Ah… December… the Christmas/Holiday break…
Some of us are volunteering, some dropping off “pop-byes,” some finally tackling our GST and accounting work, some heading south, and the parents among us are planning for Christmas and holiday events. And some of us are writing deals! (OK… hardly any of us are writing deals.)
I’m generally a fan of doing business planning during business hours — not during personal time. However, time to reflect over the holidays can really help ground your thoughts and creates a springboard effect for your performance in the new year.*
The Simple Trick (That Almost No One Does)
Do one thing before you start January planning.
Create a Year-in-Review(YIR) / Executive Summary of Your Business for 2025
- Not a vision board.
- Not a goal-setting worksheet.
- Not a motivational quote.
A clear, honest, written summary of what actually happened in your business. (Template below — and I’m sure AI can help you create one. Pro Tip: keep it to one page!)
In my opinion and experience, this is the move that can separate professionals from hopeful amateurs.
What Goes Into a Strong Year-in-Review
The Numbers: Total transactions(ends), total GCC, average or total sale price(s), average commission per deal, deals by source (referrals, online, open houses, repeat clients, etc.)
Time: Where did I spend most of my time? What activities gave me energy? What drained me? What tasks should never be done by me again? What systems worked?
Clients (Book of Business): How did my book grow this year? Which categories provided me with the most business? What is the “true” source of my leads and clients (the good ones)? Which clients do I truly enjoy working with?
Skills: Where did you feel confident? Where did you hesitate? Where did deals almost fall apart? What knowledge or systems would have reduced stress? What education did I complete and what should I consider next year?
Brokerage and Support: Do I feel supported? Do the systems my brokerage provides make me faster or slower? Do I have access to leadership when it matters? Am I growing—or just surviving?
The Real Reason This Works**
Most agents skip this step because it’s uncomfortable.
It forces honesty. It removes excuses. It puts the responsibility—and the opportunity—back in your hands. Reflection is powerful.
It’s self-employment — fun! And yes, I have completed this step in a similar format every year since I started in real estate in 2008.
Merry Christmas and Happy New Year!
:Dean
P.S. If you would like to see my YIR thoughts and notes over the years, I am always available for a personal meeting and coffee chat.
**International Journal of Economics and Business Management — Literature Review on Strategic Planning
