Did you know that in order for a shark to breathe, it must keep moving? Movement forces water through its gills. If the shark stops swimming, it will drown.

The same "swimming" is a MUST for successful REALTORS^®. Many times, once a high number of prospects has been reached, a sales agent may have a tendency to focus just on the business at hand, and forget that they need to keep swimming and generate new leads to keep their business calendar full.

Generating leads and on-going business must be consistent and sustained. Remember when you first entered the world of real estate? Your mentor told you that you would need to make at least ten calls per day. That was good advice then, and it's good advice now. Of course, we cannot violate the Do-Not-Call law, but I'm sure you know many, many people with whom you've had a previous business association. Get on the phone and call them. Be friendly, ask about their family and their business. And then ask them if they know anyone who might be interested in buying or selling a home.

Technology is top dog in real estate today. Send out a blast email holiday card to everyone in your database. This is a wonderful time of year to say "thank you" for past business, wish everyone joy and happiness at this special time of year, and add a line that says "I look forward to an on-going relationship with you as your REALTOR^®."

Pull out the settlement sheets on the properties that closed this past year. Send your clients a copy of the HUD 1 so they'll have it for tax time. Be sure to enclose a note or letter telling them how much you enjoyed working with them, and, of course, add a line that says "If you know of anyone interested in buying or selling, please have them call me."

Get working on your Business Plan for 2009. I've done complete columns on the aspects of a Business Plan which you can find in the archives of Ronnie, REALTOR^®.

Update your database. Now is a perfect time to send out an email to everyone in your database asking them if your information on them is current. It's also a perfect time to say "hello" and "If you know of anyone interested in buying or selling, please have them call me."

So, what's it going to be-a shark who keeps swimming, or a shark we find washed up on the beach? The choice is yours.

See you next week.

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