Patience

As a new agent what is the first thing I want to do?  Close a deal or these days even getting someone pre-qualified is on the top of my list.  People these days even though they might have good jobs and drive nice cars will have other problems that they need to clear up before buying a house.  One must realize that even though the market is coming back you will run into issues such as these. People (clients) are still trying to dig their way out of debt from stuff like divorce or even being unemployed for some period of time.  As a new agent not hip to some of the inter-workings around the office you quickly realize that to get a deal started is almost as hard as closing a deal.  The most important thing is to stay focused because it's up to you to make sure that they are on the right path to clearing up their financial problems. You never know 6 months down the road after helping them with their issues they might run into someone else that is ready to buy and recommend you for being such a good agent/friend.  I have now prided myself to make sure i'm on top of all my would-be clients financial issues checking in with them and helping anywhere I can. I'm confident my clients will see that I truly want to help them and in the whole scheme of things if they can't clear financials at least i can get a recommendation from them down the road!