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As agents prepare for the Christmas break after a dynamic and challenging year for the industry and the market, Laing+Simmons head of people and growth Jacqui Barnes says building momentum in January means having a plan already in action now.
We all deserve a break, especially after this year. But before we take it, we have a few days left to take some important actions. This way, when we return – refreshed – in January, we won’t be wondering where to begin.
It’s a mindset that demands that we suppress the natural temptation to mentally clock off. January may seem like the opportune time to hit the reset button. At Laing+Simmons, we have a defined plan to support our people to challenge this thinking and avoid this temptation.
After all, businesses that grow – and keep growing – don’t start the new year from a standing position. They begin with momentum already behind them.
Importantly, we’re not talking about multitudes of work. As an agent, nothing should ever supersede the most important aspect of the role, which is customer relationships.
Instead, we keep the momentum building work to three simple steps: reflect, plan and prepare. It’s a logical structure that gives our business owners and teams clarity heading into the new year.
Reflect
We begin by simply asking, what actually happened this year? What worked, what didn’t, what habits or systems supported positive results, and what needs to be changed, improved or stopped?
It’s not about judgement; it’s about clarity. Reflection provides our people with the baseline. Planning then gives the direction.
Plan
Most networks will have a range of planning tools to support their people in meeting their goals.
One of our staples is the Laing+Simmons “Letter to Yourself”, which we each write to ourselves in the past tense. More specifically, it’s written as though the timing is December 2026, and we’re reviewing our approach and what we achieved during the year. It has become one of the most impactful rituals in our planning process.
We start by detailing our wins, professionally, financially and personally. They’re not vague; they are specific, measurable and grounded in real behaviour. Then we explain how we achieved those results – the habits, routines, standards, decisions and choices that were critical to our success.
The point isn’t to ‘manifest’ success. It’s to articulate a clear, believable picture of what ‘great’ looks like, so we start moving towards these actions naturally.
Most people are surprised when they read their letter the following year. They may not achieve it all, but typically, they hit more than they expect, because the direction is set early.
Prepare
The final step is the practical preparation to build that January momentum now.
Our agents book their listing appointments before the break. They confirm their first two weeks of prospecting activity. They clean up their customer relationship management (CRM) systems to start the new year with clarity, not clutter. They set their 90-day ‘sprint’ priorities for the first quarter. And crucially, they decide what they will stop doing in 2026 that may have slowed them down this year.
Momentum depends on removing barriers, and with the right mindset and actions now, that well-deserved break will not be a barrier that slows down the start of the new year.
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