This article by Jimmy Burgess here in LinkedIn is spot on!
Every Real Estate Agent (and every other direct sales person) should not only read it but take immediate action.
Item 17 is one of the best. 17. “Prospecting – Find the man with the problem.” – (Original quote by Ben Friedman).
I would change it just slightly to “Be the Person the Man with the problem finds.”
Other quotes from this list tell you how to be that person. Become a true Educator and Advocate for the success of your prospect and they will call you for their solutions.