The next generation of real estate agents is motivated, hungry for information, and eager to learn how to succeed. Their perspective, however, is an eye opener for those of us who are "old timers." I recently had dinner with a friend who holds a regional training position for a major real estate franchise and who had just recently conducted a new agent training class. For the first time in many years, there were a large number of new agents in their 20s. One of these agents asked very earnestly, "How can I sell to old people?" My friend asked, "What constitutes 'old'? His answer: "Someone who is 40." This agent was completely serious. He wanted to succeed and was eager to know what worked. Another friend recounted a conversation he had with a Gen...
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