It's that time of year again.  The fourth quarter is upon us, and that means the Holidays are around the corner.

And, for a large majority of real estate agents that means a long winter's nap.

For whatever reason, many agents "go to sleep" from just around Halloween until just after New Year's Day.

The traditional national holidays I'm referring to are Thanksgiving, Christmas, and New Year's Day.  If you add Christmas and New Year's Eve into the mix, that's a total of five days (actually three days and two eve's) out of sixty that are "the Holidays."  That's it.  Five days.

Yet, many agents seem to think of them as five, or more, weeks.  They let themselves get consumed by the thought of the impending Holidays, and it psychologically takes them out of the game.  They literally hibernate for six to eight weeks.  Must be the tryptophan in the turkey.

Actually, that's part of it, sort of.  Many agents diets change pretty drastically as the Holidays approach, and they don't realize it. 

1.  To start with, they will eat their children's Halloween candy during the first two weeks of November, giving them carb/sugar rushes and then, of course, mid-afternoon crashes.  Some even start with their own candy, which they conveniently bought two weeks before Halloween.

2.  Holiday parties, season's greetings happy hours and wine & cheeses are the norm in November and December.  Alcohol and food intake go way (weigh) up.

3.  Affiliates start throwing food baskets, candy, lunches, cookies, etc. at real estate offices during the Holidays.  More food.

4.  The Holiday's themselves are eat and drink-a-thons.  It's pretty much a given that you're going to stuff yourself on Thanksgiving.

Now add to that:

1.  More food and alcohol intake overall will add pounds to your body, which will make you more sluggish.  You can actually put yourself into a metaphorical holiday blood sugar coma by just doing the four things above.

2.  Winter weather and less sunlight cause people to sleep in and work out less.  It's much harder to get out of the bed when it's dark and/or cold.  And, for those that typically work out after work, well, it's already dark...time to go home, or go to happy hour.

3.  You can't make up sleep, so even if you sleep in and go to work late, the nights you were out at parties, etc. will take their toll.  So you'll go in late, and be tired.  Not a good combination.

4.  The winter months, and less sunlight, have been linked to types of seasonal or full-blown depression.

5.  Alcohol itself is a depressant, so increased intake can change your mindset.

6.  The mental stress, drama and chaos that comes with Christmas gift shopping, preparing the house for the holidays, or preparing to go somewhere, seeing family you haven't seen, etc.

7.  Buying into the fact that no one buys or sells during the Holidays (that's not actually true, but it is the perception of many agents).

It's no wonder many agents hibernate.

Now, I am not saying don't celebrate the holidays; personally I love them.  I want agents to have so much business that they can take a week off for Thanksgiving, a week off for Christmas and New Year's, and another week off for a vacation to Tahiti or Bora Bora...and still have money left to buy presents while walking into the new year with tons of pendings and listings.  However, chances are as you read the lists above you might have just become conciously aware of all the things that could affect you during the Holidays for the first time.

And that awareness is your key to having a very powerful and profitable fourth quarter, which will lead to a great first quarter next year, while still enjoying your holidays.

This is the perfect time to stick with the old adage of "everthing in moderation."

1.  Montior your food and drink intake.  It's okay to go hog wild on Thanksgiving, if you eat healthy before and after and get some exercise.  And, do you have to be the social drunk at those holiday parties?  Why not go to a party and institute a personal two drink limit on yourself, then switch to water.  Viola!  No hangover, either.

2.  Make sure you get at least some exercise each week, preferrably daily.  Even 15 minutes a day of a brisk walk will boost your endorphin levels and clear cobwebs...not to mention help keep the pounds off.

3.  Bring your lunch from home.  That way when the food tray arrives from ABC Mortgage Co. (and it's always later than you were told to expect, so you're famished by the time it gets there, which means you'll over eat), and you haven't yet ordered your daily cheeseburger deluxe with extra fries from Sal's Deli, you won't be tempted to gorge on the tray.  "I have to try the Italian, and that roast beef looks good, too.  Oh, potato and macaroni salad?  Yum, chocolate chip cookies, I'll just have two.  Someone pass the diet cola please?"

4.  Find some motivational CD's to listen to when you're in the car.  This will help keep your mindet in a good place.

5.  Prioritize.  It is possible to sell lots of real estate and go Christmas shopping.

6.  Prioritize.  You don't have to go to EVERY holiday luncheon, dinner and/or party.

7.  Keep approaching your business as you normally would all year long, that is, unless you are sluggish all year long.  Check your multi-list daily to remind yourself that people are buying and selling virtually every day.

8.  Get support from friends, family, co-workers, and contemporaries to help keep your spirits up.

9.  If you notice signs of seasonal or other types of depression, talk to someone, preferrably a mental health professional.

Just be aware of your mindset, your food and alchol intake, your exercise and what you're doing in your business and you will be able to have it all.  You'll be able to enjoy the Holidays, keep the weight off, and sell lots of houses!

Scott Friedman is a former top producing agent from New Jersey.  He is a speaker, coach and co-founder of You're The Difference Sales Coaching.  He is also co-author of the highly acclaimed objection handler book Now What Do I Say?  If you're interested in learning what to say and how to say it so that you can sell more homes, visit www.yourethedifference.com for more information on the book and other products, as well as training and coaching.  To ask Scott a question about your business, or hire him to speak or coach, email scott@yourethedifference.com, or call 609-601-1296.