Most real estate agents, whether knowingly or unknowingly, are focusing only on the "now" business which we refer to as scraping the cream. Although this helps cash flow in the now, it does not set up certainty in the future. Therefore, you must also pay attention to building your list of future prospects and spend your time wisely nurturing them. The pro tip here is to focus on sellers before buyers and any business that brings you a sale above the median price in your area. Those factors will drive you time leverage and your gross profit margins.

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