While 80% of Agents Let Their Database Go Cold, Here’s Your 14-Day Plan to Capture January Business

Recent data shows 5% of people purchase a home within 12 months. The question isn’t whether your database will move—it’s whether they’ll call you when they do.

Let’s talk about competitive advantage.

Recent coaching research suggests only about 20% of agents follow up with their database beyond the initial contact. That means 80% of your competitors have effectively abandoned their sphere.

At the same time, separate data shows roughly 5% of people purchase a home within any 12-month period.

Do the math: If you have 200 people in your database, about 10 of them will likely transact in 2025. And 80% of agents won’t be consistently following up with their database when those 10 are ready to move.

That’s your opportunity.

NAR data shows 40-50% of the typical agent’s closed business comes from past clients and referrals. But that only works if you’re actually staying in touch with them. And here’s the uncomfortable truth: most of us aren’t.

The Holiday Window

Here’s what makes the next two weeks different: People are responsive right now.

They’re not being bombarded by other agents (remember, 80% have checked out for the year). They’re reflective about the past year. They’re thinking about changes for 2025. And they’re actually AVAILABLE—between meetings, between obligations, actually checking their phones.

This is the perfect window to reconnect and position yourself for January business.

The 14-Day Plan

I’m not going to give you vague advice like “stay in touch with your database.” You already know that. Here’s a tactical, day-by-day plan you can start Monday:

Days 1-2: The Database Audit

Pull up your CRM (or Excel sheet, or wherever you keep contacts). Segment them:

• Hot (talked to in last 3 months)
• Warm (talked to in last 3-12 months)
• Cold (haven’t talked to in 12+ months)
• Dead weight (people you don’t actually know or can’t remember why they’re in there)

Focus your 14-day effort on the Warm and Cold segments. These are the people who know you but haven’t heard from you lately. If 5% will move this year, these segments contain your 10 potential transactions.

Days 3-4: Craft Your Outreach

You need 3-4 message templates ready to go. Here’s the key: Don’t lead with real estate. Lead with genuine connection.

Template ideas:

• “Haven’t talked in a while, just checking in” (honest approach)
• “Here’s what’s happening in [their neighborhood] market” (value-first approach)
• “Thinking about 2025, wanted to catch up” (reflective approach)

The goal isn’t to pitch. It’s to reconnect. If real estate comes up, great. If not, you’ve still strengthened the relationship.

Days 5-7: Execute Outreach

This is where most agents quit. Don’t be most agents.

Send 10-15 emails per day. That’s it. Not 100. Not your entire database. Just 10-15 thoughtful, personalized messages. That’s 30-45 contacts over three days.

Mix it up: Some emails. Some texts. A few phone calls if you’re feeling brave.

The holidays are actually the BEST time for this because people aren’t in work mode. They’re more likely to respond to a “how have you been?” message on December 27th than they are on a random Tuesday in March.

Days 8-10: Follow Up with Responses

Some people will respond immediately. Some will respond three days later. Some won’t respond at all (and that’s fine).

For those who DO respond, your job is to convert conversation into appointment. Not pushy. Just natural.

“It’d be great to catch up—are you free for coffee in early January?”

“If you’re thinking about the market at all, I’d be happy to pull some comps for your area.”

The goal: Book 5-10 appointments for January.

Days 11-14: Non-Responders Second Touch

For people who didn’t respond to your first message, try ONE more touchpoint. Different approach this time.

If you sent email first, try text. If you sent text first, try email. If you sent value-first, try personal. If you sent personal, try value.

ONE more touch. If they still don’t respond, move on. They’re either not interested or not ready. That’s okay.

The ROI

Let’s be conservative:

• You reach out to 50 people over 14 days
• 30% respond (15 people)
• You book 5-10 appointments for January
• 3 of those convert to deals in Q1

That’s $15,000-$45,000 in commission from two weeks of 30-minute-per-day effort.

While 80% of your competitors do nothing.

The Gap Between Knowing and Doing

Here’s the thing: None of this is revolutionary. You probably already knew you “should” stay in touch with your database.

The gap isn’t knowledge. It’s execution.

Most agents won’t do this because:

• It feels awkward to reach out after months of silence
• They don’t have templates ready to go
• They don’t have a system for tracking who they’ve contacted
• They get overwhelmed and quit after day 3

Sound familiar?

So Here’s What I’m Thinking

I’m considering packaging this into a complete “14-Day Deal Pipeline Builder” kit with:

• Day-by-day action checklist (exactly what to do each day)
• 4 proven outreach templates (email/text/call scripts you can customize)
• Appointment booking framework (how to convert conversations to meetings)
• Results tracking spreadsheet (so you know your ROI)
• Video walkthrough (me showing you how I’d do this)

Price would be $37.

Quick note: This is for agents who need IMMEDIATE pipeline (appointments in January). If you’re looking for long-term systems and philosophy, that’s what the Un-Goal Setting Workshop covers. This is the tactical quick-win.

But before I spend time building it, I want to know: Would you actually buy this and use it?

Not “does this sound nice” or “maybe someday.” Would you buy it this week and implement it starting December 26th?

To be clear: I’m not asking for money right now. I’m asking if there’s demand. If I get 25+ people saying YES by December 24th, I’ll build it. If not, I won’t waste your time or mine.

Here’s how to let me know you want this:

• Email me at jerry @ jerrykidd.com with “YES” in the subject line
• Comment “YES” on LinkedIn, Facebook, or X where you saw this post
• Reply to this if you received it via my newsletter

Deadline: December 24th. That’s when I decide whether to build this.

If I get enough interest, I’ll build it and send it out by December 28th so you can start immediately.

If I don’t get enough interest, I’ll save us both the time and just keep teaching this stuff through the blog.

Either way, you now have the framework. The question is: Will you actually do it?

Because the competitive advantage isn’t having a database. It’s being in the 20% who actually use it.