Welcome to the Time vs. Money Race in Real Estate.

As a real estate professional, one of your most valuable assets is time. Wasting it on unqualified buyers or sellers will guarantee you lose this race, and in this business, that can mean becoming one of its many casualties.

To stay ahead, you must work only with qualified prospects. No exceptions.

Here’s what that looks like:

✅ Financially Qualified – They’ve provided recent written proof from a financial institution

✅ Serious and Motivated – They’re not just “interested” they have a real need to buy or sell now

Anyone can spend time with a buyer, but true growth comes from working with serious sellers. Why?

Because every listing opens up opportunities:

• Open houses bring new leads

• Sign calls turn into conversations

• Flyers and online marketing generate inbound interest

If you’re only working with buyers, ask yourself: Where is your next business opportunity coming from?

Here’s a quick litmus test when evaluating your prospects: “How would I feel hearing from this person at 8:00 a.m. or 11:00 p.m.?” If the answer is anything less than positive, you may be spending time with the wrong people.

Remember, your ultimate goal is to earn referrals from satisfied clients.Referrals are the fastest, most reliable source of new business and they drastically reduce your prospecting time.

Choose your clients wisely. Your business depends on it.