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Executing the real estate hat trick

Letters From the Home Front

It has become one of my favorite lines of all time, and it was delivered in the epic movie, "Legally Blonde." When Elle's unrequited love remarks, "You got into Harvard Law?" she responds matter-of-factly. "What? Like, it's hard?" That's the way I tend to look at most things these days. The fact is, when you take a step back, most of the things we do really aren't that hard. Or at least they shouldn't be. It's just that we make them seem that way. We obsess, we fret, we get overwhelmed, and then we find ourselves frozen wide-eyed in the headlights of oncoming traffic. As real estate agents, we are called on to wear many hats. We've got the pointy hat we wear during study hall, where we must learn our local inventory, market statistics and trends. We wear the top hat for showing property or interviewing for the listing, and the beanie for knowing the contracts. Then we grab for the green beret when it's time to negotiate. What about the busines...