Ways to Stay Focused on Selling Real Estate Over the Holidays

Ways to Stay Focused on Selling Real Estate Over the Holidays  

October through December is when many agents mentally check out — pumpkin spice  lattes in hand — telling themselves, “no one buys over the holidays.” Big mistake. The agents who finish the year strong and launch into January with momentum are the ones who stay focused while everyone else slows down. 4th quarter is our teams 2nd best quarter every year. If you want listings, clients, and closings waiting for you in January, here are five ways to stay locked in and productive over the holiday stretch.  

1. Treat the Holidays Like a Season, Not a Vacation  

Yes, it’s the holidays — but it’s still a business quarter. There are buyers relocating before year-end, sellers motivated by tax timelines, and investors positioning for Q1. Set clear weekly goals for appointments, conversations, and follow-ups. Schedule personal time and family events, but protect your work hours with the same commitment. You can be  festive and focused.  

2. Double Down on Conversations and Relationships  

This is prime time for deepening relationships. Reach out to your database with gratitude calls, holiday cards, or invites to client appreciation events. Ask about their year, their plans for 2026, and if they know anyone considering a move. People are naturally reflective and generous this time of year — perfect conditions for referrals. The more you’re top-of mind in November and December, the more your phone rings in January. 

3. Host a Year-End Review for Your Business and Clients  

Don’t just drift into the new year — prepare for it. Block out time each week to review your business: where your leads came from, what worked, and what didn’t. Then, offer your top clients a complimentary “real estate checkup” — reviewing their home value, equity, and  potential moves. It positions you as a trusted advisor, not a salesperson, and opens doors for 2026 opportunities.  

4. Stay Visible — Don’t Disappear  

While competitors are ghosting their social media, keep showing up. Post market insights (“What’s happening with interest rates in Q4?”), holiday-themed homeowner tips, and community events. Visibility builds credibility. And because fewer agents are active online, your voice stands out. Keep your marketing running even if your calendar’s full —  consistency wins.

5. Plan for January Now 

The worst way to start the new year is by scrambling. Use October through December to load your January pipeline: follow up with cold leads, schedule open houses, and line up marketing campaigns. The business you close in Q1 is built from the actions you take in Q4.  Start 2026 on offense, not defense. 

Final Thought  

You can either wind down or gear up — your choice. Most agents take their foot off the gas in Q4. The ones who stay active, intentional, and visible not only capture late-year deals  but hit January with momentum that carries through the spring. Don’t just “survive” the  holidays. Thrive through them — and let everyone else wake up in January wondering how you passed them.  

If we can help you in any way please call text or email me at 336-525-1289 or email Chris@pappalardoteam.com  

Be Awesome!  

Chris Pappalardo