G. Educate, don't intimidate. Help person understand your position. Be prepared to explain, detail and justify to that person why they should accept your offer.

H. Be patient. If at first you don't succeed try again. Slow but steady movement creates momentum, which can lead to agreement.

I. Consider what would occur if there is no agreement. The pluses and minuses. Can you afford to walk away or do you have to do it now.

J. Be flexible and creative. Always have a fall back position. Some alternative that satisfies you and other party enough to make a deal (for example, in Lease Purchasing, consultation, if lease purchase doesn't work). Be competitive, you just might find you get what you need.

Copyright 2000, DeFiore Enterprises.

Next is to set up your tickler file for year. File any extraneous papers you keep in your tickler file (e.g. calendar pages, meeting agendas, notes, etc.) Be sure all your month files are in order. Go through January sections and place them in appropriate date, so you will be ready for first month of year's appointments.

Next is to deal with any outstanding mail from last year. Answer it, read it, file it or toss it. This will ensure your mail folders are in order for upcoming year.

For those of you doing lease purchasing, you will also want to check all your databases (prospects, sellers, tenant buyers, consulting jobs, pending properties, etc.) and diligently go through them to weed out those not producing results. You will also want to update your FSBO sites, and start making new calling lists for new year.

Last but not least is to add up your expenses for year. If you are using monthly envelope method, total those for year. If you are using Quickbooks or another type of accounting/bookkeeping program, run your numbers for year (e.g. for expenses - supplies, telephone, fax, computer, office, utilities, etc.; for profits - consultations, assignment fees, notes, cash flow profits, etc. This will give you an idea of what you made after expenses. Then develop goals to do even better for new year.

If you are unsure of any of items mentioned in this article, check out articles on our website for a more detailed treatise of what some of them are and how to use them.

Copyright DeFiore Enterprises 2002