What if you could close $45mm in the month of December?

Next year starts now. You know this already. (Not right now, it’s totally fine to have this weekend off...but when Monday comes, you are back on duty!)

Anyway, what you are doing now dictates your results in the first quarter of 2026. Did you just get a little pit in your stomach? Maybe like, “WAIT! Next year! WTF? I am still stressing about THIS year!?!?!?”

Or...maybe some of you are thinking, “Well, I hope next year is better.”  But right after you think that, you know that hope with no action is just a wish, and wishes do not come true in real estate. What will absolutely make your year better next year? Consistent action.

Think about this time last year. How were you feeling about 2025 twelve months ago? And, how did it turn out?

[Pause - think about that first]

I suspect people’s 2025 fell into one of three categories:

1. It went just like the year before, plus or minus
2. It went worse
3. It went better

Regardless of which category you were in...do you know why?

How do you know next year is going to be any different?  How can you guarantee - or at the very least, increase your odds that next year is definitely better?

In my experience, most agents make a plan, or a list, or both - of all the things they are going to do next year. All these great plans! There is so much hope! Next year is going to be SOOOO much better!

Then January comes. Before the first week is over, agents wake up and go, “Oh s&*t! I gotta get to work!”  Often, that “oh s&*t” moment is followed by a little worry. Sometimes, there is a slight panic. And definitely fear.

• Will this plan work?
• Can I really have a better year?
• What if the market doesn’t cooperate?
• What if all the people I thought were going to buy and sell don’t move?
• What if I just got lucky last year?

You can add your own worries and concerns to this list.

Where does that leave you?

Totally screwed. Hope is out the window, and the very familiar worry, fear, panic, despair, and stress settle in.

Good luck next year!

Look, I know these feelings very well. Not only have I always had them as a real estate agent, but I also see them in most real estate agents I speak with.

Most agents are going to stuff it down and ignore it.

If your dog takes a crap in your living room, and you don’t pick it up, it will stink. Putting a Fabreze in the room doesn’t change the fact that there is a pile of dog crap in your living room.

There could be a big pile of crap in the way between you and an incredible 2026. Do you know what I am talking about? Are you going to do something about it, or just plow into the year pretending it’s not there?

One of my VIP 1:1 clients started the year with lots of hope - and big dreams. On our call the other day, we reviewed the following deals he is working on right now:

• Offer out for his buyer - $11mm
• Second showing on his $30mm listing
• Offer accepted on $3.7mm purchase
• Negotiating an offer on $3mm investment opportunity

By the way, all these clients have hired him at his full fee.

Now, he started the year with a lot of hope - and some very big goals. The first quarter was great - then the middle of the year came. A lot of work with very few results. He was ready to change course, try new things, and spend a bunch of money on stuff that (I knew) wasn't going to make any difference.  What we worked on was how to stick to his plan, no matter what other “stuff” was happening. The pull to diverge, try new things, give up - excessively strong.

The point is that you will face your own challenges and obstacles, regardless of your market or price point.

The most important part of your plan is to know what to do when life and your business don't go as planned! Or, as the infamous Mike Tyson quote goes, “Everyone has a plan until they get punched in the mouth.”

You are going to get punched in the mouth next year. It happens every year. Are you ready?