With roughly seven selling Saturdays left before Christmas, The Agency’s CEO Matt Lahood says the best results now come from precision, presence and planning … not panic.
Matt’s view is that the calendar does much of the heavy lifting at this time of year.
Buyers don’t vanish in December, but their focus shifts in the school break, so agents should spell out the remaining runway to vendors right now.
“Tell them there are about seven good Saturdays left before attention turns to Christmas,” he says.
“It’s not that buyers disappear, but they’re planning holidays, not house hunts.”
“Reminding them of the countdown keeps everyone realistic about timing and urgency.”
That clarity sits alongside a simple rule: prospecting never really stops.
Life events still happen, (babies, job changes, upsizing, downsizing), and the only way to be part of those conversations is to stay present.
For Matt, that means genuine, low-pressure contact that keeps agents top-of-mind: seasonal check-ins, small gifts, and well-run client appreciation evenings.
The Power of a VIP night
Matt prefers inviting a curated VIP list – centres of influence, referrers and valued past clients – often jointly hosted by a few agents so the night feels personal rather than generic.
Done early enough, these gatherings create warm introductions between future vendors and past clients who can speak to the experience.
He also prefers the term “VIP night” over “Christmas party.”
“Everyone gets invited to Christmas parties,” he says.
“But a VIP event feels more personal. It’s a way to acknowledge your most important relationships.”
On the perennial question, is it too late to list this year, Matt is clear: it’s not.
The smarter play is to prepare completely now and be selective about exposure.
“Get photos done, contracts ready, copy written. You can stay off-market but effectively on-market,” he says.
December sees plenty of interstate travel; buyers visiting family often ask what’s coming up locally.
“In this case, they’re often buyers you wouldn’t have met otherwise.”
Matching those enquiries can create momentum that rolls into January, especially if you’ve already scheduled auctions for early February.
Set to sell – then switch off
To reduce stress for everyone, Matt recommends a structured ‘Set to Sell’ meeting before the break – a 90-day plan the owners can literally put on the fridge.
Map the dates for photography, launch, first opens and any private viewings, and agree how you’ll communicate during the holiday period.
“If they know what to expect and when, you can both take a proper break without feeling glued to the phone on Boxing Day,” he says.
It’s also a reminder that buying and selling is often the biggest decision a household will make; agents should treat it with that level of seriousness while also protecting their own stamina.
Spring, cool down, reset
That stamina comes from cadence. After 35 years, Matt frames the year as ‘sprint and cool down’: sprint when the market is on (spring; Easter to May) and cool down when it isn’t (mid-winter; mid-December to mid-January).
If you’re feeling frayed now, the advice is to push cleanly to the finish line and then truly switch off while the market naturally quietens.
Teams should plan cover early; even solo agents can pair with a colleague to divert calls while away.
Matt explains that The Agency itself will shut offices from about 20 December to 5 January, with only skeleton property management and accounts functions running to process end-of-month statements.
With digital contracts, e-sign and online payments, most work that genuinely can’t wait can be handled from anywhere – but the point is to keep that to a minimum.
Planning shouldn’t wait for January either.
The best operators, Matt says, are already working to their 2026 plan: growth goals set, team structure mapped, monthly “on track/off track” check-ins booked, and twice-yearly face-to-face sessions to keep a national team aligned.
Recruiting follows the same logic: serious moves are organised before Christmas so agents aren’t locked into February stock under an old banner.
Across all of this, the theme is balanced professionalism: finish well, care for clients, and care for yourself.
“Sprint hard now. Finish strong. Then take a real break,” Matt says.
“Your clients, and your business, will be better for it.”
