Dreaming of Q4 commissions?

It is human nature to count your commission check before it hits your account.

And if this is one of those years where the check is fun, good for you. Buuuut, keep your foot on the gas for Q4. By doing that, you’ll be gassing your Q1.

Mid-November is right around the corner, and that’s when the holiday time warp begins. Make the last six weeks of the year productive. Seeing your balance swell in January won’t feel that fun if your Q1 is limping.

Today, make two lists:

First, compare what’s on the books in your Q1 ’26 against Q1 ’25. There will be attrition, so make a list of new business targets that will help you reach your Q1 goal.

Next, focus on Q4 ’25: who haven’t you contacted about adding to their contracts this quarter? Who on your list might have money for you because one of your competitors is screwing up?

Finally, hit the phones and email. Get appointments that could yield something positive for both Q4 and Q1.

If you’re about to receive a big commish deposit sometime in January, good for you; congrats! There aren’t many out there killing it.

And if you’re having a rough one…that’s okay, you’ll be back stronger than ever next year.

Either way, this 2-minute skit from SNL about personal finance is a merry reminder of the number one rule regarding sales commissions:

Pay yourself first…before you head out on a shopping spree. No matter the size of your commission, peel away as much as you can and save it.