We all get in a groove from time to time, and I think it's important for us to realize some truths about our business in those instances.
First a foremost, I believe that when we are really doing well we need to realize that it is a blessing. We can't dismiss that as sales people a lot of our transactions are nothing short of a miracle. It is business that is trusted to us by referral, or simply tripping over someone who has a real estate need in the line at Wal-Mart. It's what you do with the contact that turns it into a transaction and seperates the professionals from the wanna-be's.
The first and most important step is to get the appointment! So many of us simply talk to someone, realize they have a need, try to fill that need over a single conversation, and then wait to get a call back. This is real estate suicide and not at all what the client even wants. They want and need a process. Schedule the appointment at the end of every conversation. What's the next step in helping them create their real estate goals? That next step needs to be scheduled before the end of every meeting. Even if it's, "I'll call you on this day at this time" that is better than nothing. Leaving your client without knowing what's next will kill your business.
With that said, you need a date book or electronic calander that you keep track of religiously. This can even help you with your taxes later, and I even know an agent that was audited by the IRS that was required to provide a calander to show their activity!
I hope this helps someone keep on track. Be blessed and have a great day!