Courting customers: Who's coming back, who's long gone

Diary of a Real Estate Rookie

So, as far as I understand it, this real estate game is about getting customers, servicing them, getting paid, and getting more customers.

I once prowled around to see how much of my time I should spend getting customers (as opposed to servicing them and getting paid) and I was told "8 hours a week." That assumes I work a 40-hour week, which I don’t, but I’m willing to extrapolate it as a rule of thumb that I’m supposed to be spending 20 percent of my work time acquiring customers.