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Real estate is all about relationships

Letters From the Home Front

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Just like any real estate agent preparing for a vacation, he handed my husband two slips of paper. They each held a name. "This woman is waiting for a two-bedroom unit with a view," he said as he began making his referrals. "The other wants to sell. I have known him for years. Good man." My father-in-law was the sort of agent that you might see depicted on one of the National Association of Realtors' public awareness campaign ads. He was proud, he was dedicated, and he considered his a people business. While other agents worried about things like prospects and leads, he spent his days forging relationships that would last a lifetime. I was summarizing the results of the National Association of Realtors' 2011 Profile of Home Buyers and Sellers for our upcoming year-end office meeting when I found myself thinking of my father-in-law, Murray. The things that are important to people today were no less so when he first got his real estate license four decades a...