The market is tough, and we’re entering the winter months. Is this the advice you’re giving your agents right now? I hope not. A lack of prospecting is the cancer that kills an agent’s business. Regardless of the circumstances or the time of year, it’s always appropriate for an agent to reach out to previous clients, those in their database, and others who are trying to make sense of the real estate market during turbulent times. People want good information, and they need an expert to show them the way. And now it’s time to drink you own Kool-Aid. Everything you’re telling agents about prospecting also applies to you. Experienced agents are asking: If the market declines, how am I going to make up lost income? Does my broker have the knowledge and experience to help me navigate the choppy waters ahead? How am I going to pay my daughter’s tuition bill in January? First get these questions answered for your own agents. Then start answering these questions for your competitors’ agents. The best recruiting happens when you’re solving problems and helping agents see the future.