Most agents respond to their clients on a “first-come, first-serve” basis.” A better approach is to focus your efforts on those clients who are closest to writing an offer or listing their property.

One of the most important steps you can take in today’s tough market is to review what’s in your pipeline at least once weekly. A critical part of this process is to constantly track which of your clients are closest to signing a listing or writing an offer. Make these clients your highest priority.

Moreover, if you have unrealistic sellers or buyers who are wasting your time, decide whether continuing to allocate time to them or referring them to someone else is the best strategy.