The Continuation Game
Many agents unknowingly play the continuation game. This happens when you exchange calls, meetings, texts, or emails with clients, but nothing substantial changes. You might have had a conversation, sent an update, or met with a client—but no tangible progress is made.
In other words, continuation is activity without results. While staying in touch is important, activity alone won’t move a property closer to being sold, leased, or offered on.
The Advancement Game
Contrast this with the advancement game. Here, every communication is purposeful and drives results.
- A phone call or meeting moves a property closer to being sold.
- A report or update helps a buyer make an informed offer.
- Sharing market insights ensures an owner understands where their property stands.
Advancement-focused communication isn’t just about staying in touch—it’s about making every interaction count. Each touchpoint brings you closer to achieving the desired outcome.
Why This Distinction Matters
For real estate professionals, understanding this difference is a game-changer. Playing the advancement game ensures your energy and efforts produce measurable results. It helps you:
- Close deals faster
- Build stronger client trust
- Prioritize activities that truly matter
How to Apply It
Before each communication, ask yourself: “Will this interaction move this transaction forward?” If the answer is yes, you’re advancing. If not, rethink your approach or combine it with actions that do. By prioritising advancement over mere continuation, you not only save time but also create momentum that propels your business forward.
Every conversation becomes an opportunity. Every update becomes a step closer to results. And in real estate, that difference can mean faster sales, better offers, and stronger client relationships.
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