What If You Didn't Have to Start Over in January?

How a few intentional decisions now could change the way you begin 2027—and how you enjoy the holidays.

Have you ever reached January feeling like you're already behind?

The holidays are over, you're back at your desk, and instead of feeling excited about a fresh start, you're looking at your pipeline wondering where your next transaction will come from.

You meant to get organized before the holidays. You planned to reconnect with your database, follow up with those people you'd been meaning to call, and finally put together a business plan for the new year.

But November got busy, December disappeared, and now you're trying to make up for lost time.

What if this year could be different?

What if the momentum you want in January actually begins with a few decisions you make today?

January Doesn't Come With Its Own Momentum

Over the years, I've watched real estate agents approach November and December in very different ways.

Some decide the market is slowing down, so they might as well slow down too. Others aren't intentionally stepping away from their business. They're simply overwhelmed. Between taking care of clients, managing transactions, planning family gatherings, and figuring out holiday travel, there doesn't seem to be enough time for everything.

And then there are the agents who manage to enjoy the holidays without losing touch with their business.

What's different about them?

They have a plan. And often, it's surprisingly simple.

They use the holidays as an opportunity to strengthen relationships, reconnect with their database, and express gratitude to the people who have supported their business throughout the year.

They aren't necessarily working longer hours or trying to squeeze another transaction out of December. They're simply being intentional about the activities that will keep their business moving forward.

Because here's something worth remembering: The conversations you have today may not turn into business tomorrow. Relationships take time to nurture, and opportunities often develop long before someone is ready to make a move.

Momentum doesn't suddenly appear when the calendar changes. It develops through the actions you take before the results begin to show.

And if you wait until January to begin those activities, you may spend the first part of your new year trying to create the momentum you were hoping to have.

What If the Holidays Were an Opportunity Instead of an Interruption?

Think about the people who have supported your business this year. Your past clients, the people who have referred friends and family, and those core advocates who continue to speak highly of you.

When was the last time you connected with them simply to see how they're doing?

Not to ask if they're thinking about buying or selling. Not to remind them that you appreciate referrals. Just to connect and let them know they matter.

The holidays provide a wonderful opportunity to do exactly that.

What if you started with just five people? Five people who know you, trust you, and have supported your business. Pick up the phone, ask how they're doing, and let them know how much you appreciate them.

Maybe you'd rather invite a few clients to an informal happy hour. It doesn't need to be an elaborate event. Or perhaps you could drop off a small gift to someone who has consistently sent referrals your way.

A handwritten note, a personal phone call, or an invitation to get together can mean more than another marketing campaign.

And none of these things needs to turn into a sales conversation.

The point is to connect. To be genuinely interested in the people who have helped make your business possible.

One of the things I appreciate most about Exactly What to Say® is how the right questions can change the direction of a conversation. When we approach people with curiosity rather than an agenda, we create opportunities to understand what matters to them.

That same approach applies to the relationships you've already built.

Instead of wondering who might be ready to buy or sell, what if you simply asked yourself, "Who would I really enjoy reconnecting with before the end of the year?"

You might be surprised by how much good can come from a conversation that begins with no expectation beyond strengthening a relationship.

Being Busy Isn't the Same as Being Intentional

Of course, knowing what to do and actually doing it are two different things.

Most agents already know they should stay in touch with their database. They understand the importance of follow-up and planning. They know that relationships are the foundation of a sustainable business.

But knowing doesn't always translate into doing.

A client needs something urgently. A transaction demands attention. An unexpected problem takes up the afternoon. And before you know it, another week has passed without making those calls or taking the time to think about what comes next.

Sound familiar?

I've had conversations with agents who tell me they're simply too busy right now. They'll get organized after the holidays and start fresh in January.

And I understand why that sounds appealing. When you're already overwhelmed, the thought of adding one more thing to your calendar isn't particularly inviting.

But here's what I encourage them to consider.

If you're not organized now, could you find yourself spending January scrambling for business instead of building on the work you've already done?

And rather than giving them another long list of things they should be doing, I like to ask a much simpler question:

What's one thing you could do this week to connect with your top core advocates?

Not ten things. Just one.

Perhaps it's blocking thirty minutes to make a few personal calls. Maybe it's choosing a date for a small gathering or writing a handful of thank-you notes.

The activity itself doesn't have to be complicated. What matters is making the decision, putting it on your calendar, and following through.

There's a difference between intentionally choosing to take time off and allowing your business to drift until the calendar changes.

And there's certainly nothing wrong with taking time off.

In fact, having the freedom to enjoy your life is one of the reasons you're building a successful business in the first place.

What Would It Feel Like to Be Ready?

Just imagine heading into the holidays knowing your plan for the first 90 days of 2027 is already in place.

You've decided what you want to accomplish and why it matters. You know where to focus your attention. You've reconnected with some of the people who have supported your business, and you have a plan for what happens when January arrives.

There's still work to be done, of course. There always will be. But you're no longer carrying around that nagging feeling that there's something important you should be doing and just haven't gotten to yet.

How would that feel?

Maybe it means sitting around the dinner table, enjoying the conversation instead of mentally reviewing your pipeline. Maybe it's taking a few days away without constantly checking your phone or worrying about where your next transaction will come from.

Or perhaps it's simply waking up on January 1 feeling excited about the year ahead instead of anxious about how you're going to get started.

Could it be possible that being intentional over the next six weeks might help you have your best first quarter ever?

And what if the real reward isn't just a stronger business, but the freedom to be fully present for the people and moments that matter most?

You work hard to build a successful business. But isn't part of the reason you work so hard to create a life you actually get to enjoy?

You don't have to choose between preparing for a successful new year and enjoying the holidays. A few intentional decisions now can help you do both.

So here's something worth considering: What could you do today that would allow you to be more present with the people who matter most tomorrow?

---

About the Author

Chris Ruszkiewicz is an Exactly What to Say® Certified Guide and the founder of CMR Coaching & Consulting, a founding partner of Keller Williams Realty Milwaukee, and an Executive Business Coach with 32 years of experience in sales, negotiation, and leadership.