The topic of patience comes up a lot with my agents. We live in a world of instant gratification, but, sadly, the real estate world doesn’t always reflect this.

It can often feel as though you are working for free as a real estate professional. You weeks are busy; your days are filled with meetings, tours with buyers, and data analysis for sellers. You are occupied with your marketing activities and you are actually spending money when sometimes nothing might be coming in. It can be difficult to remain motivated under these circumstances.

But, patience, my friends, patience. The work you do now WILL pay off. Sometimes it can happen quickly. The buyer you met at that open house may call you and be ready to make an offer just a few days later. But, typically, the time between engaging with a potential client and actually seeing some income relating to that can be anywhere from a few months to maybe even a year or so.

Trust the process. You are helping people make big, life changing decisions. It does take time. Trust that every conversation you have today is laying the groundwork for future relationships and future transactions, and, of course, future income.

If you take this approach to your business, your interactions with your potential clients will be calmer, more thoughtful, and less desperate, even. It will send the message to your buyers and sellers that you are in this for the long haul. You are not looking to make a quick buck; you are looking to establish a trusting relationship as their long-time real estate advisor.