As the festive season approaches, Australian real estate agents and principals face a familiar year-end frenzy. The weeks leading up to Christmas often bring a rush to close deals before the industry’s brief summer hibernation. At the same time, savvy operators are already looking beyond the tinsel and into the new year – strategising how to start 2026 strong. In this blog, we’ll explore how to balance the urgent push to finish 2025 on a high note with smart planning for the post-holiday market. We’ll also examine why cash flow planning is crucial through the quiet January period, and how principals can support their agents with flexible payment options. Let’s dive in.
1. The Year-End Rush: Closing Deals Before Christmas
Each year, the property market sees a burst of activity as December approaches. Many homeowners and buyers are eager to seal transactions before the Christmas–New Year break, knowing the market effectively pauses for a few weeks. In South Australia, for example, recent data showed “homeowners are rushing to book auctions in a frantic bid to sell their properties before Christmas”. Auction volumes in late November 2025 nearly matched last year’s levels, reflecting this urgency to beat the holiday deadline. As one auctioneer noted, mid-November is typically the last chance to settle a sale within the year (“this weekend will be the last that people will be able to settle in 30 days”) – but even when a December settlement isn’t possible, many sellers figure “let’s at least have it sold before Christmas”.
Why the hurry? It’s partly buyer psychology. Serious house-hunters don’t vanish in December, but their focus does shift once school holidays and festive travel kick in. Agents often remind vendors that only a handful of “good Saturdays” remain in the selling calendar by late spring. This helps set realistic expectations around timing and creates urgency to get deals done. There’s also a practical reason: industry professionals (solicitors, banks, agents themselves) take a break over Christmas, so any unresolved sales tend to stall until late January. Families often want to be in a new home by year’s end, knowing that “essentially nothing happens in January in Australia for real estate”. All these factors combine to make the pre-Christmas period a critical window for exchanging contracts.
For agents, the message is clear – use December wisely. The best agents treat the end of the year not as a time to wind down completely, but as a sprint to the finish line. They double down on precision, presence and planning rather than panic. That might include scheduling extra open homes, encouraging indecisive buyers to act now, or helping nervous vendors see the opportunity in the current market dynamics. And those dynamics are actually favourable: despite economic “noise”, buyer demand in late 2025 has proven resilient. National home values rose for the seventh straight month in August (up 0.7% nationally) amid tight supply. In fact, advertised listings have been tracking roughly 20% below the five-year average for this time of year, meaning buyers are competing for fewer properties. In a market like this, a motivated buyer and seller can create a deal even in the twilight of December. As one SA agent observed, there are still “lots of buyers out there” – many keen to secure a home before the end-of-year slowdown. If you can bring those parties together now, you’re not only closing 2025 with a win, but potentially freeing up your own holidays knowing settlement is on its way.
2. Maintain Momentum While Others Slow Down
Amid the December rush, there’s a contrasting temptation: many people in real estate mentally check out as the holidays loom. It’s human nature – after a long year, the mind drifts to vacations and festivities, and productivity can sag in the final days. But losing momentum in December can leave you starting from zero in January, which is the last thing any agent or principal wants. “Go into the holidays with positive momentum so you can truly relax, knowing you have tasks in the pipeline ready for [the new year]”, advises one industry coach. In other words, earn your break by finishing strong.
Top-performing agents understand this well. According to The Agency’s Matt Lahood, “buyers don’t disappear in December…life events still happen (babies, job changes, upsizing, downsizing), and the only way to be part of those conversations is to stay present”. While some competitors put up the “closed” sign early, savvy agents keep gently prospecting and nurturing leads. This could mean making seasonal check-in calls to past clients, dropping off small gifts or cards, or hosting a modest year-end “VIP night” for your most valued contacts. These gestures keep you top-of-mind with clients who might be looking to make a move in the new year. They also signal to your community that you’re active and available should an opportunity arise – even if many others are already at the beach.
Staying organized is key. One tactic Lahood recommends is holding a structured “set to sell” meeting with any vendors who plan to list around the break. Together, map out the timeline – photography, listing launch, open homes, even a penciled-in auction date for early February. By having a clear 60- or 90-day plan on paper (literally stuck on the fridge in the vendor’s home), both agent and seller know what to expect. This pre-planning allows everyone to recharge over the holidays without anxiety, because they’ve agreed on when the campaign will kick off in 2026. It also means you’ll have listings ready to hit the ground running the moment buyers return from summer breaks.
In fact, some agencies are challenging the traditional January shutdown altogether. In Melbourne, one firm is set to launch new property listings on Boxing Day, aiming to capture buyer interest in that immediate post-Christmas week. While most of the industry sleeps, these agents will be fielding enquiries from Boxing Day bargain-hunters and expats home for the holidays. It’s an uncommon approach, but it shows the value of momentum: those early movers could secure sales in January while others are still warming up. Even if you don’t go that far, the takeaway is to keep some wheels turning. Maintain a baseline of marketing and communication so that you’re not invisible during the break. Then, when 2026 begins, you’re already a step ahead of those who hit the snooze button in December.
Of course, maintaining momentum doesn’t mean not taking a break – balance is important. Leaders like Lahood suggest pushing hard until the final contract is signed, then fully switching off for a bit to recharge. Protecting your energy is crucial; a burnt-out agent in January won’t do anyone any good. The key is to wrap up loose ends and have systems in place (e.g. a colleague covering urgent calls, or a note in your email footer about your return date) so you can rest guilt-free. Finish strong, then truly rest – you’ll come back sharper, with your pipeline intact.
3. Mind the Cash-Flow Crunch Over the Holidays
One aspect of year-end planning that shouldn’t be overlooked is cash flow. The period spanning December through January can be financially tricky for agents and agencies. On the one hand, you might be banking some big commissions from spring sales, which is great – but on the other hand, those commissions often won’t actually hit your account until settlement, which might not occur until late January or even February. Meanwhile, the bills don’t take a holiday. Business expenses (rent, staff salaries, marketing budgets) continue into January, and personal expenses often spike with gift-giving and vacations. It’s a classic cash-flow gap: income gets delayed, expenses surge. Planning ahead for this gap is critical to avoid starting the new year under financial stress.
How big can the gap be? In Australia’s system, settlement periods of 30, 45, even 90 days are not uncommon. That means an agent who worked hard to exchange several contracts in November might be waiting up to three months to get paid for those deals. As one industry blog put it, the time between exchange and settlement is “one of the most overlooked – and operationally painful – gaps in the real estate cycle”. During that wait, agents often face immediate outlays: advertising invoices, staging costs and team commissions all come due well before the sale proceeds arrive. Without a plan, this can put a strain on an agent’s finances or an agency’s cash reserves at an already quiet time of year.
Historical market trends reinforce how slow the early-January period can be for revenue. Over the past 15 years, property sales volumes in Australia have fallen by an average of 11.5% in summer compared to spring, with NSW seeing a steep 16% drop. In practical terms, January tends to be the lowest month for settlements and new deals. Buyers are on holiday, many sellers hold off listing until late January or February, and even the buyers who are active may struggle to get finance approved during the holiday lull. No wonder the saying goes that “nothing happens in January” in real estate. Agents need to bridge not just a psychological lull, but a financial one.
So what can you do? Budget and buffer. Hopefully, the spring selling season was kind to your wallet – if so, set aside a portion of those earnings specifically to cover the January lull. Principals might have the foresight to adjust the timing of expense outlays (for example, scheduling bonuses or major purchases after February when cash inflow resumes). It’s also wise to line up any needed financing now, rather than in December. For instance, if you know you’ll invest in new marketing or tech in early 2026, arranging credit or using an advance facility in advance can ensure you have funds ready. The goal is to avoid a scenario where you’re cash-poor in January just as you’re trying to gear up for the new year’s opportunities. With a bit of forethought, you can enjoy your holiday break without the stress of a looming cash crunch.
4. Principals: Empower Your Agents with Flexible Payments
Agency principals and office leaders have a pivotal role during the holiday rush: not only must they manage the business’s year-end performance, but they also need to support their team of agents – both practically and motivationally. One area where principals can make a real difference is in payment flexibility and cash-flow support for their agents. Top agents are the lifeblood of any agency, and helping them navigate the leaner months can pay dividends in loyalty and results.
A forward-thinking principal might offer early or staggered commission payouts to agents who close deals in late 2025. Rather than making an agent wait until settlement (say late January) to receive their share, some agencies choose to advance a portion of the commission at exchange or at least by year-end. This can be done out of the agency’s own reserves or via external financing tools. In fact, providing early commission payments to your sales team is touted as a competitive advantage: it gives you an edge in recruiting and retaining top talent, because agents know they won’t be left struggling for cash during the break. It’s essentially a way to incentivise and reward performance sooner, which can be especially motivating in the sprint to Christmas.
Beyond direct commission advances, principals can consider other cash-flow boosters for their crew. For example, covering the cost of Vendor Paid Advertising (VPA) or staging upfront (to be reimbursed at settlement) can relieve agents of out-of-pocket strain. Some agencies partner with financial services to offer “vendor paid later” schemes or property prep finance, so that marketing expenses don’t eat into agents’ wallets while waiting for a sale. Others set up marketing budgets or performance bonuses that are paid out immediately when targets are hit, rather than annually. Even a one-off holiday bonus or stipend can help an agent comfortably take a week off without worrying about a short-term dip in income.
Crucially, these measures are not just about kindness – they’re strategic. By smoothing out income for your agents, you free them from the **“emotional weight of waiting for funds, especially in tight months”*. That means they can focus on lining up listings and nurturing leads instead of fretting about bills. Removing financial distractions keeps your team in a proactive mindset. As the Express Commission Australia team bluntly puts it, “Why wait to get paid when your work is already done?”. The traditional model of waiting months for settlement proceeds is changing, and agencies that embrace faster pay cycles are finding that their agents can move faster too. Whether through internal policies or external services, empowering agents with timely pay is a win-win: the agent has cash in hand (and peace of mind), while the principal has a happier, more productive team ready to kick off 2026.
5. Starting 2026 Strong: Plan Now, Prosper Later
The holiday season might mark the end of the calendar, but in many ways now is the time to prep for the new year. Smart agents and principals use the relative quiet of early January not just for R&R, but for regrouping and goal-setting. In fact, many of the industry’s top performers already have their 2026 game plan mapped out before the Christmas ham is carved. According to one real estate CEO, the best operators are “already working to their 2026 plan: growth goals set, team structure mapped, monthly ‘on track/off track’ check-ins booked…”. This level of foresight means that when everyone returns from holidays, these agents aren’t scrambling – they’re executing.
What does a head start to 2026 look like in practice? First, it means having listings and campaigns ready to launch as soon as the market awakens. We mentioned earlier the idea of getting vendors “set to sell.” If you’ve lined up a couple of quality listings in December (even if they’re officially coming to market in late January), you can spend early January polishing the marketing materials, rather than starting prospecting from scratch. Consider scheduling your first open homes or even an auction for mid-January or the first week of February – those who are keen to buy will be there, and you’ll face less competition from other listings if you’re early out of the gates. Remember, demand can rebound quickly after New Year’s. In the last cycle, once interest rates began to ease, buyer sentiment jumped – one report noted a “desperate rush” of first-home buyers and upgraders ready to act as soon as conditions improved. With economists expecting further rate cuts and government incentives (like expanded first-home buyer schemes) in 2025–26, pent-up demand could be unleashed by Q1 next year. Being prepared to capture that demand is essential.
Second, a strong start means having your team on the same page. Principals should communicate the game plan: when the office officially reopens, how new leads will be handled, and any changes in strategy for the new year. If you anticipate shifting market conditions – say, an influx of first-home buyers, or more investors returning – make sure your team is ready with tailored scripts and up-to-date market data to service those clients. Perhaps organise a short team meeting or Zoom in mid-January (even if some are dialling in from holiday spots) to align on 2026 goals and share insights. It sets the tone that, while everyone deserves a break, the new year’s opportunities start now.
Finally, keep an eye on macro trends as 2026 dawns. The Australian property landscape is always evolving; early in the year we often see forecasts and reports that can guide your tactics. If, for instance, new listings are expected to surge in February, you might advise your sellers to list in late January to get ahead. If interest rates have just been cut, be ready to trumpet the improved affordability to your buyers. The agents who combine forward planning with agility are the ones who will ride the next wave, rather than getting tumbled by it.
Conclusion: Finish Strong, Rest Well, and Launch Into 2026
The end of the year in real estate is a study in contrasts: urgent deal-making on one hand, and a slow, reflective period on the other. By planning for the holiday rush, you can maximise those final opportunities of 2025 – helping clients achieve their goals and shoring up your own results. By simultaneously planning for a head start to 2026, you ensure that the quiet weeks don’t turn into a quarter-long slump. It’s all about balance. Stay organised, keep your momentum, but also take that well-earned breather once the work is done. Use the downtime to strategise rather than stagnate.
And as you juggle these tasks, remember you’re not alone in making it all work. Lean on your colleagues, communicate with your team, and explore tools that can ease the load. For example, if cash flow is a concern, consider solutions that unlock your earned income without the wait. Services like Express Commission Australia can advance an agent’s pending sale proceeds, offering quicker access to funds you’ve already earned. It’s one option (among others) to help smooth out the income dip over the holidays and fuel your activities in the new year.
2026 is around the corner – and with the right approach, it can start on your terms. Finish this year with intention, empower your people (and yourself) for the break, and step into January confident and prepared. While many will be rubbing sleep from their eyes, you’ll be hitting the ground running. Here’s to a strong finish and an even stronger start!
Sources:
Elite Agent
- The psychological exodus: losing momentum before the Christmas break
- Sprint to the finish: what agents should focus on between now and Christmas
ABC News
- Home prices keep rising in ‘seller’s market’ as new property listings below average – ABC News
- Why Australia’s spring housing market this year is set to go into overdrive – ABC News
Realestate.com.au