Welcome to separation season. This is the time of year when the majority of folks ease into a seasonal slowdown. 

Then there are the few—the hustlers—who are doubling down

In the game of business, success is measured in inches, not miles. It’s the little adjustments that make huge differences in the results you see three, six, nine, and 12 months from now. 

When talking about the folks who are slowing down versus doubling down, there’s going to be a lot of separation that happens over the next 30 days. 

What are you separating from?

Ed Millet said, “Hey, it’s the holidays, right? Not holi-months.” 

And you can already feel it walking into the office every day, calling people on the phone. There are those who are engaging in income-producing activities—and those who aren’t. 

When I look at separation, I look at the opportunity to leave behind bad habits. 

  • Think about one or two things you need to eliminate from your business. You should already have your 2024 business plan done at this point—you probably know what you need to get rid of. 
  • And then consider: How are you leaving behind your competitors? Some will make it easy with an attitude that says, “I can’t deal with this until the holidays are over. Call me in January.

Last time I checked, if you take out Christmas Eve, Christmas Day, the day after Christmas, and New Year’s Eve, that’s four out of 31 days. Maybe you factor in one or two more days for family time. That’s still only six days.  

On the other hand, some give up on 80-85% of the month because there are a couple of holidays in there. That is bad business. 

So what can you do to keep your head down and work? What can you do that your future self will thank you for (not to mention your clients)? 

#1—Have three KPIs in place

Ask yourself two questions: 

  1. Do you have your three key performance indicators (KPIs)?  
  2. Are you hitting them based on the timeframe that you planned for? 

Three is the magic number with any business plan, because people who have zero goals and people who have 10 goals get the same amount done: absolutely nothing. 

When you’ve got three, that’s where things can get accomplished on a regular basis. 

Most agents should have an appointment goal, a conversation goal, and an outreach goal. 

Are you hitting your three KPIs that are time-based—i.e., how much by when—and have you already completed your business plan

#2—Schedule your time off

Shocking. I mean, you’ve never heard this before, right? 

When are you going to be working and when will you not be working? Is that in your calendar? Have you already decided that? 

There’s no question of waking up, not knowing what to do, or even if you’re going to work that day—which is a whole other conversation. 

When you have your three KPIs, you know what to do when you get up, you have a game plan for the day, and you’re not struggling to fill time blocks. You know exactly what you need to do. 

#3—Identify and create the systems you need in place to make your plan work

The third thing is to identify what systems need to be developed as part of your plan. 

Can you take advantage of separation season when everyone else is out drinking eggnog and cranberry flavored cocktails and going to ugly sweater parties and checking out the 15th Christmas village popup that exists in their neighborhood now—while you’re showing up to work and realizing that people have more time to meet with you. 

You can get more people on the phone. Because this time of year, there’s going to be a little more flexibility in people’s schedules. You can set more meetings, you can talk to more people—and ultimately, sell more houses and build your organization up. 

It doesn’t matter if you’re a single agent, a team member, a team lead, or a broker. Do what you can now to build your organization up in a way that’s going to separate you when everyone who’s checked out for the better part of the month decides to wake up. 

This is opportunity, my friends. Separate yourself. Separate your business. 

Win the year right now in December.