Understandably, many of us in the real estate industry love the end of the year. The holidays are quickly approaching, and with them cold weather and hearts warmed by the company of friends and loved ones.

And, I hope for all of you, an opportunity to reflect with pride on a successful year -- even as you look forward to the promise of a new one just around the corner.

Given my 27 years in the business, I've learned that this time of year there are two groups of folks out there who might not be embracing the season with, shall we say, the same satisfied enthusiasm:

• Those who are scrambling to find an all-cash buyer who wants to close before the end of the year; and

• Those who are blinking in disbelief at the calendar that -- gasp! – says December and are asking themselves, "Where in the world did this year go?"

Many in the first of those two groups are hoping for only a few more closings to accomplish their goals. But as they scurry to wrap things up and salvage the year, they're frustrated because they know they could have made it if only they had remained focused on their goals.

As for the second group, well, they're just hoping for something, anything, that will motivate them to hold their heads high and step boldly into 2006 with renewed vigor and determination.

No matter which group you find yourself in, here's a bit of end-of-the-year good cheer:

It's not too late to turn things around and, at the same time, set the stage for a prosperous year.

Really, it isn't.

Determine today to do one of three things: Rejoice. Get busy. Or get a plan! (Actually, you can do all three.)

Here's another dash or two of holiday season suggestions:

• Many real estate pros simply close up shop and stop working in December, believing -- incorrectly -- that no one wants to buy or sell because they're too busy with the holidays. You know what that does for you? It eliminates about half of your competition!

• Buyers and sellers who are in the marketplace this time of the year are the very best kind: motivated.

• Many homes for sale look especially appealing, warm, and welcoming over the holidays because they're trimmed with holiday lights and other decorations.

• And, many relocating companies send their executives to look for homes over the holidays so they can begin their new jobs right after the first of the year.

If you have accomplished your goals and want to relax with a little time off, by all means, do so! Enjoy the rewards of your hard work.

But if you're striving to close a few more transactions before the end of the year, get busy with these proven steps:

• Hold open houses.

• Call your past clients to wish them happy holidays; bring them a calendar or a festive plant, and ask them if they know of anyone who may be interested in buying or selling over the holidays.

• Call those within your sphere of influence to wish them happy holidays, and make sure to also ask them if they know of anyone considering buying or selling.

• Attend every social event you possibly can -- and there are plenty to choose from this time of year -- and meet as many new people as possible. They inevitably ask you two things: "What do you do?" and, "How's the market?" As you know, real estate is a red-hot topic these days, so engage people in conversation and listen to them. This is Real Estate 101, but it bears repeating: The more people you talk to -- or as we like to say at HouseValues: "It's all about building a bigger pipeline" -- the more opportunity you have for new business!

And now, for those of you who are staring in astonishment at the calendar, scratching your head over where 2005 went: please take a measure of comfort in knowing that, sometimes, everyone has a year like that. Establish that you won't have another one; start building your business for 2006 today.

Many top agents write more business over the holidays than most agents close all year! Give yourself a leg up for next year by doing the following:

• Set specific, attainable goals

• Develop a workable plan to achieve those goals

• Create a budget

• Create a plan for being where your consumers are looking for homes: namely, online

• Schedule yourself for success

• And, watch how you talk to yourself! Be positive and encouraging.

Then, imagine what your life will be like in December 2006 when you've accomplished your goals.

Here's wishing all of you the happiest of holidays.

Published: November 23, 2005

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Claudia Wicks is Director of Real Estate Training and Content for HouseValues Inc. Her blog, AgentCEO.com, offers agents and brokers tips gleaned from her decades of real estate industry experience. Claudia is a licensed real estate broker in the state of Washington, where she has worked for the last 28 years as an agent, broker/manager and Director of Training for Coldwell Banker and John L. Scott. Learn more about HouseValues at AgentSuccessNetwork.com or call toll-free 866-952-5042.