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.
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.
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?
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:
Why this matters has nothing to do with hustle culture.
It has everything to do with momentum.
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.
Coach Pipes laid out how he plans every year:
His key point was not politics or headlines. It was behavior.
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:
You get opportunity for the agents who stay consistent.
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:
Examples of what that sounds like:
No forcing appointments.
No quota pressure.
Just professionalism.
Coach Pipes laid out a clear, repeatable plan designed specifically for the final weeks of the year.
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:
Agents who disappear lose their edge. January punishes rust.
Coach Pipes outlined a simple call list:
The positioning is critical.
You are calling because you said you would if market conditions changed. That builds credibility instead of pressure.
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.
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.
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:
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]
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.
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:
That creates daily momentum without burnout.
The point is not perfection. The point is consistency.
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:
You need a steady supply of high quality seller data so the plan actually works.
That includes segments like:
When you pair disciplined outreach with the right data, you create leverage.
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.