December Prospecting Focus: Finding Motivated Sellers Before Spring

Spring listings start with December conversations.

Find motivated sellers now.

The Spring Listing Problem

Every agent prospects for listings in March.

Competition is highest.

Smart agents start in December.

The December Seller Advantage

Sellers you find now:

Less agent competition More time to prepare List in January or February Beat spring market rush

Early bird gets the listing.

The Motivation Triggers

Who's motivated to sell:

Job transfers (announced in December) Life changes (divorce, inheritance) Financial situations (need equity) Downsizers (kids gone, too much space) Move-up buyers (equity position strong)

Find the motivation.

The Expired Listing Strategy

December expired listings:

Failed to sell in fall Frustrated with last agent Reconsidering timing Need different approach

Call every December expired.

The Expired Script

"I see your listing expired. I know that's frustrating. Are you still planning to sell, or have you decided to wait? If you're still selling, I'd love to show you what we'd do differently."

Direct and helpful.

The FSBO Outreach

For sale by owners in December:

Realized it's harder than expected Haven't sold after months Holiday deadline pressure Ready for professional help

Perfect timing to convert.

The FSBO Script

"Saw you're selling your home yourself. How's it going? I work with a lot of FSBOs who eventually want professional help. If you'd like a second opinion on price or marketing, I'm happy to help. No pressure."

Helpful, not pushy.

The Database Mining

Search your database for:

Homeowners who bought 5-7 years ago (typical ownership period) People who mentioned moving "someday" Past clients in homes they've outgrown Contacts in job transition industries

Mine for potential sellers.

The Equity Conversation

Call homeowners with equity:

"Checking in before year-end. Have you thought about what your home is worth now? Values have increased significantly. Want me to send you a market analysis?"

Most say yes.

The CMA Follow-Up

After sending CMA:

Call within 48 hours "Did you get the analysis? Were you surprised by the value?" Listen for selling interest Book listing consultation if interested

The CMA starts the conversation.

The Downsizer Target

Empty nesters and retirees:

Too much house Too much maintenance Want to unlock equity Simplify lifestyle

Perfect December conversation.

The Downsizer Script

"Now that the kids are grown, does this house still fit your needs? A lot of homeowners in your situation are downsizing and using their equity for retirement or travel. Have you thought about that?"

Natural, helpful question.

The Move-Up Market

Families who outgrew homes:

Need more space Can afford more now Equity for down payment Spring move timeline

Start conversation in December.

The Move-Up Script

"How's the house working for your growing family? You have significant equity built up. Have you thought about moving to something bigger?"

Identify the pain point.

The Job Transfer Intel

Watch for transfer announcements:

Corporate relocations Military moves Company expansions Industry changes

December is announcement season.

The Transfer Approach

"Heard about the company transfers. Do you know anyone affected who might need to sell? I specialize in quick sales for relocating families."

Position as solution.

The Neighborhood Farming

Target specific neighborhoods:

High turnover areas Appreciating neighborhoods Your past client areas Where you want listings

Focus your efforts.

The Farming Strategy

Door knock or mail:

"Hi, I'm [name]. I work extensively in this neighborhood and wanted to introduce myself. If you're ever thinking about selling, I'd love to help. Here's my card."

Build name recognition.

The Referral Ask

Every database call:

"Who do you know thinking about selling in the next few months?"

Ask everyone, every time.

The Content Strategy

December social media:

"Thinking about selling in 2026? Let's talk now. Preparation in December means better results in spring."

Plant seeds.

The Response Handling

When sellers show interest:

Book consultation immediately Send pre-listing packet Prepare market analysis Schedule home visit

Strike while interest is hot.

Your December Prospecting Plan

Week 1: Call all expired listings from last 90 days Week 2: Reach out to all FSBOs Week 3: Database equity conversations Week 4: Sphere referral asks

Four weeks, four strategies.

Your Next 48 Hours

Pull expired listings from October-December.

Call 10 of them tomorrow.

Search database for downsizers and move-up candidates.

Schedule calls for this week.

Spring listings get won in December conversations.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.

The 2025 Year-End Review: What Worked, What Didn't, What Changes

Dec 3, 2025

2025 is almost over.

Review it before planning 2026.

The Honest Assessment

Answer these questions honestly:

Did you hit your goals? What worked well? What failed? What surprised you? What would you do differently?

Truth drives improvement.

The Transaction Count

Total deals closed in 2025: _____

Compare to:

• Your goal: _____
• Last year: _____
• Your market average: _____

Hit, missed, or exceeded target?

The Revenue Analysis

Total GCI in 2025: $_____

Compare to:

• Your goal: $_____
• 2024: $_____

Where did you land?

The Lead Source Breakdown

Where deals came from:

Database: _____ deals (%) Online leads: _____ deals (%) Past clients: _____ deals (%) Sphere/referrals: _____ deals (%) Expireds/FSBOs: _____ deals (%) Open houses: _____ deals (%) Other: _____ deals (____%)

Which sources produced?

The ROI Calculation

For each lead source:

Money invested: $_____ Deals generated: _____ Revenue generated: $_____ ROI: _____%

What paid off?

The Time Investment

Where you spent time:

Prospecting: _____ hours per week Appointments: _____ hours per week Admin: _____ hours per week Marketing: _____ hours per week

Time allocation effective?

The Activity Metrics

Track what drove results:

Prospecting calls per week: _____ Conversations per week: _____ Appointments per week: _____ Conversion rates: _____%

Did activity match goals?

The Conversion Analysis

Calculate your ratios:

Calls to conversations: _____% Conversations to appointments: _____% Appointments to contracts: _____% Contracts to closings: _____%

Where did the funnel leak?

The Best Wins

Top 3 achievements in 2025:

Celebrate success.

The Biggest Failures

Top 3 disappointments:

Learn from mistakes.

The Surprise Successes

What worked unexpectedly:

Lead source that performed Strategy that paid off Relationship that produced Skill that developed

Build on surprises.

The Wasted Efforts

What didn't work:

Money wasted on: _____ Time wasted on: _____ Energy wasted on: _____

Stop doing these in 2026.

The Relationship Review

Strongest relationships built:

Client relationships: _____ Vendor partnerships: _____ Colleague connections: _____ Referral sources: _____

Who matters most?

The Skills Developed

What improved in 2025:

Negotiation Presentations Marketing Technology Time management

What got better?

The Skills Needing Work

What needs improvement:

Prospecting consistency Follow-up systems Social media presence Video content Listing presentations

What to develop in 2026?

The Database Growth

Database metrics:

January 1, 2025: _____ contacts Added in 2025: _____ contacts Removed in 2025: _____ contacts December 31, 2025: _____ contacts

Net growth: _____

The Market Challenges

2025 obstacles:

Interest rates Inventory levels Market conditions Competition Personal challenges

What made it hard?

The Personal Satisfaction

Rate your 2025:

Overall satisfaction: 1-10 Work-life balance: 1-10 Income satisfaction: 1-10 Growth: 1-10

How do you feel about the year?

The Health Check

Physical and mental health:

Energy levels: Good/Fair/Poor Stress management: Good/Fair/Poor Work-life balance: Good/Fair/Poor Burnout risk: Low/Medium/High

Honest assessment.

The Technology Assessment

Tools that helped:

CRM effectiveness: _____ Marketing tools: _____ Communication systems: _____ Productivity apps: _____

What technology paid off?

The 2026 Implications

Based on 2025 review:

What to do more of: _____ What to do less of: _____ What to start: _____ What to stop: _____

Decisions for next year.

The Written Summary

Document your review:

1-2 page summary Key metrics Lessons learned 2026 changes

Keep for future reference.

Your Next 2 Hours

Block time for honest review.

Answer every question.

Calculate all numbers.

Write your summary.

You can't improve what you don't measure.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.