December can feel like a month lost in the shuffle.
There are family events, shopping lists, office parties, and travel plans — and our clients are often just as distracted. That makes it easy to believe that business can wait… that not much happens until January.
But here’s the truth: In every market across the country, thousands of homes will transact this month.
Some agents will enter the new year already in motion — with listings signed, pendings underway, and a pipeline of future clients ready to go.
Others will wake up on January 1st with no momentum and a sinking feeling of regret.
The difference? Discipline — not just hustle.
Here’s how to navigate December with purpose:
1. Block and Protect Personal Time
Don’t try to multitask your way through the season. Instead, clearly block out the time that matters to you. Honor it without guilt. Be present with family, friends, and yourself.
2. Work with Intention
When it’s business time, be on. You’ll have less time to work — and that’s a good thing. As the saying goes, “Work expands to fill the time allotted.” When time is scarce, we’re more efficient and focused.
3. Set a January 1st Vision
Ask yourself:
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What listings do I want active?
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What deals should be pending?
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What should my client pipeline look like?
4. Reverse-Engineer the Plan
Define the daily and weekly activities that will lead to that outcome. Track your performance. One of my favorite reminders is printed on my activity tracker:
“Reconcile life’s books daily. Did I keep my promises to myself?”
5. Stay Accountable
You don’t need to do this alone. I’ve been running business planning sessions for agents throughout the country — and have a few more coming up.
If you want to be part of one, just comment “2026” and I’ll make sure you’re included.
Let’s not lose December to distraction. Let’s use it — and start the new year with confidence and clarity.
