Recently a group of real estate professionals and I were brainstorming on ways to stay the course during the most hectic holiday time of the year. With all the shopping, wrapping, cooking, cleaning and partying to be done, where do we find the time to keep our businesses vital?

I casually mentioned that it was very curious that many agents officially started their holidays on October 31st. Does anyone have a clear recollection just when Halloween was deemed the "kick-back-I'm-off-till-January" start of the Realtor® vacation? Me neither. Then the idea hit. Why not dress up like agents and go door to door? Eat the candy, give out your cards and it's a fair trade.

Guess what? One of those agents did just that and with some amazing results.

Wanda Egilsson, RE/MAX Real Estate, Edmonton, Canada decided she'd venture out and do some trick-or-treating of her own. Much to her dismay (although anyone who knows Edmonton knows they are used to it being a "bit brisk") the temperature was 2 degrees Fahrenheit. Instead of going with just some special personalized candy with her card attached, she added a clever twist in the form of Baha Rosas. That's Tequila liqueur….

Wanda became the proverbial St. Bernard for the frozen-toed parents forced to take their costume-clad darlings out for fun and games. One such neighbor, whom Wanda knew only to wave at occasionally, gratefully imbibed his unexpected treat, and after a long body-warming swig and a bit of friendly chatter, requested she come over Sunday, as he wanted to sell his home.

Wanda got the listing, a bit of frostbite and learned a powerful lesson. Candy is great but Tequila and some real out-of-the-box effort is far better. There are many ways to keep the energy up and the leads coming in. When you put motivated sellers and buyers together during the holidays … it's magic! Good for you, Wanda!

Published: November 25, 2003

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Marylyn B. Schwartz, CSP, is a noted expert in real estate and corporate sales training, team development, customer care and diversity issues. She is president of TEAMWEAVERS and a trainer for Leader's Choice, the number one real estate sales training program in North America. Marylyn is also an author and Business/Life Coach. Contact her at , or visit her website at teamweavers.com.