Whether your clients are buyers or sellers, there’s a house for everybody and you’re going to find it for them. You show up and show up on time, prepared. You fight for your client, 24/7, no matter what. You have the Game-Time mentality. You know the players. You know the field. You know the shot clock. You know the score. You and your Dream Team are dressed to impress and ready to make money. You know the rules of the game with your eyes on the prize.

It’s all open, and you know how to find it. You know your hood. You know more than your ’hood. You know when and where to find your clients and where their new lives will begin. You know to ask. You know to listen. You know to market. You know your brand. You know your city. You’re “Hollywood” in the Altman sense. You please people. You build communities. You serve. You’re your own coach. You make money. Now, go to work.

Okay, the day has started. The phone is ringing. Emails are coming in. Every step along your way, this is “the work.” You are not on TV.

Little negotiation follows little negotiation after . . . some more negotiation. You have listing appointments to schedule. Not all can accommodate. Make a deal. You have buyers to find homes for. Who? Where? When? Not all can accommodate. Negotiate. Make a deal. You’re researching the MLS, contacting fellow agents and alliances for off-market properties in search of the perfect home to meet your clients’ needs. You’re not even out of the gym yet.

You’re a genius who knows your new upcoming open house needs to feel alive and fun, so you’re on the phone with a DJ. He wants too much money. Negotiate. Make a deal. You book him for a five-event package at a 30% discount. You’re keeping expenses low and revenue high. Another email comes in, another phone call.

Wait, which property is this for? Take a breath. Your assistant yells out, “The lawyer’s here for the Beachwood Canyon close.” He’s early. You haven’t hung up with your new buyer, scheduling, scheduling, scheduling. This time or that? Which home first? He said a country kitchen. That’s the right house, isn’t it? You need to call the listing agent. Is this place accessible? Is the electricity even on? Lunch, if you get it, is hours away.

Here’s a trick of the trade that sounds easier than it actually is – CHILL OUT! Once you find your flow, you’ll get it. Take baby steps and it will all line up: one foot in front of the other. Break each task down into smaller tasks, and then plug away at them, one at a time. Make a list. Check it off. Next. Check it off. Next. Repeat.

You need to keep your head. If not, it shows. A flustered agent creates a flustered client. This does not build trust and confidence. This is not “Hollywood.” Being “Hollywood” means that even when you’re sweating through your suit, sprinting to your car, you have a carefree smile, because it’s good, all good – all the time. Why? You’re the agent who has it covered. You’re not overwhelmed even when you are.

So, back to work, for real. This is still not TV.