If you care about your people, the money will come

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Agents who are focused on their clients and their needs, as opposed to individual transactions, are able to help them make better decisions, says Alyssa Hellman, sales manager and agent, Long & Foster Real Estate.

“The way I would put it is, if you care about your people, the money will come,” Hellman says.

Get to know your clients “beyond bedrooms and bathrooms,” and really try to understand who they are as people, and “you can really put them in a place they want to be.”

Hellman says she’s building more valuable relationships with clients because “they know that about me, too.”