- 🧠 67% of buyers only interview one agent. This shows how strong top-of-mind marketing is .
- ⚠️ Buyer activity remains consistent in Q4, with many motivated by job relocations and tax strategies.
- 📈 Listings in December can sell faster than expected, especially in milder markets like Las Vegas.
- 🧠 People engage more on social media during the holidays. This makes it a cheap way to get seen.
- 🛠️ Agents who plan and market through Q4 build stronger Q1 pipelines, avoiding slow starts.
Real Estate Marketing Plan: Are You Ready for Q4?
Many agents take it easy during the holidays. But top producers, like Steve Hawks in Las Vegas, see Q4 as a time to speed up, not slow down. It's a great time to act with focus. There are fewer agents to compete with, and buyers are more serious. Plus, the holiday season naturally helps you connect with people. When you use a good Q4 real estate plan, you will not only close more deals. You will also begin January ahead of others.
Audit and Activate Your CRM
Your contact list is key to getting new leads. It needs to be clean, up-to-date, and personal. In Q4, it's often better to connect directly and well, rather than sending out general messages to everyone.
Steps to Take:
Clean House. Begin with a top-to-bottom sweep of your CRM: remove duplicate entries, update outdated phone numbers and emails, and archive leads that have gone permanently cold. A clean CRM is an efficient CRM.
Smart Segmentation. Organize your contacts by lead stage (hot, warm, cold), client type (buyer, seller, investor), and timeframe (immediate, future, past client). Software like Follow Up Boss, LionDesk, or even simple tags in a Google Sheet can do wonders.
Reengage Dormant Leads. Don’t underestimate the power of a light, personal message. A seasonal check-in like, “Thinking of you—hope the family's doing well this season!” often opens the door to real conversations.
Automate with a Human Touch. Set up smart drip campaigns tailored to each lead type. Whether that’s bi-weekly tips for first-time buyers or neighborhood market updates for potential sellers, nurturing helps you stay memorable without being overwhelming.
🧠 Why it works: 67% of homebuyers only interview one agent (National Association of Realtors, 2023). If you're the first—and the most consistent—you’re likely the only.
Build a Q4 Calendar with Real Holiday Momentum
A good real estate marketing plan fits with how people live during different seasons. Q4 has lots of emotion, traditions, and time at home. These are all good things for making real connections with your audience.
Monthly Breakdown:
October: Kick off with a “Fall Homeowner Checklist” covering home prep tips for colder months. Partner with HVAC companies, roof inspectors, and landscapers for shared promotion. Locals love content like “Top 5 Pumpkin Patches in Summerlin” or “Best Spooky Decor in Henderson.”
November: Gratitude season is perfect for relationship marketing. Mail handwritten thank-you cards, deliver mini pumpkin pies to top clients, or host a “Pie Giveaway” (more on that below). Social posts honoring veterans or highlighting Thanksgiving charity events can also build goodwill.
December: Double down on informational content. Recap the housing market with a “Year in Review for Las Vegas Real Estate.” Share your own wins and lessons—and open the conversation for early 2025 planning. A festive message about locking in pre-holiday purchases can also motivate buyers.
Tie It All Together: Supplement your content with posts promoting local events like Summerlin’s Winter Parade or small business holiday hours. Build templates in Canva for cohesion, and use planning tools like Later or Hootsuite to pre-schedule and stay consistent.
🧠 Pro tip: Creating and mapping your campaigns in advance prevents decision fatigue and keeps your messaging coherent—even when the season gets hectic.
Double Down on Social Media with Local Flavor
People scroll through social media when they wait in line, travel, or relax at home during Q4. This gives you your best chance to be seen regularly and in a way that matters.
High-Impact Content Types:
Holiday Lifestyle Content: Share a "12 Days of Real Estate Tips" on Instagram Reels or TikToks. Give quick advice on money, making a home look good, bargaining, and home upkeep. These small tips show you know what you are talking about.
Local Lists: Everyone loves a good “Top 5” post. Feature “Best Local Coffee Shops to Warm Up This December” or “Where to See Holiday Lights in Las Vegas.” These are evergreen and highly shareable within your community.
Behind the Scenes: Show that you’re active and prepared. Post short videos reviewing your market insights for different zip codes or communities, like “Why Southern Highlands Homes Are in Demand This Month.”
Hyperlocal Engagement: Comment on local news, share user-generated content, and feature local business owners. Tagging other businesses often earns you reciprocal promotion.
🧠 During the holidays, engagement on social platforms spikes—especially as screen time increases. Don’t waste your Q4 visibility window.
Host One Simple, Powerful Client Event
Events for clients are still a top way to get good returns from your marketing. These do not have to be fancy. A thoughtful, well-run event can build strong client loyalty and bring in new leads.
Easy Event Ideas:
Holiday Pie Pickup: Partner with a local bakery to offer free pies to past clients. Use this as a natural reason to call, connect, and invite—not sell. Display your listings, offer drinks, and snap a few photos to repost.
Santa Photo Day: Set up a mini photo booth with seasonal décor and invite clients and their children for a free holiday photo shoot with Santa. This builds memorable experiences and community goodwill.
Seasonal Giving Drives: Organize a toy, coat, or food drive for local charities like SafeNest or the Las Vegas Rescue Mission. Market it as a feel-good community initiative with drop-off points at your office or partner locations.
Invite, Don't Sell: The beauty of events is that they offer a face-to-face moment without hard-selling. The invitation alone provides a reason to reach out via phone, text, or email—not with a pitch, but with value.
🧠 People refer people they trust—and a warm, genuine event keeps your name top of mind going into the new year.
Get the Most Out of Open Houses to Find New Leads
Even in a leaner inventory season, open houses during Q4 attract motivated buyers who need to make decisions before year-end.
Make Every Open House Count:
Maximize Visibility: Promote on Zillow, MLS, Facebook Events, Instagram Stories, Google My Business, and even neighborhood platforms like Nextdoor. Cross-marketing makes a difference.
Try adding things that get people involved: Do quick raffles, for example. Everyone who signs in can win a holiday gift basket or a gift card to a local restaurant. This brings more people in and makes sure you get correct contact information.
Partner with a Lender: Work with a lender. Getting mortgage pre-qualifications on site makes things easier and shows you are professional. It also gives immediate help to serious buyers.
Follow Up Fast: Send a thank-you email or call within 24 hours. Include tailored market suggestions, and offer to schedule private showings. Your speed shows clients you’re dialed in.
🧠 Many Q4 buyers are under time pressure, often driven by corporate relocations or end-of-year financial moves (Redfin, 2023).
Build Your Local Brand Through Community Content
Getting real estate leads today is about more than just ads. It's about your brand. Your expertise, what you believe in, and how much you are involved in the community often mean more to clients than how much you sell.
Community-Focused Ideas:
Create a Las Vegas Holiday Guide: Build a branded PDF or interactive blog listing the season’s top events, shopping destinations, and activities. Add a lead-capture form for downloads and offer it on your social media or email list.
Small Biz Spotlights: Interview or profile 3-5 local businesses clients can support this season. Feature photos, a special promo code, or a video Q&A. This positions you as a local connector and earns goodwill with business owners (who often refer clients too).
Client-Centered Community Stories: Interview past clients about their favorite moments in their new neighborhoods. These emotional narratives are shareable and make other leads envision their future homes too.
🧠 A brand that puts community first attracts clients who share your values and feel good about you. It's not just about how much you spend on marketing.
Send Handwritten Holiday Cards (With a Call First!)
Most agents use a lot of digital campaigns. So, a handwritten holiday card can help you stand out. This is even more true when you also make an unexpected call.
How to Maximize This Combo:
Call First. In early December, phone your top clients and leads to say, “Just wanted to check in before the holidays. How’s the year wrapping up for you?”
Mail Cards Shortly After. Follow your call with a handwritten note. Include a note referencing your chat, a local event flyer, or a scratch-off lottery ticket for fun.
Use Quality Stationery: Stand out with custom-designed cards that reflect your brand. Include QR codes linking to your current home listings or holiday guides—they provide soft, helpful value.
🧠 When everyone else uses digital tools, personal touches make people feel a difference. People remember them.
Focus on Hot Leads with Q4 Urgency
It's easy to go after new leads and forget about the ones you already have. Use Q4 to focus closely on clients who are ready to act. You need to approach this with a smart, urgent mindset.
Prioritize for Progress:
Identify Top 20: Comb through your warm-to-hot leads—people who've toured homes, inquired recently, or expressed a need to buy or sell by year’s end.
Use Trigger Messaging: Frame calls around seasonal realities. Say, “Interest rates are changing again in January—should we look at locking something in now?” or “Inventory’s tighter, but I found a deal that won’t last.”
Set Weekly Follow-Ups: Dedicate a few hours each week exclusively to this list. Send listings with custom criteria, invite them to private tours, or offer quick Zoom consults.
🧠 Many Q4 buyers are operating on tight timelines with real financial, school, and family pressures. Meet that urgency with action.
Refresh, Reprice, Relaunch Listings
Your current listings might not be getting much attention. Don't just let them sit there. Bring them back with energy, pictures that fit the season, and a new way to present them.
Quick Listing Prep Tips:
Seasonal Photos: Swap out bright, summery listing photos for those featuring cozy fall touches—think pumpkin-styled porches, holiday pillows, or crackling fireplaces.
Update Descriptions: A line like, “Roast marshmallows in your backyard fire pit after holiday dinners,” can create emotion and imagination in buyers.
Reevaluate Pricing: Sellers may need guidance; Q4 buyers are highly motivated but cost-conscious. Sometimes, a 1–2% price correction is all it takes to spark offers.
🧠 Data shows that December home sales can be surprisingly fast (Zillow, 2022)—as long as your listing feels fresh and priced right.
Get Ready Now for a Strong Q1
Smart agents know that the push for Q1 begins in December. The more you get ready now, the easier, quicker, and more money you will make in January.
Strategic Moves for January Wins:
Schedule January Listing Consults: Reach out now to potential spring sellers and book early consultations. Offer value like, “Let’s get a plan in place so you beat the January listing rush.”
Build Your Q1 Campaigns: Start designing your January email newsletters, social media schedules, and open house flyers now. Full inboxes in January mean you want to hit the ground with prepped, proven material.
Upgrade Your Toolkit: Invest in CRM improvements, hire a coach, or learn a new ad platform while December’s quieter. Set soft goals now, so by January 1, you're sprinting—not stretching.
🧠 Home listings usually drop late in the year, but buyers still want to buy. Because of this, January often begins with a lot of built-up energy (Bright MLS, 2023).
Q4 gives you an advantage, not an excuse. Others might relax or pull back. Instead, build your real estate marketing plan to make stronger connections, get seen a lot, and show you are a market expert who is always working. This includes community content, talking to clients, or being seen online. Every time you connect this season is an investment in the deals you will close later.
Citations
National Association of Realtors. (2023). 2023 Profile of Home Buyers and Sellers.
Redfin. (2023). Housing market update: More serious buyers in the off-season.
Zillow. (2022). Best time to sell a home.
Bright MLS. (2023). Seasonal housing market trends.