Okay, now it’s getting freaky.  I no sooner posted yesterday and I found out about another agent in New Jersey that has a sale under contract and closing in December!

Based on the limited scope of people I know, coach and/or hear from, versus the rest of the 1.5 million (give or take) real estate agents in the U. S., I’m going out on a limb and stating that December 2008 will go down in history as a much better real estate sales month than either October or November 2008.

As I continue posting about what I’m calling the December Sales Event, I’m easily reminded as to why December can turn out to be so good for you if you truly work on the days that you are scheduled to work.

Let me give you some examples, and bear with me I’m a Philadelphia sports teams fan, so I’m going to use two of the teams as an example.

Last night the Flyers hockey team came back from being down 5-1 and beat the Carolina Hurricanes 6-5 in overtime.  This happened because the Hurricanes sat back once they were up 5-1.  Their mentality/mindset changed, the way they play changed, everything about the team changed.  They were satisfied being up 5-1 and stopped doing the things that got them to that point in the game in the first place.

This past Sunday, the Eagles football team beat the New York Giants 20-14, yet up until 4 minutes left in the game it was 20-7 Eagles, and the only touchdown the Giants managed to score at that point didn’t come from their offense, it came from blocking an Eagles scoring attempt.

However, the Eagles went into what was called a Prevent Defense in which they basically stay far back and let the Giants catch passes in front of them…the idea being that the Eagles didn’t want to give up the big, long yardage play that would lead to a quick touchdown by the Giants.

Ultimately, the Eagles won, so it wasn’t a huge deal, however the game came down to one big play that went the Eagles way, or they might have lost.  My issue is that what they did all game long literally shut down and confounded the Giants offense, so why sit back and let them march down the field.  Why not do the same exact things you did all game long?

By now, I’m sure you get my point:  do the same things you did all year long to get the business.  Don’t sit back mentally and physically just because it’s December.

Sales is and always has been about numbers, consistency and momentum.

The more people you talk to, the more chance you have of doing business.  And, the more consistently you talk to people the more actual sales you will do.

In other words, the consistency of what you do every day determines the consitency of your bank deposits.

AND, what is in front of you today is a result of what you did yesterday, last week, last month and even last quarter.  So, if you took a month off (or a quarter as most salespeople seem to do in the fourth quarter), you’re going to find you have nothing in front of you in January.  No leads, no sales, no money.

Then you’ll have to start from scratch, with no consistency behind you and quite some time before you have momentum in front of you.

So, be honest with yourself: today is December 12th, not December 25th.  Work today like you would work the 12th of most months.