Look.

If you run a local service business, meaning you're a realtor, financial advisor, fitness coach, photographer, mortgage broker, plumber, etc, and you're not already planning for Q4, you're leaving money on the table.

You need to speed up.

Because you don’t win Q4 in Q4. You win it in the last few weeks of Q3. This is where you frontload demand, fix your leaky systems, and stack your pipeline before the holidays hit.

In this article, I’m going to walk you through what to do, how to think, and the most practical, tactical strategies you can implement right now to finish the year strong, even if you feel behind.

Let’s go.

1. Fix the Real Problem First (It’s Probably Not What You Think)

Most solopreneurs and service providers say:

• "I need more clients."

• "I just need to post more."

• "My audience isn’t engaged."

But that’s all surface-level. The real problem is that

You don’t have a predictable marketing system.

That means:

• No consistent traffic source

• No daily leads coming in

• No reliable way to convert strangers into buyers

Don't run an ad or post content when you feel like it or when your pipeline is getting dry.

Just posting more isn’t the solution. Running an ad without a system is lighting money on fire.

You need to fix your foundation first. And then turn on the volume.

Systems > Feelings

2. Set a Q4 Sales Goal and Reverse Engineer It

Don’t start with, "Let’s just do our best."
Start with, "What would winning Q4 look like?"

Let’s say you want to do $50K in Q4.

You offer a $2,500 package? That’s 20 sales.
You have 12 weeks. You need about 2 sales/week.
You close 1 out of 4 calls? You need 8 calls/week.

It's simple math.

Now you wake up knowing exactly what to focus on.
Not hoping.
Not guessing.
Just executing.

3. Run a "Before the Rush" Campaign

This is the best Q4 play most people ignore.

Run a campaign in late September / early October framed around: "Get results BEFORE the holiday chaos hits."

Think:

• "Sell your home before the winter slowdown."

• "Get your finances in order before the New Year."

• "Book your family photoshoot before our calendar fills up."

Why this works:

• It creates urgency without discounts.

• It positions you as a proactive, in-demand professional.

• It helps clients avoid the chaos of November/December.

Use email, SMS, social posts, and DMs. Keep it simple:

• Problem

• Solution

• Why now

• How to book

We’ve used this campaign with our clients. It works. Do it.

4. Build a "Referral Revival" Plan

Here’s a zero-cost campaign you can run starting today:

Reach out to every client you’ve helped in the last 6–12 months and say:
"Hey [Name], just wanted to say thanks again for working with me. If you know anyone who could benefit from [X result], I’d love to connect. I’m doing something special this quarter and only working with a handful of new people."

Do this in email, DM, text. Keep it personal. Don’t mass blast.

If you do this 30 times and get 3-5 warm leads? Worth it.

Want to juice it up? Offer a bonus or gift card for referrals who sign.

5. Simplify Your Content Strategy to 2 Buckets

Most service providers are overwhelmed with content.
You don’t need to be a content machine. You need to be clear and consistent.

Here’s the 2-bucket system:

Bucket 1: Authority Content

Stuff that positions you as the expert.

• Client wins

• Mistakes to avoid

• "What most people get wrong about X"

• Tools, strategies, frameworks

Bucket 2: Offer-Driven Content

Stuff that drives action.

• "Spots open this week"

• "Here’s how we help our clients"

• "If you want [result], we should talk."

Post 3x/week. Mix 1 from each bucket. Add a call to action.
That’s it.

Use AI to draft posts. Spend 15 mins per post max. Move fast.

6. Promote Your Client Wins Everywhere

If someone is winning in your service or process, talk about it.

• Turn it into a post

• Screenshot the text

• Make a reel

• Add it to your email

• Turn it into an ad

• Add it to your sales page

Nothing sells like proof.

And most business owners don’t leverage it enough.

You don’t need 1,000 testimonials. You need 3-5 solid ones used everywhere.

7. Use AI to Save Time and Scale Output

Here’s what I tell every business owner:

You don’t need to become an AI expert. You just need to delegate like a CEO.

Use ChatGPT to:

• Write your weekly emails

• Turn one idea into 5 posts

• Write follow-up scripts

• Draft your referral messages

Time saved: 10+ hours/week
Impact: Massive

Inside our Marketing Lab, we give you the prompts and templates so you don’t have to guess.

8. Set Weekly KPI Targets

This is boring. Which means it works.

• How many people saw your offer?

• How many leads entered your world?

• How many booked a call or consult?

• How many bought?

Track these every Monday.

If numbers go down, increase volume.

If numbers go up, optimize the follow-up.

What gets measured gets improved.

9. Make Your Offer Stupid Simple

End of year = people are busy.
If your offer is complicated, they’re out.

Make it brain-dead simple:

• Clear outcome

• Obvious timeline

• Irresistible bonus

Examples:

• In 30 days, we’ll list, market, and negotiate your home and get it under contract, or we’ll pay for your next mortgage payment.

• "In 3 weeks, we’ll map out your 2026 financial plan, automate it, and show you where to save $10K."

Clear > Clever.

Final Word: Q4 Is the Sprint Before the New Year Marathon

You don’t coast into January. You sprint into it.

Most people start planning in January. That’s when you’re already 10 steps ahead.

Plant seeds now. Book clients now. Build demand now.

Use the next 90 days to:

• Launch 1-2 strong campaigns

• Get 2–3 clients/month

• Lay the foundation for 2026

This is the playbook. You just need to run it.

If you want help building out the systems, content, follow-up, and AI-powered tools to make it all work...

Join the Marketing Lab for $1

We’ll help you finish the year strong and start the next one even stronger.