Just one call!

It's the phrase I hear most brokers complain about. But you only made just one call"!!

What is often forgotten or ignored. is the effort that it took to get to this point.

After a career-long struggle to attain pop star status, rocker Jon Bon Jovi said if best when he announced that it took him a lifetime of hard work to become an "overnight sensation."

While some call it luck, it is actually opportunity and timing striking at the same time and a trained eye and willing hand ready to pick it up.

What may, seem on the outside to be an "easy" transaction usually took years of rejection and pain to learn the ropes needed to obtain that flash of brilliance enabling the broker to close the deal.

Relationships are built over the years. Learning the ropes sometimes never ends. Experience is created after trial and error. Knowledge is acquired through rime and research. Expertise comes with doing and learning.

While the brokerage industry is not a contest of physical prowess or world class athletics, it can be just as challenging A natural needs to perfect those skills necessary for efficient communication, well-planned negotiations and skillful match-making.

The talent to mastermind the successful transaction must come through in nano-seconds as the pace of the deal can sometimes take on a life of its own. Spontaneity and precision often go hand in hand. A "perfect" deal can take years of hard work.

I take it as a compliment when I hear the phrase. "but you made just one call"! It can take years of calling that particular buyer or seller to get a returned call. It can take years of tripping over your own heels to find a real dent. It can take years of pavement pounding to find a real seller It can take years of rejection to finally get one "yes," It takes years to be able to say, "I made that deal in just one call."

BY ADELAIDE POLSINELLI, BESEN & ASSOCIATES