How many times I have told the new agents they must think long term. This is not an instant gatification business and you need the business for the coming years not just now. After almost 40 great years at this and practicing what I preach continues to bring dividends. Just last week a client called I had not worked with for in 12 years but did keep her in my data bank and contacts. We are now working a move up situation in the  $400,000 range. Yesterday a gent called me fro NJ that had a real estate book he had held on to for 3 years.  He has decided to come this way and I'm selling him here and refering his 2 properties in NJ as listing plus setting up his son to move here.  You newbees out there, remember you will need to eat next year too so remember try to leave an impression and by all means ..stay in touch