Absentee Owners
An Absentee Owner owns a property but doesn't live there. This term usually refers to owners of vacant properties, not just landlords or rental owners.
Key Lessons on Finishing the Year Strong & Positioning for 2026
If this year has felt heavier than expected, you are not alone.
In our recent webinar, Coach Bill Pipes joined Tim Slevin to break down why so many real estate agents are feeling burned out, why that feeling is dangerous heading into the new year, and what disciplined agents are doing right now to create momentum that carries into 2026.
This recap pulls the most practical ideas from the conversation and turns them into a clear plan you can actually follow.
Why agents feel burned out earlier than normal
Coach Pipes started with a blunt observation.
Agents are working harder than they have in years, putting in more time, and in many cases earning the same or less than they did before. That combination leads to fatigue, frustration, and something he is seeing earlier than ever.
Agents checking out before the year is over.
Tim Slevin shared that The Share Group saw this same pattern across the business. October and November slowed noticeably, even among customers who normally prospect consistently.
The danger is not just slower production. The danger is losing momentum right before it matters most.
The mindset shift that changes everything
Coach Pipes challenged agents to reframe how they think about the end of the year.
If you were a $300,000 to $500,000 salaried salesperson, what would your company expect of you during the holidays?
- Not nonstop work.
- Not disappearing for weeks either.
The expectation would be professionalism, availability, and consistency.
Tim summed it up simply.
You protect the core family time, but you stay engaged.
Coach Pipes translated that into a realistic standard:
- Half day on Christmas Eve
- Off on Christmas Day
- Back to work on December 26
- Work through New Year’s Eve (partial day)
- Off on New Year’s Day
- Start the new year on January 2, not January 5 or 6
Why this matters has nothing to do with hustle culture.
It has everything to do with momentum.
The truth about the next 6 months
One of the most important lines from the webinar was this:
“I’ve got six more months of the grind.”
Not forever.
Not hopeless.
Just honest.
Coach Pipes compared the market to the last rounds of a hard workout. You are tired, but the finish line is finally visible. The mistake most agents make is assuming relief comes sooner than it actually does.
If you plan like things get easy next month, you underperform.
If you plan for six more months of discipline, you build leverage.
Market conditions and why competition is shrinking
Coach Pipes laid out how he plans every year:
- What is happening in the market
- What is happening with competition
- How do I position myself to benefit from both
His key point was not politics or headlines. It was behavior.
- Uncertainty causes consumers to pause.
- Pausing consumers need clarity.
- Clear guidance creates opportunity.
Then came the competitive reality check.
A significant percentage of licensed agents have not sold a single home this year. In addition, many agents are expected to exit the business entirely.
Tim added an important layer.
Most agents cannot hit their income goals from referrals and past clients alone. For nearly everyone else, direct outreach becomes non negotiable.
When you combine:
- A market that will eventually loosen
- A shrinking and discouraged agent pool
- Consumers who still need answers
You get opportunity for the agents who stay consistent.
Selling through the holidays without being salesy
Tim made a point that resonated strongly.
The hardest thing for someone in sales is simply giving goodwill without pressure.
Coach Pipes agreed and called end of year pressure tactics manipulative and damaging to relationships.
The better approach is simple:
- Reach out with relevance
- Lead with care
- Offer clarity, not urgency
Examples of what that sounds like:
- “I was thinking about you and wanted to wish you a great holiday.”
- “If you have any questions about the market while we’re on the phone, I’m here.”
No forcing appointments.
No quota pressure.
Just professionalism.
The December execution plan that actually works
Coach Pipes laid out a clear, repeatable plan designed specifically for the final weeks of the year.
1. Commit to 50 conversations per week
This was his top non negotiable.
Fifty conversations every week, including Christmas week and New Year’s week.
That does not mean calling on Christmas Day. It means protecting consistency around the holidays.
Why this matters:
- Consistency keeps you sharp
- Sharp conversations lead to better outcomes
- Momentum carries into January
Agents who disappear lose their edge. January punishes rust.
2. Follow up with every lead who did not transact
Coach Pipes outlined a simple call list:
- Leads from this year who did not buy or sell
- Leads who said “maybe early next year”
- Anyone who said “after the holidays”
- Past clients who have not heard from you recently
The positioning is critical.
You are calling because you said you would if market conditions changed. That builds credibility instead of pressure.
3. Load the first week of January with appointments
This is where many agents miss the opportunity.
Coach Pipes shared that his team would aim to book 10 appointments for the first week of January.
Why so many?
Because 30 to 40 percent will cancel or reschedule. If you book ten, you still start the year strong.
A simple way to handle holiday hesitation:
“I know the holidays are busy, and I also know you want to stay ahead of the competition. Let’s set a quick 15 to 20 minute strategy session the first week of January. I’ll confirm a few days before.”
This single habit changes how January feels.
Why the week between Christmas and New Year’s matters
Tim shared two insights many agents overlook.
First, that week is one of the highest online browsing periods for real estate. People may not be ready to meet, but they are paying attention.
Second, January often brings financial flexibility and renewed decision making.
The takeaway is simple.
You want to be the agent who already has the relationship and the plan when clients decide it is time.
Keeping clients out of Zillow funnels with value
Coach Pipes pointed out that many homeowners visit Zillow for one main reason.
They are curious about their home’s value.
Once there, they often get pulled into automated funnels.
His recommendation for December was powerful and practical.
Create non solicited CMAs for past clients.
December is ideal for this because:
- Appointment volume is lighter
- You have extra time in the day
- It creates real conversations
Simple CMA email framework
Subject: Quick home value update
Body copy example:
Hi [Name],
As we wrap up the year, I was thinking about you. Even with the market doing what it’s doing, your home has held its value.
I put together a simple market analysis for your home and attached it here. I think you’ll find it interesting.
I’ll give you a quick call in the next few days just to answer any questions.
Happy holidays,
[Your Name]
Follow up conversation flow
- Wish them a happy holiday
- Ask about family or life updates
- Confirm they saw the email
- Share the key takeaway
- Ask a future focused question
Coach Pipes’ favorite question:
“What are your plans with the home over the next two to three years?”
Tim added an underrated seller indicator:
“How do you like the new neighbors?”
Life changes often drive selling decisions long before rates do.
The 6x10 system (1800 Challenge) for energy and focus
Coach Pipes closed with a strong message about standards.
People do not lose energy because of the season. They lose energy because they loosen discipline.
His solution is the 6x10 system, also called the 1800 challenge.
Six daily commitments, each in blocks of ten:
- 10 minutes of movement
- 10 affirmations
- 10 minutes of learning or motivation
- 10 minutes of meditation or prayer
- Read 10 pages
- Write down 10 things you are grateful for
That creates daily momentum without burnout.
The point is not perfection. The point is consistency.
How this connects to The Share Group
Coach Pipes made a simple but important statement.
“Would I buy leads right now? Absolutely. Because no one else is calling.”
That aligns directly with what The Share Group provides.
If you are committed to:
- 50 conversations per week
- Consistent follow up
- Strong January momentum
You need a steady supply of high quality seller data so the plan actually works.
That includes segments like:
- Absentee owners
- Downsizers
- Equity rich homeowners
- Likely to sell prospects
When you pair disciplined outreach with the right data, you create leverage.
Final thought
Coach Pipes closed the session with a line worth remembering.
You will have stress either way.
- The stress of discipline.
- Or the stress of regret.
December is where that choice shows up.
If you want help building the right call lists to support this plan, schedule a demo with The Share Group and we will help you set up a pipeline you can work every day heading into 2026.
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