Most agents respond to their clients on a first come, first serve basis.  A much smarter strategy is to focus your efforts on those clients who are closest to writing an offer or listing their property.

To do this, at the beginning of each week, ask the following question: “Of all the leads and clients that I’m working with, who is closest to the money?” In other words, which clients are most likely to list or buy a house?

Tracking who is closest to the money is also smart way to sort through your daily activities. If you have a deal that may be falling apart, it is more important than taking out new buyers. The transaction problem must be your highest priority. If you have to cancel the buyer appointment, so be it.

Once you identify your top priorities, focus your efforts there. Also, if you have unrealistic sellers or buyers who are wasting your time, decide whether allocating time to them or referring them to someone else is the best strategy.