ONE LESSON

Early in my career, I was working in my office and was on cloud nine. I did not have many clients at this time in my career or had done many deals, so I was beaming that I had just gotten an offer accepted for one of my buyers. This meant that my (only) two clients were both “under contract.” As I sat excited at my desk, a real estate coach I knew was walking by and asked me how I was doing. Excited to tell someone, I said, “Amazing, I just got all of my clients under contract!” The coach looked at me, smiled, and said, “Good, now go get some more.” Then walked away.

LESSON LEARNED: Prospecting doesn’t stop.

At the time when the coach said that, it completely deflated me. I had worked so hard to get those clients, and to finally get offers accepted was very exciting for me. It took me a little bit to understand what the coach was saying to me that day. In her own way, she was telling me that prospecting doesn’t stop because I can’t build and run a business on hoping clients just show up. I need to make sure they do! To do this, you must make prospecting an everyday thing and not a once-in-a-while thing.