The prevailing belief within the real estate industry is to think that each business is a one-size-fits-all business. Every prospect gets the same script. Every buyer gets signed up for home searches, sees properties and then closes. Every seller takes photos, throws the home on MLS and then hopes it ...

The great philosopher Babe Ruth said, “Every strike brings me closer to the next home run.”

Ruth knew baseball was a game of failure. The best in the game get three hits for every ten at-bats, but they keep swinging, knowing that the hits will fall.

Likewise, prospecting is ...