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:
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A holiday greeting
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A simple “Thinking of You This Season” card
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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:
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Mail early December so the postcard lands before mid-month holiday chaos
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Mail again the first week of January with an “Is This Your Year to Make a Move?” message
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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
The smartest agents lean on scheduled postcard campaigns. Automation allows them to:
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Stay present in December
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Take time off without disappearing
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Start January with marketing already in motion
Consistency — not intensity — wins the top-of-mind game.
4. They Focus on Brand Familiarity, Not Urgency
Top agents understand a critical truth:
People hire the agent they recognize first, not the agent who markets the hardest.
Holiday visibility works because:
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Few agents are mailing
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Homeowners are paying more attention
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Warm, seasonal messages build trust faster
By the time January arrives, your name feels familiar.
And familiarity beats competition every time.
5. They Pair Holiday Visibility with a Clear January Follow-Up
Finally, top agents follow a simple sequence:
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December: Gentle, warm visibility
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Early January: Market update or “Is this your year?” message
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Mid-January: A nurturing follow-up (free home value, checklist, or CMA)
This quiet, intentional three-step rhythm generates more early-year conversations than any “big push.”
Launch a Holiday Scheduled Campaign and stay visible all year long without effort →
PLUS: When you have time…below are some marketing tools to help support your success.
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