What do you see young agents struggle with in their first years in this industry? What advice do you have?

Ryan Hanley: Time management. What I found to be the largest obstacle to overcome was managing my time in a way that I could provide the quality service and attention that my clients deserved while making time to consistently fill my pipeline with new prospects.

I advise new agents to block out time to prospect in a calendar just as you would for an appointment. Do not take service calls or personal calls, and turn your e-mail system to “offline” mode. Also, I found that breaking up my prospecting time over a series of days worked better than trying to do all my prospecting in one day.

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