A newly licensed real estate agent told me a story of how he had worked for several weeks trying to find his client an apartment. He later found out that one day his client went to another real estate office. Apparently, a seasoned broker showed his (no longer) client one apartment and, as luck would have it, the client took the apartment. The seasoned broker made a full commission and the new young real estate agent ended up with nada.

The young agent asked me for my advice: I told him you need to listen to what the client wants and stop running all over the place showing apartments that didn’t meet your clients requirements. In other words, adapt or die – slow down and learn to change course.

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