Have you had a great sales run, with the wind at your back as you continue to sell and make money, only to have some event or holiday slow down your momentum? It's happened to all of us. I compare it to running at full speed down a field, and out of nowhere comes a patch of mud and tar, designed specifically to slow you down and make you work harder. An example of this is the holiday season. For some industries, the end of the year is a great time to make those last minute sales and thin out inventories. But for others, it can be horrible. Let's face it, the holidays are about spending money on fun stuff, like electronics and clothes. No one is even thinking about buying insurance, unless they have to. "I can't spend any money on life insurance because I have to buy Christmas gifts," is what I hear each year. (Nice priorities, by the way!) Having been through this for a few years I now plan ahead. Instead of beating my head against a wall trying to get people to