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2025 December

December 2025

In this month’s newsletter, we’re talking about systems — the backbone of any thriving business. Enjoy what we’ve got in store and if you know of anyone who would benefit from this, please share it with them. We’re never too busy for your referrals!

Make sure you subscribe so you never miss a future issue.

Enjoy!

Derek Jones,
Director of Community

In This Issue

You’re Only As Successful As The Systems You Have In Place

Systems aren’t rigid rules that confine the way you run your business. Rather, they are about making the right, well thought-out decisions and then establishing strategic steps ahead of time. Those steps should then be easily repeatable, measurable, and tied to results. This allows your energy to then be focused on productivity and growth instead of trying to start over each time or play catch up.

Without systems, every decision becomes a new decision, which leads to inconsistency, stress, and reactivity. With systems, you gain confidence, control, and the ability to run a predictable business. When your systems are in place, your outcomes become predictable — and that means your success is too. Here’s a 3-step approach to creating and executing on a successful system.

Step 1: List everything you do for each of the four core pillars of your business. (lead generation, lead conversion, client experience, operations).

Step 2: Review each pillar. Identify which one is currently costing you the most money or causing the most pain for the current quarter.

Step 3: Identify the repeatable steps you can take to improve this pillar in this quarter.

Example:

A. Problem: Lead Generation

  • Not closing enough transactions each quarter.
  • Not staying in touch with A+ and A clients.
  • Not enough client connections via core concepts (calls, notes, Pop-Bys).

B. Solutions

  • Identify the number of transactions you need to close each quarter.
  • Using the core activities of Working by Referral (contact, care, community) identify how many contacts you need to make by the end of the quarter to reach that number.
  • Use Referral Maker CRM to create a calendar that notes when these connections need to be made.

Having a system like this in place will take you from stress to success before you know it. And you don’t have to build it all on your own. With a Buffini Coach, you get personalized guidance, real accountability, and proven strategies that turn your day-to-day chaos into consistent, predictable wins. If you’re ready for clarity and a system that supports the way you want to grow, book a free call with one of our experts at buffini.com/bc.

Three Stats No One Is Talking About by Brian Buffini

As the market continues to shift, with mortgage rates starting to slowly drop, there is still a tremendous pent-up demand from those who wish to buy either their first home or a new one. Although not at the record high numbers we saw a few years ago, there are still a projected 4 million homes that will be sold in 2026.

Yet, if recent history repeats itself, most agents will not sell any homes or just sell one or two in the year ahead.

That’s a daunting stat.

But…those houses need to be sold. Clients need strong representation. Are you ready to be the agent they need?

If so, you need the facts. Not click-bait headlines that are being spouted off all over the internet. I’m talking about real, accurate stats and data — with the intel that can back them up.

Here are three hard facts that click bait headlines ignore:

1. Supply and Demand is Stabilizing

If you scroll online, you may think that there are no homes for sale. But while inventory is still low, it is ticking up. For the past few months, we’ve been at about 4.6 months, pretty close to the numbers we saw in 2019. That’s a balanced market, which is traditionally defined as 4-6 months of inventory. In 2026, that number is projected to stay about the same or rise slightly.

2. Mortgage Rates Are Drifting Down

The days of mortgage rates in the 2-3% range are over. Those “artificial” rates were in response to the pandemic and ensuing financial crisis.

Fortunately, it looks like the rates we saw over the last two years, which bumped up against 8%, are also behind us. Right now they are around 6.2% and are projected to stay in that range through 2026.

3. Homeownership Continues to Be Strong

Again, if you’re doom scrolling, you’ll find some suggesting that renting a home is a better option than buying.

But the rate of homeownership continues to be very strong, about in the 65% range, with its highest in 2020 at nearly 68% in 2020 and then dropping slightly in the ensuing years.

Here’s another powerful stat. Homeowners, on average, have 43x times the wealth of non-homeowners.

And there continues to be a pent-up demand from those looking to buy either their first home or a new home. The challenge for real estate professionals and adjacent professions is helping would-be buyers find not only available homes for sale, but also for creative financing options.

Interested to Learn More? Join Me Dec. 3 for a Free, Virtual Event!

I’ll be expanding on these stats and more during our Buffini Coaching LIVE — Bold Predictions event, Wednesday, Dec. 3. I’ll be joined by Kevin O’Leary, aka “Mr. Wonderful” from the hit TV show, Shark Tank, and Dr. Lawrence Yun, Chief Economist, National Association of REALTORS®.

Get on the fast track for a great year ahead by signing up for this free virtual event. You’ll come away inspired, invigorated and ready to dominate in 2026!

Sign up for your virtual seat today at buffini.com/BCL.

Impossible to Fail: A System for Open House Success

A few years ago, as the manager of an office of over 900 agents and the leader of a Scottsdale-based real estate team, I came to the realization that if I asked ten Realtors what they thought about open houses, at least nine out of ten would say, “Open houses are ineffective.” In fact, I know of a nationally recognized trainer who shares statistics showing that open houses are the source of only 3% of leads leading to closed sales.

If I asked those same agents whether they’ve ever attended formal training on how to conduct an effective open house, most would say no.

And if I asked them, “Do you think it’s possible to capture the majority — say, six out of ten — of your visitors’ cell phone numbers?” Ten out of ten would probably say, “No way!”

Well, I’m here to tell you — it’s not only possible, it’s impossible to fail when you follow the right system. My Impossible to Fail method includes nine steps that guarantee success, and it generated an additional $150,000 in GCI for me last year.

Here’s one of those key steps:

Create a Professional Check-In Experience

Every successful open house starts with clear expectations — and it begins the moment your visitors walk through the door. Before they ever step inside, I post a simple sign that says: “Welcome In! Check-In Required.”

That one step changes everything.

It establishes that I’m in charge, sets the tone for professionalism, and instantly differentiates my event from every casual, unstructured open house they’ve ever attended. I greet each visitor warmly — “Welcome in! How did you find us today?” — and then guide them through the check-in process using a QR code or manual entry if needed.

By checking in, they agree to receive a code via text, which verifies their phone number instantly. This step not only ensures 100% accuracy, it also creates a moment of engagement — a chance for me to listen, connect, and begin building trust.

When you handle check-in the right way, you’re no longer chasing leads after the fact. You’re establishing a professional relationship from the first interaction — and setting yourself up for meaningful follow-up that converts.

If you’re not already doing this at your open houses, try it at your next one. I promise you’ll see a big change in the effectiveness right away!

Julie Morris will be sharing more about her Impossible to Fail Open House strategy on our very first Community Connection webinar Thursday, Dec. 18 at 10 a.m. PT. Register here to join and learn more.

PREVIOUS ISSUES

April 2026: Find Your Business Rhythm
March 2026: Your Q1 Check-In Is Here
February 2026: Let’s Keep Your Goals Moving