#92 - Your Q4 Game Plan: 5 Tools to Finish the Year Strong

Still hoping to hit your sales goals before the end of the year, but feeling behind, scattered, or unsure where to focus? 

Let's fix it!

In this episode, I'm sharing a soulful yet strategic Q4 Game Plan to help you simplify your priorities, generate momentum, and make aligned sales in the final stretch of 2025.

Learn 5 practical tools to clarify your offer, reverse engineer your revenue, and build weekly momentum so you can end the year strong.

Plus learn how to use the free Q4 Planning Checklist (linked below) to make it happen.

Whether you’re still building your business or ready to scale, this episode will help you close the year with confidence and clarity.

Links Mentioned:
🎧 Free Q4 Game Plan Checklist
🚀 Join the Soulful Sales Accelerator (starts Nov. 3)
📦 Foundations Group Coaching (6-month group program to clarify your offer and build your funnel + automated systems)

Mindset to Market is a Luminous Creative Production. If you'd like to learn more about our business coaching program and group coaching container, please visit us online at DeborahcSmith.com.

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Mindset to Market is produced by Deborah C. Smith and designed to inspire and support big-hearted creatives in finding their own unique path, building a sustainable business, and creating financial, spiritual, mental wellness and abundance.

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Transcript

 Hey, hey. Welcome to the show. I'm so glad you're here today because I'm gonna dig into something both creative and also critical to your financial bottom line. We're in the final stretch of 2025, this Q4, and that means less than 90 days left to meet your sales goals, to launch that holiday offer, or finally shift out of hustle and survival mode into some real momentum.

And I've been thinking quite a bit about how chaotic the world might feel right now, and it can be really difficult to focus. So my goal as a coach and a creative and this podcast in general is to be a lighthouse for you and to help you focus on your goals, right? And in this case, it's your year end sales.

But also to help infuse a little bit of fun into the process, which helps eliminate stress. And also, you know, when we are creative and we're tapped into the flow and we're leading from that high vibrational place, it's so much easier and so much more enjoyable to connect with people and to create those simple sales.

So that's what we're gonna try and do here. You do still need a plan, but let's try to make it joyful and fun. So today I'm gonna show you how to create a simple and effective Q4 game plan that's gonna help you finish this year strong. And whether you are still in the building phase of your business or you're ready to scale, I have a few ways that I can support you that I'll expand upon later on in the show.

But if you don't yet have a clear offer, a simple funnel to generate leads and sales, or a system for showing up consistently. Then right now is actually the perfect time to join my foundation's group coaching program, because that's gonna get you set up with all of that, that infrastructure before 2026 hits.

So you have an actual engine behind your business. Your messaging is clear, your offer is clear, and your systems are in place so you can show up daily and just execute your plan. If you do have an offer and it's working and you're serving clients, they're getting results, and you just wanna focus and lean in on increasing your end of year sales, then I'll tell you a little bit more about this at the end.

I run a program called the Soulful Sales Accelerator. It's a sprint, and the next one kicks off November 3rd. So that's really fun and it's a great way to focus in and make those end of your sales. So, but right now we're gonna talk about creating your plan. So pull up a seat and prepare to be inspired for how you can still make this quarter your best sales months of the entire year.

Okay, here we go. Hey there. Welcome to the Mindset To Market Podcast, your go-to place for practical tools and solutions for the everyday challenges of being a creative and spiritual solopreneur living in a material world. I'm your host. Deborah Smith. I'm a holistic business coach with 17 years of experience, and I help my clients bust through mindset blocks and build a daily practice that prioritizes your business's financial growth as well as your personal health and wellness.

I'm here to offer you support, creativity, mindset, practical how-tos, and getting into imperfect messy actions so you can find balance while building the dream. Business. If you're a purpose-driven solepreneur, who's working on that dream one day at a time, then you're in the right place. Let's dive in. Yes, yes.

Here we go. Rock stars. It's Q4. Time is actually ticking, and so whether you're trying to hit a sales goal or finally launch your signature offer or build momentum for this coming new year. What you do in the next few weeks could actually make a huge difference in the results that you get. And it's not too late, uh, to get lots accomplished.

And I already know that you would love to make some more sales by the end of this year or make your first sale this year because you wouldn't be listening to a podcast about marketing, if not, right? So let's claim that goal. Let's own it and embrace it, make it real, and have some fun. Okay, so in this episode I'm gonna cover five tools or steps, or you know, basically tools I'm calling them, but that are gonna ensure that you get to that goal, whatever it is.

And for each one, I'll share the mindset behind this and sort of why it matters, the basic strategy, or what the tool is and how to use it. And then I'll give you your immediate next steps in order to use that tool. So let's do this. The very first one, I'm diving right in here. It is kind of ground zero for maximizing your Q4 revenue because it's also the basis for all of the other tools that I'm gonna share, and that is simply creating a Q4 plan.

Okay? So the mindset shift, the mindset behind this is that clarity creates confidence. So when you have a plan and you know what your steps are gonna be day after day, and you just have to wake up and follow that plan, it eliminates so much friction. And if you're, if you're currently in a place where you don't have a plan that you're following, or the plan that you've been following is not producing the results that you want, um, if your energy is scattered, your results will be too.

So let's tighten it up. Let's actually eliminate some of the noise and get more clear how you're gonna behave for these last couple of. So the strategy here is to use this five step process to anchor your entire quarter, right? Every day between now and December 31st. And these are the exact steps that I am taking, and these are the exact steps and tools that I'm using to guide my clients through their own processes.

Uh, and they're also included in a free Q4 game plan checklist that I made for you. So you can check the show notes. There is a link. It's gonna be just a link to a simple Google doc. You can download it and make a copy. There are no funnels here. Um. At least not yet currently. I just wanna get this in your hands.

Maybe I'll add a little funnel to this later. But, um, so here's the five steps, and I'm not gonna go too deeply into this because you're gonna get the entire Q4 checklist that that goes into detail. So step one is to review and debrief your last quarter of sales. Now, if you're not actively selling, you can look back at Q3 and look where you invested.

Right? And we, we, inside my programs, I have my clients all track, both all of their expenses, investments, and also of course, income in detail. And so even if you're not selling yet. You can look back at Q3 and see where you spent money, where you focused your time, where you had the most connections, where you had, um, great traction with people.

Like whether it was, you know, maybe on social media or maybe in networking groups. Um, working with a coach, however you spent your time. Um, and if you are selling, I want you to look back and review your sales. And you're looking for what worked the best for you. What was the most, you know, magnetic offer that you sold, or what areas of your business had the most traction?

Okay, so we're just gonna revisit that. First, we're gonna review and debrief sales income expenses, and just get clear on how things went for the last three months. The next thing you're gonna do is revisit your personal vision and. Your goals and your values for your business. It's really important that we reset this frequently because it's easy to lose track and start chasing shiny objects and lose track of why we even started this thing in the first place.

I can't tell you the number of times I was sort of lost in the weeds and like down some rabbit hole chasing some new tactic strategy or platform. And realized I had lost sight of what I even was trying to do. So every once in a while, it's good to go back to that original vision for your business and sort of reset yourself.

Oh yeah, why was I doing this? Oh, because I just wanted to help this person have this really quick win. Well, can you get to that quick when you revisit it right now? So step one is review and debrief, Q3. Step two is revisit your personal vision for your business. And then in step three, we're gonna set your revenue goal.

Now, if you've worked with me before, you already know I love to set revenue goals before I worry about the how. I just get clear on the what. How much money am I calling in for this chunk of time in this container? And it's a really powerful way to establish a relationship with your finances that is.

Rooted in desire, but also in practicality because once we start to see those numbers, we can then subdivide those numbers into units of sales. So rather than just throw spaghetti at the wall and see what sticks, we wanna set a financial goal, get really clear and aim to reach that goal by breaking it down into baby steps.

Okay, this is the way that you're gonna get there. So. Step three is to set a Q4 goal. And then step four, we're gonna choose the one offer that's most likely to generate that goal. Now, oftentimes it makes sense to choose the most expensive offer, right? If you're trying to get to, you know, let's say $20,000 in Q4, um, I'm just making these numbers up right now, but you know, obviously if you sell two $10,000 offers, that's the fastest way to get to 20,000.

If your goal is to make a hundred thousand dollars in Q4, then you might need a different priced offer. You wanna break it down into the number of units that you can actually have the capacity to hold space for. And you know, it's always a numbers game. So you're gonna take that number and then you're gonna look at the different offers that you sell, the different ways that you make money.

You're gonna choose just one offer. It's really important for this, this Q4 game plan. Pick the one that makes the most sense for you and that will most likely be able to help you reach that financial goal. And then after you've picked the one offer, you're gonna focus on selling. You're gonna pick one sales system to sell that offer.

And that could be a launch of some kind. It could be a challenge. It could be an email funnel with lots of emails. It could be weekly content on your social medias. You could be selling from stories. It could be a networking event where you're gonna just lead to DM conversations. You are gonna pick just one method to sell your one offer, right?

So whatever makes you the most comfortable, but is also the most likely thing that you'll actually do. It's really important that you choose a system that is achievable, right? Okay, so that is your Q4 game plan. Really simple. Review Q3, revisit your purpose and your vision. Set a Q4 goal for revenue.

Choose the one offer that can generate that goal, and then pick one simple system to sell that offer. And you guys always choose the path of least resistance, so. For, that's different for everyone, but you know, what feels the most realistic for you? Like, in other words, don't tell yourself, you know what, I'm gonna start selling on stories every single day in my Instagram when I've never done that before.

If the way that you have made the most sales in the past, you know, six months to a year, was by reaching out to former clients and asking them for referrals, then come up with an attractive referral and affiliate package and do that again. Pick the system that's gonna actually work for you. So your immediate next step right now for this first tool, this Q4 game plan is to grab the free Q4 game plan checklist from my show notes.

You can go there right now and download it, and you can fill it out today. It'll probably take you all of 10 minutes to create this mini game plan. Uh, using this checklist and I guide you through it every step of the way. So it's really simple. Grab it from my show notes, make a copy so you're creating your own unique document and get busy filling it out.

And if you would like my help with this, that is exactly what we're gonna do inside the soulful sales accelerator, is really strategize your personalized and custom plan, and then hold you accountable to take daily actions towards those goals. So again, that starts November 3rd. Okay. Tool number two is actually to reverse engineer your revenue goal.

So the mindset behind this process is basically that hope is not a strategy. PLA planning your steps is what creates actual flow and gets momentum going. So you have got to take actions. You can't just dream about this financial goal, you've gotta actually move towards it. You've gotta become the kind of person who takes brave steps towards their goal, despite whatever you know is, is challenging you.

So the strategy here is to reverse engineer your goal into weekly checkpoints. And so what needs to happen each week to move the needle forward? So you wanna think six to eight weeks ahead for this. When will you open your cart and or publish your sales page? What dates are you going to be most visible?

Are you gonna focus this around, you know, a Black Friday sale or maybe a Thanksgiving sale, or even just a holiday Christmas sale? Um, or is your birthday coming up? Or are you gonna look to those places in between all the big frenzied holidays when things are a little calmer to connect with your client base?

I mean, of course this depends a little bit on what you sell and who you work with, but you wanna choose when you're gonna have that public open sales page available, and you wanna choose the dates that you want to be most visible and also then reversing from there. When does your content need to be written and or graphically designed in order to do that?

And so the next step for you to take for this second tool or step is to map out your next six weeks on a piece of paper or a whiteboard, and then block out the time for content. Block out the time for sales, block out the time for all the activities that go along with your sales, and also block out time for rest.

And this. Is it a wonderful way to get to your goal very quickly is to choose the end result. Choose the end result date. Let's just say it's December 31st, and then reverse engineer all the steps. They're gonna take you to that goal. Okay? Tool number three is something that I call creating weekly Momentum Loops.

So the idea behind this is that you don't need to do more things, right? You don't need to do a huge push to sell on. Social media and also a massive email newsletter campaign, and also schedule 25 podcast guest episodes and also launch a three day challenge. You know? Right. You don't need to do more. You need to do the very specific correct things and do them consistently.

So going back to, again, building off of that game plan, we're choosing one offer and one. Strategy here, because that's what's gonna help you get into action and, and get momentum. So with the strategy here is just to choose one or two simple weekly activities that support that strategy, that main sales strategy that's gonna consistently generate visibility and sales energy.

So that could be going live, like for example, you could go live every Wednesday for those six to eight weeks. Um, that could be sending a value email that. It tells the story of success from other clients that you've had. So perhaps, you know, you're gonna include a new case story every week for those six weeks in your email newsletter.

This could be starting conversations in the dms and really leaning into connecting with people in a more, you know, sort of immediate way. And whether one of those is actually part of your strategy or not. The idea here is that whatever you pick, I want you to repeat those each week. To build the trust and the traction that's gonna lead to sales.

So your next step for this tool is to choose your weekly momentum loop and add it to your calendar every week through December. And the reason why I'm calling it a momentum loop is because you're gonna continue to do this systemically, consistently every single week for those next six to eight weeks.

And you will see momentum if you stick to something for six to eight weeks. You will. And if you have questions about this, by the way. Email me or DM me anytime and, and I'll help you work through this. Okay? So the fourth tool, or step, or strategy, however you wanna call it in our plan to execute an end of year Q4 plan is to use branded containers and templates to move faster.

So the mindset shift here is that done is better than perfect and fast can still be very polished if you use some prefabricated templates and or simple, simple technical tools. Now, a lot of times when people get stuck or get themselves in the weeds, it has to do with. All of the options around our technical platforms, and sometimes they can be confusing and complicated to set up.

Sometimes they're set up in a way that don't work. So of course we have unlimited options. There's so many wonderful things that we can build these beautiful, robust, elaborate funnels, but we're talking about getting into fast action and making connections with human beings that you can help. And so done is better than perfect.

So the idea here is to purchase templates from people who have a design background, who have already put the heavy lifting and the all the intelligent thought into, you know, the psychology of sales is infused already into these templates. And I've got some great recommendations for people who've I've purchased from before.

Um, I most recently purchased a branded Google Doc template from. A new friend, her name is Nadine, and I'm gonna actually bring her on as a guest because she blew my mind. She runs a a, she's an actual brand designer, and this document that she created is a completely customizable Google Doc template that looks like a website.

It looks like a sales page on an expensive, gorgeous, beautiful website. It's one of my favorite new tools. I've been using them literally for the last two weeks, every single day to help new clients of mine. Create sales pages lightning fast, like in a couple of hours. So I will drop a link to this branded Google Doc sales page template, and you can use my affiliate code Deborah 100 to save a hundred dollars on it.

It is worth its weight in gold. I cannot wait to interview Nadine about how she created it and came up with this idea. But for now, if you are thinking about launching something for the holidays or if you just wanna get into fast action and create a new offer. Check out the sales page template. It's mind blowing and it's gonna save you a lot of time not having to design an entirely new sales page, um, or hire a developer or hire somebody else to do the copywriting for you and all that stuff.

You can literally just, you know, swap in your colors, a couple of images, insert your title, and. Have there be, you know, a PayPal link or a Stripe link that leads to the checkout page and that's it. And you have this beautiful looking sales page. So again, I'll put the link for that in the show notes. And you wanna get your hands on this?

I couldn't believe it. I bought it immediately. And like I said, I've been using it nonstop for the last two weeks, so, um, go check that. But also Canva has great templates. There are amazing template tribes. There's lots of people that have prefabricated tools and for a very low cost, you can quickly create something that's gonna look very professional.

And I'm suggesting this because if you wanna execute on this Q4 sales plan and really make some sales at the end of the year. You don't wanna get stuck, uh, with heavy lifting in the technical department, that's someplace where I see my clients get stuck all the time. It's one of the reasons I get hired a lot because I help with the tech.

So this is for anyone listening who's like, I'm ready to launch this new idea. I had a great idea. Um, the, I've been brainstorming and I'm excited about this, but I, I just, I'm overwhelmed by figuring out how to execute. Use a template, buy somebody's templates. If you want a recommendation for design templates, I've got lots of them.

So give me, shoot me a DM and I'll, I'll send you more ideas. Alright, let's, let's talk about my all time favorite tool. Uh, number five is actually really a mindset shift, and this is so important. I'm, I'm. I'm gonna put this one as number five because it's kind of the icing on the cake. Like you need the plan, you need the to reverse engineer the plan, right with the steps, and you need to get into fast action and all the things that we've already talked about.

But this final tool is to shift from convincing into soulful selling. Now, if you wanna dig deeply into this, go back, uh, a few episodes. I did a three episode series on. The psychology of sales and really how to shift out of convincing energy into soulful selling. And so the mindset shift here is that you don't need to chase or convince anyone ever.

You really just need to connect and have confidence around your offer and simply invite them. And this doesn't just happen overnight. So I do believe there's like some mindset work to do here, but I wanna just explain to you. Okay, so we're ready for number five, which is my favorite, and this really is a mindset shift.

Tool number five is the idea of shifting out of convincing mode and that hungry mode. Into soulful selling. Now, if you wanna do a deeper dive on this, go back a few episodes in this podcast. I did a three episode series on the Energetic Psychology Behind Sales, and I do have a private podcast that you can listen to that's also really gonna get you into this process and deeply submerge you into the idea of shifting out, of convincing, and into soulful selling.

But let's review it right now just briefly. So the idea here, the mindset shift, is that you don't need to chase or convince anyone. You just need to connect and invite them, right? Strategy here is that soulful selling is about clarity, conviction, and just clean lines of energy, clean messaging. So we're gonna make bold direct invitations to your best fit people.

Identify who those people are. And then just let them know exactly what the offer is. Don't overexplain, don't water it down. You wanna open the door for them to walk through and get the benefits and the transformation that you provide. And soulful selling is really just about leaning back and allowing for those connections to take.

If you love this idea and you are really excited about ramping up end of your sales, you should join me inside the soulful sales accelerator. We're gonna start November 3rd. I've already talked about it a little bit, but so that you know what that's about. It really is about refining your messaging.

Helping you to create really clear sales plans for the day-to-day, at the end of this year, reverse engineering those six steps that we talked about, and helping you to build confidence to sell in a way that feels really aligned with where you are at, and also where your client is at. So if you want in on that accelerator, it's a four week sprint.

We start November 3rd and you can DM me on Instagram. I hang out there a lot, or go to the show notes, click the link and sign up to join us. And there's more detail there of course. And basically you're gonna be having, you know, a, a custom sales plan created with you and then the accountability to show up every single day and take those needle moving actions specifically around sales.

So you do need to have a clarity on your offer to, for that to be successful. But if you're feeling like you would love some hyper specific support and some accountability around sales for the end of the year, then that's a great place for you to be because we are going to be in action. Okay, let's review the five tools that are gonna help you.

Knock it outta the park in Q4 and connect with your right clients and feel really good heading into the end of this year and the beginning of next year. It's the recap of our five tools, okay? So number one was to create your Q4 plan, and your next step is to go to the show notes and click the link for that free Google doc.

It's a free Q4 game plan checklist. You're gonna make a copy of it so that you're not editing the original and set a timer for 10, 15 minutes and get it done. Make a plan. Everything is easier. With a plan, you'll have steps to follow. You'll really be grateful that you did it. Okay? Tool number two is to reverse engineer that financial goal.

So if your goal was $10,000 or $20,000, then you're gonna reverse engineer all the things that are going to go into reaching that goal. And remember, you're working backwards from the revenue goal that you set in step one. So you're going to decide how you're gonna reach that goal and then choose the dates.

If it's a launch, is it a, is it an event? Is it an open cart for a sale? Whatever you decide. Then from there, you're gonna work backwards from that. When do you have to have your graphics and your sales page finished? By moving backwards from that when you know when are all your final decisions made about the pricing and the name and all that stuff.

So you're gonna reverse engineer all of the steps. Okay? Moving on. Tool three, build Weekly Momentum. By creating that momentum loop, you're gonna pick those one to three specific actions that are gonna repeat week after week after week for six to eight weeks. And watch what happens. I promise you that we'll build actionable, intangible results for you.

Uh, tool four was to use save yourself a lot of time and heartache. Heartache by using simple tools like that branded Google Doc, like templates from the template tribe. And keep it simple on the tech end. Okay? It's really important that you make sure you can actually achieve these steps. And so lean a little bit on other people's expertise in this case.

And then finally, selling with Soul, right? Really getting your mindset right about how you're gonna show up. Lead with confidence, and just enjoy the process of guiding your potential clients to those transformations. And I've got you covered in all the ways possible. You can go right now to the show notes, download your free Q4 planning checklist, and at very, very least, make a plan.

Okay? I want you to do that, that step because. That's literally going to be the beginning of the potential for you to reach those sales goals. And of course, if you're ready to sell with more ease and more clarity, and you want accountability, you want daily support around that, jump into the soulful sales accelerator with us.

We start November 3rd, and that is where we do a lot of the work. So you're gonna have that personalized custom Q4 sales plan, and it's gonna help with all the things we talked about today, aligned messaging and real momentum. So, and of course I would be remiss if I did not remind you that anyone listening who is still figuring out your main offer, your signature offer, the thing that's really going to become the backbone of your online business, your daily structure or your automations, right, your sit, your lead generation funnel, your sales funnel.

If you don't have that set up and you wanna start 2026 feeling. Locked loaded and ready to rock and roll. Then Foundation's group coaching program is open for enrollment. It is the exact container that you need to build a business that actually works, and you've got six months inside that container. So I.

Really the last three months of this year, you would be clarifying your offer, creating, you know, your setting up your email automations, and any other automations that you wanna use. Really figuring out the tech stack that is the right set of steps for you, clearing away the clutter that comes from trying to answer all these questions forever and ever.

In working on the aligned messaging, that's going to be the way that your right fit clients, those dream, dream clients are actually gonna spot you out there in the wild on the internet. So all of that is part of foundations, including long-term strategy. And you know, of course, AI tools, um, you'll have time, you'll have support.

You'll have accountability, but you'll also begin 2026. Knowing what you're selling and how you're doing it. So, and then you've got three months to test the funnels, test the offers, and really make it work for you. So if that. Entices you whatsoever. I would love to chat with you about it. I'm curating that space to make sure the right people are in there so we can certainly jump on a quick discovery call.

Happy to share a look behind the scenes so you can see what it actually is. And yeah, let's have that conversation and talk soon. Let's make Q4. An exciting time inside your business. It could be the most aligned and impactful quarter of your whole year. And once again, I, I think that, you know, we forget that people are saving their money up for the end of the year.

So even if you're not gonna do a Black Friday sale or a holiday specific sale, it's good to alert your clients, the people that are in your audience who might be watching what you're creating and working with you. They have been thinking about working with you, that you have an offer that they can save up some of their money for.

And, and just let them know exactly what they need to do in order to join you at the end of this year, to head into next year, or to get your bundle, or to get your program, or to buy your course or to, you know, consider you for, you know, whatever you do, let them know how they can join you this quarter.

And how it's gonna benefit them in the coming year if they take action now. Okay, that is the episode for today. I'm excited about Q4 sales stuff. Obviously I'm running the sales accelerator and of course foundations is open for enrollment, but I just really think that, you know, this is a great time of year to tap into that high vibration energy and.

You know, connect in a really authentic way with the people who you are meant to connect with and to, like I said, lean back on the stress and lean into the creativity and just kind of try to find ways to enjoy this process, because that's what people are looking for. They wanna find. They wanna, they wanna get to know you and see how you authentically express yourself.

And they wanna, they wanna connect with you in that high vibration place. So the more you can infuse these sales processes with creativity, with joy, um, and with that authentic part of you, the more likely your ideal clients are gonna say yes, and the more likely Q4 is your best quarter of the year. And final thought.

If you have any questions for me about any of this, if there's something on your mind that you know came up listening to this, or if you want help with that Q4, uh, planner, the checklist, or if you're interested in one of the programs and you wanna learn more, whatever your questions might be. My dms are open.

There is a link in the show notes where you can. Send me a message, but what I've discovered is that I can't actually write back to you there. So I'd rather you email me at hello@debracsmith.com or visit me on Instagram at Debra Smith coaching and I'm active there and I answer all my emails personally.

So please do not hesitate. That's why I do this work is 'cause I wanna help you. And that is it you guys. I'm so excited because I am currently editing my interview with Mickey Agrawal, talk about inspired and leading with soul and heart. I mean, she blew my mind. I cannot wait to share that interview with everyone.

So thank you so much for listening. Thank you for following the show. Please, if you have a minute, take 10 seconds to go leave a rating or a review. It'd be. So greatly appreciated. It's the number one way that I can get this podcast into the ears of more listeners, and it means the world to me. Thank you so much for the, those of you who have done this already, and, uh, please just take a minute to do that now, and like I said, reach out to me with any of your questions, concerns, or thoughts.

And until next week, I hope you have a wonderful week. I hope you keep the vibrations high, stay connected to people in your, you know, community, lead with love. The we need you more than ever. And until next week, may you be vibrant.