In last week’s post, we covered the basics of call reluctance: the reasons why we get it, and the signs we are struggling with call reluctance. Fear is a major factor leading to call reluctance. Fear gets stirred up when we dread some future activity and our initial response is to run for cover, or…

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Regardless of how long you’ve been in the real estate business, you’re familiar with a few basic characteristics common to top performing agents: They focus on listings as their primary source of revenue-generation. They tend to be “listing agents.” They are almost obsessive about routine, especially morning phone-prospecting. This is the first of a two-part…

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