Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.
A new year gives every real estate agent the same starting line—what you do in the first few weeks determines how quickly you build traction, visibility, and listing opportunities.
Here are the five highest-impact steps you can take right now to create real momentum that lasts all year.
1. Reconnect With Your Database
Your past clients and sphere are the foundation of your business, but relationships cool off when communication fades. Start with a simple outreach:
“Happy New Year! How was your holiday season?”
“Thinking of you—hope 2026 brings you great things!”
These small touches reignite conversations and often lead to referrals or opportunities you didn’t expect.
2. Refresh Your Market Discussion Points
Homeowners want clarity, not hype. Review your MLS’s first-of-year data so you can talk confidently about:
Current inventory levels
Days on market
Price trends in the past 90 days This helps you sound timely and grounded in today’s market, not last season’s.
3. Automate One Consistent Marketing Channel
The agents who win are the ones who stay visible. Choose one thing you can automate—such as monthly postcards, newsletters, or a farm campaign—and commit to it.
Example: A scheduled postcard series that runs automatically frees you from “What should I send this month?” and keeps your name in front of homeowners no matter how busy you get.
4. Update Your Listing Presentation
A new year is the perfect excuse to sharpen your visuals, modernize stats, and simplify your value story. Even small tweaks—like stronger before/after staging examples or a clearer marketing timeline—can make your presentation feel fresh and compelling.
5. Map Out Your First 30 Days of Outreach
Momentum doesn’t come from intention—it comes from action. Example:
5 phone calls a day
5 handwritten cards a week
2 neighborhood walk-throughs per month
These tiny, consistent touches build familiarity and trust faster than any one big marketing push.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
In today’s real estate climate, the agents winning the most attention — and the most listings — are not always the ones with the biggest budgets.
They’re the ones who’ve mastered the message–market match. It’s the ability to match what they say to what homeowners actually think, feel, and care about right now.
When your message aligns with your market, your marketing stops sounding like marketing. It starts sounding like help.
Below is a complete breakdown of how to apply this across the three highest-impact direct marketing channels: postcards, newsletters, and scheduled campaigns.
1. Postcards: Speak to the Questions Already in Their Mind
Homeowners rarely respond to generic real estate messaging. They respond to messaging that acknowledges their current concerns.
Match the Market By Focusing on:
Market clarity and perspective
Planning a move based on life demands
Affordable home improvement insight
Stress-free selling preparation
How to guard their equity
How to Apply It:
Use curiosity-driven headlines like: “Wondering What Your Home Is Worth Heading Into 2026?” “Thinking About Selling This Spring? Here’s What to Know First.”
Offer one actionable tip on the back — something they can use immediately.
Keep the tone calm, confident, and helpful.
Postcards work best when they mirror what homeowners are already wondering — not what agents want them to hear.
2. Newsletters: Provide Real Value, Not Just Updates
A monthly newsletter is your chance to build trust long before homeowners are ready to list. Matching the message to the market means shaping topics that resonate with what people are experiencing in their homes and communities.
Match the Market With Articles About:
Seasonal home management
Small-value upgrades with high ROI
Market shifts explained simply
Community trends and homeowner lifestyle tips
How to Apply It:
Lead with a timely, homeowner-friendly topic (“5 Decluttering Tricks for the New Year”).
Include a short market perspective that addresses how today’s conditions impact homeowners — not predictions, but guidance.
Maintain a warm, advisory voice.
Newsletters aren’t about selling. They’re about being the steady voice homeowners trust when they are ready.
3. Scheduled Campaigns: Consistency That Captures Timing Windows
Even the strongest message won’t work if it arrives at the wrong time. Scheduled campaigns ensure that when a homeowner’s circumstances shift — job change, downsizing, inheritance, empty nest — your message is the one waiting in their mailbox.
Match the Market Through Predictable Value:
Monthly postcards with topics sellers care about
Seasonal homeowner insight
Continual education about home value and selling preparation
How to Apply It:
Choose a campaign series designed around seller psychology (e.g., “Looking for Listings”).
Schedule it once and let it run — consistency builds familiarity.
Refresh messaging quarterly to stay aligned with current homeowner concerns.
When your message consistently meets homeowners where they are, conversions grow naturally — without sounding salesy.
The agents who thrive in 2026 will be the ones who communicate like advisors, not advertisers. When your marketing answers the questions homeowners are already asking themselves, you become the agent they trust long before they pick up the phone.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
Every real estate agent knows the feeling: you’ve been mailing, emailing, and posting consistently—yet a homeowner still says, “I’ve never heard of you.”
It’s not that your marketing isn’t working. It’s that homeowners only notice it during what psychologists call attention windows—short bursts of readiness when their brains become temporarily receptive to messages about moving, selling, or improving their homes.
These windows aren’t constant. They’re triggered by life events, seasonal shifts, financial changes, or even something as simple as a neighbor selling their home. Outside of these windows, the mind filters out most marketing because it’s not immediately relevant.
Why Timing Matters More Than Frequency
Your marketing can show up five times this month, but if the homeowner isn’t “in the window,” they’ll miss or ignore it entirely. Then, the moment something changes in their life, they suddenly start noticing real estate messages they overlooked before.
This isn’t randomness—it’s selective attention at work.
This is why consistency is critical. You’re not trying to be seen all the time. You’re trying to be seen at the exact moment their attention window opens.
How to Align Your Marketing With Attention Windows
You don’t need to know when the window will open. You just need to ensure you’re present when it does.
Here’s how to do it strategically:
Mail monthly or seasonally so your brand overlaps with more attention windows.
Use varied messaging—market updates, inspiration, homeowner tips—to match different triggers.
Maintain consistent visual branding to make recognition instantaneous once the window opens.
Use soft-touch marketing so your message feels relevant without being pushy.
The Result
When you understand the attention window, marketing stops feeling like guesswork. You’re no longer trying to be noticed constantly—you’re positioning yourself to be noticed when it matters most. And that’s how opportunities turn into listings.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
Appreciation Marketing is the art and science of making people feel valued, seen, and genuinely cared for. In real estate—an industry built entirely on relationships—this emotional connection becomes a long-term business strategy.
Harvard Health explains that expressing appreciation strengthens relationships because gratitude creates a positive feedback loop of trust, warmth, and emotional safety.
When clients feel that from you, they remember it—and they remember you. Even better, they are more likely to recommend you to friends, family, and neighbors because the positive emotional association carries forward.
Why Appreciation Outperforms Traditional “Top-of-Mind” Marketing
Many agents believe staying top-of-mind is simply about frequency—more emails, more postcards, more posts. But psychology tells a different story: people respond not to repetition, but to relevance and emotional sincerity.
Appreciation Marketing works because it:
Builds trust faster. People instinctively trust those who express genuine gratitude.
Creates emotional retention. Clients remember how you made them feel, not how often you contacted them.
Reduces resistance. Appreciation doesn’t feel promotional, so clients stay open and receptive.
Deepens loyalty. When clients feel valued, they want to reciprocate—often through repeat business and referrals.
A simple “thinking of you” touchpoint can outperform a heavily promotional campaign because it connects on a human level, not a transactional one.
How to Practice Appreciation Marketing in Your Real Estate Business
Putting appreciation into action doesn’t require grand gestures. Instead, it’s about small, thoughtful, consistent touchpoints that communicate one message: I value you.
Here are practical ways to incorporate appreciation into your marketing:
✔ Send Seasonal Appreciation Postcards
No sales pitch—just a warm message. These create goodwill without pressure.
✔ Celebrate Life Events
Birthdays, home-buying anniversaries, or even holidays are moments clients appreciate being remembered.
✔ Offer Unexpected Value
Homeowner tips, reminders for maintenance, or neighborhood updates let clients know you care about their homeownership experience—not just their sale.
✔ Follow Up with Gratitude
After a closing, a simple “thank you for trusting me” goes further than you think.
✔ Use Appreciation to Start Conversations
Instead of “Are you thinking about selling?” try “Just wanted to send you a little positivity this season.” Appreciation opens the door—curiosity and relationship do the rest.
The Long-Term Impact
When you build your marketing around appreciation rather than promotion, your brand naturally becomes synonymous with trust, care, and service. It’s not just a marketing strategy—it’s a relationship strategy. And relationships are what fuel long-term, referral-rich real estate businesses.
If you want marketing that feels good and works, Appreciation Marketing gives you both.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
While many agents slow down in December, the strongest performers quietly use this month to position themselves for the surge of motivated homeowners who emerge in January. Early-year movers—relocations, new jobs, lifestyle shifts—often start their research weeks before the calendar changes.
Preparing now ensures your marketing, message, and presence meet them at the perfect moment.
Refresh Your Market Presence
Before the new year begins, take time to evaluate your marketing with a clear eye. Does your branding reflect who you are today? Are your postcards, online profiles, and campaign messages consistent?
A small refresh can dramatically increase recognition and trust when homeowners begin searching for an agent in January. Even one meaningful touch—such as a holiday-themed or New Year postcard—helps reposition you as the agent who shows up with value.
Reconnect With Homeowners Already in Your Orbit
Your past clients, SOI, and geographic farm are already familiar with your name—December is the ideal month to reconnect. A warm, informative message lets homeowners know you’re active and paying attention, without being salesy.
Many agents find that early-year listings often come from people they reached out to during the holiday season.
Build a Simple, Consistent Q1 Marketing Plan
The truth is, most agents don’t lose listings because of lack of skill—they lose them because of inconsistent visibility. Mapping out your first six weeks of marketing now ensures your name shows up automatically, even during busy periods.
A scheduled mail campaign can be one of the highest-ROI ways to stay visible with almost no work.
Start Q1 Confident, Not Scrambling
January favors the prepared. By refreshing your presence, reconnecting with homeowners, and putting a simple plan in place now, you’re setting yourself up for a stronger, more predictable start to the new year.
If you’d like examples, scripts, and campaign templates, your full Q1 strategy guide is waiting.
The first quarter of the real estate year often brings a quiet confidence: motivated buyers re-enter the market, homeowners revisit their moving plans, and inventory begins its slow climb toward spring.
But the agents who capture this momentum aren’t improvising—they’re preparing in advance. Understanding the key dates that shape early-year behavior can give you a strategic advantage long before new listings appear.
January 2–15: The Early-Action Buyer Window
The first two weeks of January are historically active for serious buyers—often driven by job relocations, school-year planning, or major life changes.
These clients tend to be decisive and ready to write offers quickly. Staying visible with mailings, market updates, and neighborhood insights ensures they view you as the reliable expert from day one.
January 15–31: Listing Prep Season Begins
As homeowners settle into the new year, many revisit postponed decisions about selling. During this period, they begin researching value estimates, comparing recent sales, and exploring renovation ROI.
Providing educational content—such as market reports, pre-listing checklists, and pricing insights—positions you as the trusted advisor they contact first.
February 1–21: Inventory Starts Building
February traditionally marks the start of rising listing activity. Sellers preparing in January become active shortly after, making early visibility essential.
By consistently showing up in homeowners’ mailboxes and inboxes throughout January, you stay top-of-mind as listing season heats up.
How Top Agents Leverage These Key Dates
High-performing agents treat January not as a slow period, but as a runway. They schedule targeted mailings, share timely market insights, and connect with their sphere before their competitors even start planning.
With clear timing and thoughtful messaging, January becomes one of the strongest foundation-building opportunities of the year.
Ready to use these key dates to structure your marketing plan? Start now—and position yourself to win the early-year listings that others miss.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
High-performing agents know that December sellers value three things:
1. Warm, Seasonal Visibility (Not Sales Pressure)
The agents who win right now lean into soft-touch marketing — postcards, market updates, or homeowner tips delivered in a tone that matches the season. Their messaging is friendly, helpful, and human.
Examples of messages that work:
“Thinking about a move in the new year? Here’s what to know.”
“Winter prep tips that help your home stand out.”
“Curious how December compares to spring? The data might surprise you.”
These messages build trust without pushing for a listing appointment.
2. Education That Reduces Holiday Hesitation
Many homeowners worry that December is a “bad time to sell.” Top agents overcome this with simple education: how buyer motivation rises, how competition drops, and how homes show beautifully when staged for the holidays.
They position December as an advantage, not a drawback.
3. Consistent Touches That Stay Top-of-Mind
Because inboxes and mailboxes thin out this time of year, each touchpoint stands out more. Agents who remain present through December become the first name homeowners think of when January arrives — when planning turns into action.
Why December Visibility Turns Into January Listings
Most homeowners begin gathering information during the holidays, even if they wait to act until the new year. The agents who show up now own the momentum later.
By the time January hits, the homeowners who saw your name in December already feel familiarity, trust, and readiness — giving you the inside track on early-year listings.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
Holiday marketing is not about pushing for a listing appointment. It’s about staying consistent in a warm, seasonal, non-salesy way so that when January comes, you’re the natural first choice.
Here’s the framework top agents use:
1. Use Trust-Building Touches (1–2 Times Per Week)
These are light, friendly touches that feel appropriate for the season:
Examples of What to Send
Holiday postcard series (Merry Christmas, Happy Holidays, New Year)
Capital Gains Basics Report (for homeowners planning a sale)
These help homeowners feel educated, not targeted.
3. Double Down on Warm Leads
Your warmest leads—from spring, summer, or fall—are the most likely to convert over the holidays.
Re-engage them now with:
A soft check-in
A holiday message
A helpful resource
Small touches get big results when inbox competition is low.
4. Prep for January Listing Opportunities
Top agents don’t wait for January to start marketing. They use December to fill the pipeline.
Examples of What Works
“Thinking of a January or February move?” postcard
Home value offers
“List early before the spring rush” insight
A free CMA with a warm holiday message
These feel thoughtful, timely, and strategic.
5. Use Scheduled Campaigns to Stay Consistent
When routines get chaotic, consistency drops fast. Top agents outsource consistency to scheduled campaigns—which quietly run in the background while they enjoy the holidays.
This is why scheduled campaigns often produce a surge of January calls.
The Outcome: January Becomes Your Launch Month
Holiday consistency does three powerful things:
Builds memory: people remember who stayed present
Builds trust: you feel helpful, not salesy
Builds readiness: homeowners planning a move know exactly who to call
When the industry restarts in January, your name is already top-of-mind—and you’re weeks ahead of other agents.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
While most agents scale back their marketing in December, top producers quietly do the opposite — and it’s not because they’re trying to “sell harder.” They’re positioning themselves so that when homeowners start planning in January, their name is the only one that comes to mind.
Here’s how they do it.
1. They Maintain Light, Friendly Touchpoints at the Exact Right Time
Top agents know homeowners are home more in December — cooking, hosting family, and planning their year ahead. So they send low-pressure, seasonal mailings that feel warm, not salesy:
A holiday greeting
A simple “Thinking of You This Season” card
A friendly market update with end-of-year insights
These aren’t pitches. They’re reminders: “I’m here when you need me.”
2. They Time Their Mailings for Maximum January Impact
Agents who consistently get early-year listings follow this simple structure:
Mail early December so the postcard lands before mid-month holiday chaos
Mail again the first week of January with an “Is This Your Year to Make a Move?” message
Follow up with a soft-touch CMA offer (“Curious what your home is worth heading into 2026?”)
The combination builds momentum that carries right into the new year.
3. They Use Automated Campaigns to Stay Visible Without Burnout
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2026 Q1 Real Estate Marketing Guide
Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
In today’s market, agents who try to “market everywhere” often end up invisible. The real winners are building micro-brands — strong, trusted reputations within one community, subdivision, or ZIP code.
A micro-brand gives you recognition, recall, and referrals where it counts most — close to home. Instead of competing citywide, you become the face of real estate in a defined area.
Consistency in one area builds trust by repetition. Homeowners start recognizing your name, your logo, and your style before they ever meet you. When the time comes to sell, your familiarity wins the call.
Mailer Examples That Build a Micro-Brand
Postcard 1: “Your Neighborhood Market Snapshot”
Use our Local Real Estate Stats postcard to show area stats. Then write, “Thinking about your home’s value? Here’s what’s happening within a mile of your door.”
Postcard 2: “The Faces of [Neighborhood Name]”
Feature a local event, charity, or homeowner story to connect on an emotional level.
Postcard 3: “Sold Signs Speak Loudest”
Show recent local results on the back of a Just Sold postcardwith a message like: “Another home sold right here in [Community Name]!”
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2025 Q4 Real Estate Marketing Guide
Kickstart 2025 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
As the year draws to a close, many agents slow down—exactly when opportunity ramps up. While some competitors coast into the holidays, focused agents use these final weeks to reconnect, re-engage, and close strong.
According to the National Association of REALTORS®, more than one-third of home sales each year occur between September and December, driven by relocation timelines, year-end tax planning, and personal life transitions. The agents who finish strong are the ones who stay visible and proactive, while others go quiet.
Step 1: Reconnect With Warm Leads
Your best December closings often come from people you already know. Review your CRM for:
Past buyers considering a move-up home
Sellers who postponed earlier in the year
Open house visitors who never followed up
Email Script Example:
Subject: “Still thinking about making a move?” “Hi [First Name], The year’s wrapping up fast—and I’m reaching out because inventory and buyer activity are shifting. If you’re still thinking about moving, let’s talk about what’s possible before the holidays. Even small timing changes can make a big difference in your net sale price. Want me to run a quick value update for your home?”
Text Message Example:
“Hey [First Name]! Just checking in before the year wraps up—are you still thinking about selling in the near future? I’m helping several homeowners close before January, and it’s a great time to list.”
Step 2: Use Deadlines to Create Urgency
The natural urgency of year-end works in your favor—tax benefits, job relocations, or families wanting to settle before the new year. Use these motivators to drive commitment.
Mailer Copy Example:
Headline: “Ready to Start 2026 Somewhere New?” Body: “If you’ve been waiting for the perfect moment to move, it’s here. Buyers are serious, inventory’s low, and closings before January 1st could mean more in your pocket—and a fresh start for the new year.” CTA: “Let’s talk about your home’s market value before year-end!”
Add a testimonial or local success story for social proof, such as:
“We thought we’d wait until spring—but [Agent Name] helped us sell in 3 weeks, right before the holidays!”
Step 3: Optimize Your Follow-Up Workflow
Use a simple 3-touch system for the next 30 days:
Day 1 – Personal Email: Reintroduce yourself and share one actionable tip.
Day 7 – Text or Call: Reference your email and ask if they received it.
Day 14 – Postcard or Video Message: Thank them for connecting and share a brief market update.
Automation tools can help you schedule this sequence, but make sure your tone stays personal. End every message with a low-pressure offer:
“Would you like me to send you an updated home value before year-end?”
Step 4: Stay Visible in the Mailbox
While others pause their marketing, keep showing up. Consistent branding reminds homeowners you’re the reliable local expert—even during slower months.
Holiday Mailer Example:
Headline: “Here’s to Homes, Holidays, and New Beginnings.” Body: “Thank you for trusting me as your local real estate resource this year. Whether you’re thinking about selling soon or staying put, I’m here to help you plan your next move—whenever the timing feels right.” CTA: “Get your free Home Value Update before January.”
Schedule your final postcard mailing by December 16th (Standard Class) or December 20th (First Class) to ensure it arrives before the holidays.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2025 Q4 Real Estate Marketing Guide
Kickstart 2025 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
As the year winds down, smart agents know the last quarter isn’t about slowing down—it’s about strategic positioning. While many agents take a break between Thanksgiving and New Year’s, the ones who stay visible through December often start January miles ahead.
A recent housing study from Stellar MLS reported that agents who maintained consistent client contact during Q4 saw 17% more early-year listings than those who went dark. Visibility now creates momentum later.
Here’s how to balance year-end closings, marketing, and preparation for 2026—with key dates, examples, and easy steps you can follow.
Mid-November–December: Close Confidently and Thank Generously
As the holidays approach, homeowners are distracted, and buyers may be racing to close before December 31 for tax or relocation reasons.
That makes mid-November through year-end your time to be proactive—not pushy.
Action Steps:
Prioritize open files—communicate clearly with lenders, inspectors, and clients to ensure timely closings.
Send gratitude-focused touchpoints to your sphere and past clients.
Mail a “Holiday Market Update” postcard to your farm before December 15.
Sample postcard copy:
Headline: “2025 Was a Year of Change—Here’s What It Means for Your Home Value.” Body: “As the year wraps up, local property values have shifted in interesting ways. If you’d like a quick snapshot of your neighborhood, I’m happy to share one—no strings attached. Wishing you a wonderful holiday season!”
Pro Tip: Use soft language around timing. People are still listening, just not ready to act. Stay present without pressure.
January: Be the First Voice They Hear in 2026
The first two weeks of January are a golden window for agents who want to plant seeds for new listings. Homeowners are goal-setting, decluttering, and re-evaluating plans. That’s why the first marketing touch of the new year matters.
Action Steps:
Send a “New Year, New Market” postcard or email by January 4.
Offer a free “2026 Home Value Check” or “Spring Listing Plan.”
Share market data from Q4 2025—keep it local and relevant.
Schedule outreach calls to warm leads from fall who postponed decisions.
Sample postcard copy:
Headline: “New Year. New Market. New Opportunities.” Body: “2026 is shaping up to be an exciting year for homeowners in [your area]. If you’ve been wondering whether it’s time to move, let’s review your home’s updated value and explore your options before the spring rush.”
Pro Tip: Be visible across multiple channels—postcards, emails, social media videos, and handwritten notes. Repetition builds recall.
Key Marketing Themes That Work
To keep your brand consistent and educational, rotate content between these three themes:
Market Clarity: “Here’s what’s happening and what it means for you.”
Gratitude & Relationships: “Thank you for trusting me this year.”
Future Planning: “Let’s make 2026 your year to move with confidence.”
These soft, service-based messages keep you relevant without sounding promotional.
Full Date-Based Calendar: Year-End Through January
Date
Focus
Action / Campaign Example
Nov 15
Q4 Refocus
Review active closings; send reminder to buyers about year-end tax timing.
Nov 20
Holiday Outreach
Send “Thankful for You” emails or postcards to past clients.
Dec 1
Market Update Prep
Order Holiday Market Update postcards; finalize mailing lists.
Dec 10
Mail Campaign Drop
Send “Holiday postcard/Market Update back.
Dec 15
Gratitude Push
Post a video message: “Reflecting on 2025 & What’s Ahead.”
Dec 20–24
Light Touches
Text holiday greetings; schedule January follow-ups.
Jan 2
New Year Kick-Off
Post “New Year, New Market” message on social & email.
Jan 4
First 2026 Mailing
Send “Start the Year Strong” or “2026 Market Outlook” postcard.
Jan 7–10
Client Check-Ins
Call or email top prospects: “Would you like a free market review?”
Jan 12
Social Proof
Share a testimonial from a recent winter seller.
Jan 15
Second Mailing
Send “Home Value Review” or “Early 2026 Market Trends” piece.
Jan 20–25
Pipeline Review
Update CRM, re-engage older leads.
Jan 30
Q1 Planning
Plan February community mailer or local event invite.
Make It Easy on Yourself
If you’re short on time, use automated campaigns. Tools like ProspectsPLUS! Scheduled Campaigns let you plan your Q1 2026 postcard campaigns in minutes. You can customize your designs, set your drop dates, and stay consistent—without lifting a finger after setup.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 2025 Q4 Real Estate Marketing Guide
Kickstart 2025 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here
3. The Free Interactive 6-Month Real Estate Business Plan
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
