My first six months in the business turned out to be a real learning experience. I was cramming in 4 open houses a weekend, trying to secure a few clients, and was having no luck.
One afternoon, my wife stopped by to bring me some coffee. She watched me work with a few guests, and noticed that I was telling each that I was "available anytime" they needed someone to assist them. When I returned home my wife asked me if I thought that a real millionaire agent would actually be available all the time. She told me that my obvious availability was sending out signals that I was a rookie.
The next weekend I told people that I would try to fit them into my schedule, if possible. I skimmed through my appointment book; the one with no appointments. I told them to call me sometime the following week.
That Monday I received three calls, and eventually closed my first two deals. Crazy advice, but right on the money. Have never forgot it, and tell myself daily that I'm a rich agent with very little time. Well...at least the time part is true!!
The Rookie
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