The day a transaction closes should be the day your responsibility shifts from negotiator and facilitator to long-term advisor. That’s why a professional shouldn’t believe in 'closing' a file. To walk away after such a victory is to miss the most rewarding part of the job: watching a client's success compound over time.
We’ve become experts at collecting names and novices at building relationships. This Sunday, I’m reflecting on the 'Rolodex Spirit'—why the highest ROI in a digital world still comes from the personal touch, and why a database is just a digital shoebox without it.
In real estate, we are often only as strong as the weakest link in the transaction. Don't let an amateur's ego kill your client's deal. Discover my strategies for staying the 'adult in the room' and maintaining the strategic flow of a negotiation.
