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.
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.
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
Because growing your business shouldn’t mean working yourself into the ground.
If you’ve ever ended the day feeling busy but not productive, you’re not alone. Many agents confuse activity with momentum. The truth is, you don’t need 10-hour days to fill your pipeline—you need 3 focused hours built around consistency, value, and connection.
This plan helps you create meaningful outreach, build visibility, and generate real listing opportunities without burnout.
The 3-Hour Workday Prospecting Plan
🕐 Hour 1: Connection & Personal Outreach
Your first hour sets the tone for the day—real conversations with real people.
Goal: Build relationships, not just contact counts.
Action Steps:
Pick 10–15 homeowners from your farm or sphere.
Send personalized messages or texts like:
“Hi {{first_name}}, I just wanted to wish you a great start to the season! If you’ve been curious how home values are trending in {{city}}, I’d be happy to share a quick local snapshot.”
or
“Hey {{first_name}}, with the new year around the corner, I’m putting together short market updates for neighbors in {{neighborhood}}—would you like one?”
Pro Tip: Use your CRM or spreadsheet to mark who responds and note when to follow up next week.
🕑 Hour 2: Marketing That Works While You Don’t
This is your automation hour—where systems do the heavy lifting.
Goal: Stay visible every month without daily effort.
Action Steps:
Launch or schedule your Farm Campaign so postcards go out automatically.
Pick one of these high-performing campaigns:
Holiday Market Update Postcards
Home Value Series
Listing Inventory Builder
Add QR codes linking to your online home-value tool or free guide.
Use the same messaging across email or social for brand consistency.
📈 Agents who combine automated mailings with personal outreach average 2–3× more homeowner responses than agents relying on one channel alone (RealOffice360, 2024).
Sample postcard copy:
Headline: “Thinking About Moving in 2025? Let’s Find Out What Your Home Could Sell For.” Body: “Home values in {{neighborhood}} are shifting fast. I’d love to send you a quick, no-pressure market update customized for your address. Just scan the QR code to get started.”
🕒 Hour 3: Review, Reflect & Refocus
The final hour is where you measure results and set up tomorrow’s wins.
Goal: Track progress and optimize effort.
Action Steps:
Log who engaged or replied to your outreach.
Record how many postcards or emails went out this week.
Schedule your next call, text, or touchpoint for each contact.
Adjust your messaging based on what worked best.
Pro Tip: Track one metric—meaningful conversations per week. That number predicts your listings far better than hours spent.
🧾 Your 3-Hour Workday Prospecting Worksheet
Time
Task
What to Track
Notes
9:00–10:00 AM
Personal outreach (calls, texts, handwritten notes)
# of meaningful contacts made
Schedule follow-ups
10:00–11:00 AM
Launch/maintain marketing campaigns
Campaigns active, postcards sent
Align with blog/email themes
11:00–12:00 PM
CRM review & goal tracking
# of engaged leads, follow-ups booked
Plan next-day outreach
Daily Reminder: ✔️ Focus on quality conversations over quantity ✔️ Stay visible through automated mailings ✔️ Track results to compound success
You don’t need marathon prospecting sessions—you need a repeatable rhythm. Three focused hours a day can build more momentum than three unfocused days a week.
If you’d like an easier way to stay consistent, schedule a Farm Campaign or Sphere of Influence Mailing through ProspectsPLUS!. We’ll handle the monthly outreach so you can focus on what matters most: conversations, closings, and your clients.
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
Black Friday and Cyber Monday aren’t just for retail giants — they’re golden opportunities for real estate agents who want to stay visible while competitors go quiet. When you show up consistently during high-attention moments, homeowners remember you when they’re ready to list.
According to Adobe Analytics, U.S. consumers spent $38 billion online during the 2024 Black Friday–Cyber Monday stretch — the highest in history. That mindset of spending, upgrading, and taking action spills into every decision homeowners make, including thoughts about selling, moving, or renovating. (Adobe Digital Insights, 2024)
1. Mail Before the Rush
Agents who mailed one week before Thanksgiving saw stronger response rates than those who waited until December. It’s simple — once the holiday chaos hits, mail gets lost in the noise.
Pro Tip: Send your campaign between November 12–18 to land just before Thanksgiving.
Sample postcard headline:
“Before You Spend Big This Black Friday — Find Out What Your Home Is Worth in Today’s Market.”
Body copy:
“As the holidays approach, many homeowners are surprised to learn how much their property value has grown in 2024. Before you start thinking about next year’s plans, get a quick, free home value update from your neighborhood real estate expert.”
2. Tap Into the “Decision Mindset”
When consumers are in decision mode, they’re open to solving bigger problems — like where to live next year. Use that mindset to plant a seed.
Example Email Subject:
“While You’re Scoring Deals, Don’t Miss the Biggest One of All — Your Home Equity.”
Pair it with a Holiday Market Update Postcard that showcases average local sale prices, days on market, and equity gains. You’re offering value, not noise.
3. Offer Value Instead of Discounts
People associate Black Friday with deals, but homeowners trust advisors who help them save or grow money, not just spend it.
Example Offer:
“Holiday Listing Plan: A free 15-minute strategy session to help you plan your 2025 move — before the busy season starts.”
Position yourself as the trusted professional offering something meaningful while others chase sales.
4. Follow Up After Cyber Monday
Don’t stop after the mailing. Send a quick, friendly check-in email on Monday afternoon:
Sample Email Copy:
“While everyone’s focused on online deals, let’s talk about your biggest investment — your home. Want to know how much equity you’ve built this year? Let’s run the numbers together.”
🗓️ Your Holiday Mailing Calendar
Date
Campaign Action
Purpose
Nov 10–14
Mail “Holiday Market Update” postcard
Arrive pre-Thanksgiving when attention is high
Nov 24
Post “Grateful for Our Neighbors” social graphic
Keep top-of-mind through Thanksgiving
Dec 1 (Mon)
Send “Home Value Check-In” email
Cyber Monday tie-in
Dec 5–10
Mail “Happy Holidays & Year-End Equity” postcard
Keep visibility through December
Dec 27
Send “Your Home Goals for 2026” email
Reset and relaunch momentum
Black Friday isn’t just a shopping event — it’s a visibility event. When homeowners see your name during this high-energy time, you build recognition and trust that lasts well into the new year.
If you’d like to make it effortless, our Geographic Farm Campaigns and Holiday Market Update Postcards can handle it for you — scheduled, automated, and ready to reach your market before the competition.
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
Referrals and repeat business remain the backbone of a successful real-estate practice. Yet many agents don’t treat it with the system and focus it deserves. In this article, you’ll uncover the proven, actionable formula that top agents use to double referrals within 12 months—and how you can apply it, too.
1. Why Referrals Matter More Than Ever
Many marketing channels cost you time and money—with lower trust rates. By contrast, referrals come wrapped in credibility and cost little.
One study found that up to 92% of consumers trust friends’ and family’s recommendations above all else. IXACT Contact
2. Build a Visible, Value-Driven Touch System
It’s not enough to close a file and move on. A system of consistent touches keeps you top-of-mind:
Personal anniversary postcards (1 year after closing)
Market update emails (quarterly)
“Check-in” calls or texts (semi-annual) By staying present, you increase the likelihood that happy clients will refer you when someone asks: “Who’s your agent?”
3. Timing Your Referral Ask With Purpose
Asking too soon or without a relationship causes friction. Wait until you’ve delivered value, solved problems, and built trust. At that point, you can say:
“I’ve loved helping you over the past year— if you know anyone who’d appreciate the same, I’d be honored to assist them.” This approach respects their time and positions you as a trusted advisor—not a salesperson.”
4. Create a Simple Referral Funnel
Make it easy to refer: provide clients a simple “Refer a Friend” form, email link, or text number.
Offer value: When someone refers a friend, send a genuine thank-you gift or note—this encourages repeat referrals.
Track results: Keep records of who referred, who closed, and ensure you follow up with both parties.
5. Invest in Memorable Marketing Touchpoints
Referrals often happen because you stay visible and deliver exceptional service. Use marketing assets that reinforce your brand. For example, our Referral-Ready Postcardshelp you:
Send meaningful, branded mail pieces to past clients
Encourage referrals without being pushy
Maintain a consistent presence in mailboxes
When you commit to a system that nurtures relationships + asks smartly + uses visible touches, you’re no longer hoping for referrals—you’re generating them intentionally. Double your referrals in 12 months? Yes—you can when you treat it like the strategic growth engine it is.
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
Thanksgiving naturally centers on gratitude, community, and connection — three values that also drive long-term success in real estate.
Hosting a client appreciation or community event during this season isn’t just a nice gesture; it’s a strategic way to deepen trust, nurture referrals, and remind past clients why they loved working with you in the first place.
According to the National Association of REALTORS®, client relationships remain the leading source of repeat and referral business, with 38% of sellers and 36% of buyers finding their agent through a referral from family or friends (NAR Profile of Home Buyers and Sellers, 2024).
That means maintaining visibility through genuine appreciation can have a measurable impact on your future transactions.
1. Pick a Theme That Feels Like You
Your event doesn’t need to be elaborate or expensive — it just needs to feel authentic. Here are a few ideas agents have used successfully:
A casual “Pie Pickup Party” where clients drop by for a pumpkin or apple pie and coffee.
A “Thank You Brunch” hosted at a local café with family-style seating.
A Community Gratitude Drive collecting food or donations for local charities.
Choose a format that reflects your personality and fits your market’s vibe — whether that’s cozy and family-focused or professional and polished.
2. Make It About Them, Not You
The heart of any appreciation event is genuine gratitude. Start your remarks by thanking your guests for being part of your journey — whether as clients, referrals, or neighbors — and acknowledge their role in your business success.
Keep the focus on connection, not conversion. Ironically, when people feel appreciated rather than sold to, they become even more open to recommending you to others.
3. Invite Thoughtfully and Follow Up With Heart
Your invitation sets the tone. Use warm, personal language — something like:
“I’m so grateful for the people who make this community feel like home. I’d love for you to join me for a small gathering to say thank you.”
After the event, send a thank-you postcard or handwritten note.
Mention a personal moment you enjoyed — “I loved meeting your daughter” or “I hope you enjoy that pie!” — to reinforce the relationship.
4. Add a Touch of Real Estate Value
Between the food, laughter, and conversation, it’s okay to include a short, educational moment that provides value. For example:
A quick market update: “Here’s what we’re seeing in the local housing market this fall.”
A homeownership tip: “Here are a few ways to add value to your home before spring.”
The goal is to stay helpful and top-of-mind — not to pitch.
5. Capture and Share the Connection
Take a few photos (with permission) and share highlights on social media. Tag guests if appropriate, post a “thank you” message afterward, and mention how much you enjoyed connecting.
This not only strengthens relationships but also shows your broader network that you’re an active, community-driven professional.
6. Don’t Let It Be a One-Time Gesture
One event can open doors, but consistent appreciation keeps them open. Consider setting up a holiday scheduled campaign or client appreciation calendar — a mix of personal touches and automated outreach that keeps you visible all year long.
ProspectsPLUS! offers a ready-made holiday postcard campaign that makes this easy — just choose your design, schedule your send dates, and we handle the rest.
💡 Quick Takeaways:
Focus on gratitude and connection rather than promotion.
Keep the event personal, local, and authentic.
Follow up with handwritten notes or postcards to extend goodwill.
Capture photos and share highlights on social media for added visibility.
Repeat the gesture seasonally to maintain strong client relationships.
❤️ Final Thought
When you show appreciation in meaningful ways, you don’t just remind people you’re their REALTOR® — you remind them you’re part of their lives. And that kind of connection doesn’t just fill your calendar — it fills your career with purpose.
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
“For Sale by Owner” listings make up a small portion of today’s market — less than 7% of all home sales according to the National Association of Realtors — but they represent an opportunity-rich niche for agents who know how to approach them the right way.
Most FSBO sellers aren’t avoiding agents out of dislike; they simply think they’ll save money or can handle the process alone. But when you show them that hiring you adds value, not cost, everything changes.
Step 1: Shift Your Approach from Pitch to Partnership
The fastest way to turn a FSBO conversation around is to stop “selling” and start helping.
Instead of, “I’d love to list your home,”
try, “I completely understand wanting to try it on your own — many homeowners start that way. If you ever want a quick pricing analysis or help reviewing your buyer’s offer, I’m happy to help.”
You’ve just positioned yourself as a resource instead of a rival.
Step 2: Use Curiosity-Based Questions to Build Trust
When reaching out by phone or at the door, lead with empathy and curiosity.
Example Script:
“Hi [Name], I noticed you’re selling your home yourself — it looks great! I’m just curious, what made you decide to go the FSBO route?”
Their answer tells you everything you need to know. Are they trying to save money? Avoid pressure? Move fast? Each reason becomes your path in.
Follow-Up Script:
“That makes sense — a lot of owners start there. If you’d ever like a free local market snapshot or a few tips on increasing your visibility, I’d be glad to share those.”
You’ve planted a seed of trust — and curiosity about what you know that they don’t.
Step 3: Offer Value That Eases Their Frustrations
Most FSBO sellers quickly discover three pain points:
Limited exposure — their listing isn’t reaching enough qualified buyers.
Pricing confusion — they’re unsure how to price competitively without undercutting themselves.
Paperwork overwhelm — legal forms, disclosures, and negotiations feel daunting.
Use these frustrations to demonstrate your value with helpful, low-pressure offers:
Provide a free home valuation or FSBO success checklist.
Share a market update postcard showing local activity and price trends.
Offer a contract review session or open house checklist.
Each step keeps you visible as the expert who helps, not sells.
Step 4: Stay Present with Gentle Follow-Up
Consistency builds familiarity — and familiarity builds trust.
Create a simple follow-up rhythm:
Week 1: A quick “hope it’s going well” text with a helpful tip.
Week 2: Drop a FSBO postcard highlighting a success story or useful stat.
Week 3: Call or email offering free feedback on their photos or pricing.
Many FSBOs hire an agent within 30 days after listing — often the one who’s been most helpful.
Step 5: When They’re Ready, Make the Transition Easy
When they reach the point of frustration, they’ll remember who guided them — you.
Transition Script:
“You’ve done a great job getting this far. If you’d like, I can step in and handle the marketing, showings, and negotiations from here — that way you can focus on your move and still get the best price possible.”
You’re not taking over — you’re taking the stress off.
The Takeaway
The secret to FSBO conversion isn’t pressure — it’s patience, presence, and value. When you show up consistently with empathy and expertise, you stop being “another agent” and start being their solution.
Helpful Tool: FSBO Postcard Series
Stay top-of-mind with our FSBO postcard series — designed to educate and build trust with sellers who are trying to go it alone. Each postcard delivers helpful, non-salesy tips that keep you positioned as the professional they’ll call when they’re ready for help.
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
Useful upgrades — smart plug, video doorbell, or home maintenance vouchers.
Charitable donation — make a small donation in their name to a cause they care about.
National Association of Realtors supports personalized closing gifts, such as a custom cutting board or a service —as great gifts that clients remember. National Association of REALTORS®
At closing — send your “welcome home” gift immediately so your final impression is strong.
Holiday window — send between late November and early December, when inbox and mailbox activity slows and gratitude stands out.
Anniversary gifts — send something for 1-year or 5-year homeownership anniversaries.
Client Appreciation reminders — intersperse with your Customer Appreciation postcard series (thank-you, home anniversary cards) so you stay top-of-mind all year long.
Measuring ROI & Impact
You don’t need a huge marketing budget to see results. A few metrics to track:
Referral rate within 12 months from clients who received a gift.
Repeat business rate among gift recipients.
Engagement responses (thank-you notes, social comments, messages) when gifts arrive.
Cost vs. reward ratio — even modest gifts (e.g. $20–$50 thoughtful items) often pay back through a single referral or sale.
Agents who use appreciation as a system—not a one-off—tend to see stronger pipelines and more consistent referrals. Homelight+1
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
