The only thing we can control in real estate are our own actions. Our customers will always be the variable; we can’t anticipate their actions.

In reality, we don’t know how much a buyer will ultimately spend, or exactly what time of year a particular seller will decide to put their home on the market, or even, if they’ll list with us.

But by controlling our own actions, we introduce a constant into our everyday lives. Having this constant and controlling our actions can balance the variable and unpredictable client.

Focus on controlling your actions. Don’t rely on the variable, don’t blame the customer when the unexpected happens. Remember, your actions ultimately determine the success of your business.