door-to-door over the winter.

Set the right expectations in November by knowing your backlog — many storm jobs (e.g., Iowa) will carry to spring, and salespeople must prepare homeowners for that.

Consider gift-oriented Black Friday offers (upgrades, impact-resistant shingles, even an Amazon gift card) — but build the cost into what you're selling.

Don't coast into the holidays: plan 2021 strategically rather than reactively; question growth goals ('why double?') and think whether adding 'half again' makes more money without piling on overhead.