Here's a simple exercise for this week. Look at your last 10 listings. Write down where each one came from. Past client? Referral? Database? Prospecting? A particular suburb, street or apartment building? Social media? Open home? Then look for the pattern. Which 20% of your activities are producing most of your opportunities? That's where I want you to put more of your energy this week. And one more question: What are you spending time on that feels productive — but isn't actually helping you win listings? Do less of that. You don't need to do everything. You need to consistently...

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