If you're beginning this year with a blank page, you need a fast plan of attack! I've been through "bad markets" in the 80s and always made more money than the good years. The reason is simple: (1) Less competition, and (2) Having a game plan of going out and MAKING something happen: being proactive, not reactive.

Here's some ideas on how to MAKE something happen for your business this month........

1 - Review last year's closings and see which people you really had a great rapport with.

2 - Begin contacting them with an attitude of HOW YOU CAN HELP THEM, not WIIFM. (What's in it for me.)

3 - Simply ask questions. How is THEIR job? How is the family? What is something they're looking forward to in the next few months? DON'T ask for a referral, though!

If you listen carefully while they talk about what's important to them, at some point they'll make a comment that (hopefully) will ignite an idea in your mind. Share your resources with them: maybe it's a repairman, a vendor, a contact you have that can solve a small problem they're having.

People do business with people they know, trust and HAVE RECENTLY HEARD FROM. Start calling people you have a relationship with and focus on deepening that relationship. More about this in Todd Duncan's great book, High Trust Selling.

Help your brother row his boat and yours will reach the shore! Don't WAIT for something to happen this month - take action to MAKE something happen by helping those who know you. Trust in a positive result.