There is no doubt that the day a person decides they want to move is the best day to list their home. One time of year is no better than another for a motivated seller.

Having said that; December is a tough month to get people to list. They want to wait till after all the hustle and bustle of the holidays is behind them. No surprise there.

What should an agent focus on that is the highest use of their time if getting listings is so tough between now and the end of the year? Here are some suggestions… Realtors'® great holiday time- management initiatives:

1. Plan out your days off now till the end of the year. Mark them in big, bold letters on your calendar and change your voice message so that everyone knows you are taking time with your family.

2. Concentrate on selling the listings you already have. Show the seller that carrying over the home into the New Year could cost them money; market changes, slowdown for the time of year, change in interest rates, change in supply and demand, etc. Selling now is advantageous as the buyers who are shopping now are really motivated. Match up a motivated buyer with a ready, willing and able seller, and it makes for a sweet transaction. Buyers are pretty flexible now relative to showings as they understand that sellers have family obligations to handle.

3. Work with only motivated buyers. Don't waste any time with folks who are out "getting an idea" so they are ready to purchase in the spring. It is never a good idea working with lookers, and your time is especially limited during the holidays.

4. Create your business plan for 2005. Don't let the successes or challenges you experienced in 2004 get in the way of going forward. If you had a great year, give yourself lots of credit and praise; then acknowledge that the past is past, and the time is here to do it all over again (perhaps better…). That is the real circle of life.

5. Clean out anything that is a mess! Why carry over into the New Year all the accumulated junk of the year past. Nothing is more cathartic than a clean office, closets, basement, garage, car, whatever. When you purge the outside of your environment, it has a cleansing effect on the inside. It's the same feeling as turning over a brand new page on your desk calendar; no scribbles, notes, messages, etc. Just a white page with the promise of starting anew.

6. Thank everyone who helped you this year. Call all of your past clients/customers, sphere of influence, friends, etc. Tell them how happy you are to have them in your life, then remind them that you are always building your business and rely upon their help.

   Ask the most important question any agent can ever ask, "Who do you know who may have a real estate need now or in the near future?"

7. Build a bridge between your work and your spirituality. Take time to meditate, ponder, pray, be alone, whatever it is that will re-center you for the year ahead. Looking back is great only when it is done with the sole purpose of evaluating what the lessons were that will help you in your work and with your family going forward.

Enjoy the fruits of your labors; be grateful for all the blessing we have in our lives; use your snippets of work time to focus on high-priority activities; make time to smell, hear and savor the sites and sounds of the season; and love your family like there is no tomorrow. Tomorrow is in God's hands. HAPPY HOLIDAYS!!!

Published: December 13, 2004

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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 was a trainer for the Floyd Wickman Courses©, Sweathogs® program for over five years. Marylyn is also an author and Business/Life Coach. Contact her at , or visit her website at MarylynBSchwartz.com.