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. Each week as part of your business evaluation, determine which clients are closest to either signing a purchase agreement or listing agreement.

Another way of putting this is to ask each day, “Who’s closest to the money?” Make these clients your highest priority.

By the way, 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.