The summer holiday season is meant for relaxing and recharging, but for many real estate agents, it can also bring a financial chill. In Australia, December and January often mark a slowdown in property activity, with fewer listings and sales as clients focus on festive plans, school holidays, and travel. According to leading commentary from property market experts, these months are among the quietest on the calendar, with new listings and buyer demand both dipping until late January or February. Fewer deals closing means fewer commission payouts – potentially creating a cash flow gap right as agents face year-end expenses, family costs, and operational pressures.
Yet, the savviest agents refuse to let the holiday lull stall their momentum. While the market “goes into hibernation” in late December for many, top performers see the ‘slow season’ as an opportunity in disguise. They take proactive steps to ensure financial peace of mind and to support their teams through the quiet weeks. Here’s how smart agents – and their principals – are planning ahead for a stress-free summer, keeping business and morale strong into the new year.
The Holiday Slowdown and Its Challenges
It’s no secret that the property market slows dramatically during the holiday season. As real estate commentator Chris Gray has observed, “Not a lot happens in January,” with agents, vendors, and buyers all opting to step back until Australia Day or beyond . Most vendors list their properties before Christmas, and new campaign launches are rare until school resumes. Many buyers are distracted or simply waiting to re-engage with the market in early February.
For agents, this means weeks of leaner income, even if deals were exchanged in December. Settlement periods may stretch into late January or February, leaving a cash flow gap during one of the most expensive times of the year. Bills don’t pause, and the costs of holidays, travel, gifts, and planning for 2026 still come due. Without a plan, some agents find themselves more stressed during time off than during a typical workweek.
Financially Savvy Agents Plan Ahead
Top agents aren’t caught off guard. They plan for the December–January lull by managing their income cycles proactively. Many aim to close as many unconditional deals as possible before mid-December, working closely with conveyancers and vendors to line up settlements ahead of the break. Others draw from reserves saved from the spring campaign or bring forward marketing spend for February.
More agents are also turning to commission advancement services to bridge the holiday gap. As noted in Elite Agent, cash flow often lags behind results, especially when a busy month of exchanges is followed by a long pause in settlements . Rather than sweating through January waiting on funds to arrive, agents are accessing a portion of their earned commission early to keep finances flowing.
Services like those offered by Express Commission Australia allow agents to receive a portion of their commission (often 80%) within 24–48 hours of an unconditional exchange. It’s not borrowing, but simply accessing money already earned – helping agents cover holiday costs, invest in early-year marketing, or maintain business continuity. As ECA puts it: “It’s your commission, your timing.”
Example: An agent exchanges a $1.1M sale on December 10, with settlement set for late January. Rather than wait six weeks for their income, they apply for a commission advance and receive $7,000 within 48 hours. That advance covers their January rent, keeps marketing running, and lets them unwind without financial pressure.
Principals Supporting Their Agents with Flexibility
Smart leadership is essential during this period. Agency principals who understand the emotional and financial toll of the summer slowdown are implementing solutions to keep morale high and reduce stress. Traditionally, agents only receive their commission once the agency receives funds at settlement. But progressive principals are using paid-on-exchange models, funding this flexibility via commission advance facilities at the agency level.
As Express Commission Managing Director Richard Fay notes, “Principals are increasingly choosing to pay their team on exchange. It’s a small change that makes a huge difference to morale, productivity and retention.” In a competitive market for talent, these gestures count. Principals benefit too – not only from a happier team, but from being able to smooth out agency cash flow, pay office expenses during the lull, and enter Q1 on strong footing.
With vendor and buyer confidence still stabilising in parts of the market, especially following interest rate movements, maintaining consistency through the summer months is essential. Helping agents access commission early can be the difference between a break well spent and a stressful start to the year.
Retaining Morale and Culture During Downtime
Beyond cash flow, principals are using the downtime to invest in team culture and future momentum. Whether it’s a team lunch to celebrate the year’s wins, one-on-one check-ins before the break, or hosting optional planning sessions for 2026, smart leaders use January for engagement, not pressure.
Many teams use this period for light development, such as brushing up on local market forecasts, reviewing vendor communication strategies, or refreshing prospecting plans. Without the daily grind of open homes and negotiation, there’s space to think and reset.
For agents, the message is clear: You’ve earned your break – enjoy it. And when needed, commission advance services give peace of mind that next month’s bills are covered. As Fay notes, the service isn’t just for emergencies. “Agents use it strategically – for marketing, training, or to reduce personal pressure.”
Looking Ahead: Start 2026 in Flow, Not Flustered
The best agents don’t just survive the holiday slowdown – they use it to position themselves for a strong new year. Whether it’s keeping in touch with past clients, finalising a February auction calendar, or investing in self-care, momentum is about mindset as much as metrics.
With the right financial tools, smart planning, and supportive leadership, a quieter market doesn’t have to mean a quieter office. Use the summer to rest, recharge, and come back sharp.
References:
- https://expresscommission.com.au/commission-advances-your-commission-your-timing/
- https://eliteagent.com/could-your-cashflow-use-a-boost/
- https://www.calibrerealestate.com.au/the-worst-time-to-sell-a-home-in-australia-key-insights-for-2024/
- https://www.yourempire.com.au/property-market-slows-crawl-december-january/