Feast and famine! Sucks, doesn't it? Here's a recap of what we've seen so far… 🎯 TARGETS. Who you aim at. 💣 PAYLOAD. What you drop on them. ⏰ TIMING. When you show up. We're on TIMING today, and it's the third dial that secretly screws up the other two. I'll go first, because I ran into this for years. I told you in the TARGETS post that I was sending five proposals a week when I felt like it, or twenty-five when I panicked about money. I framed that as a volume problem. It wasn't, really. It was a rhythm problem. Five and twenty-five weren't two different habits. They were the same habit, measured at two different points in a cycle I couldn't see. Good month → stop. Bad month → panic. Repeat until you conclude you're bad at business. And here's the part I want to be fair about. Stopping made sense. I had work. Projects with dates on them. Clients who'd actually paid me. And prospecting was the only thing on my list with no deadline attached, so prospecting was the thing that could slide. Nobody emails you to ask where this week's outreach is. (Unless I'm coaching you 😂) So you drop it. You did the responsible thing with the hours you had, which was fulfill the projects you got already. That's what makes this so hard to spot. It doesn't feel like a mistake while you're making it. It feels like focus. Eric said: Longer clients make him feel more secure in his income, so he doesn't push as hard. Which eventually backfires. It just depends how long before the backfire lands, and whether a straggler client delays the panic. "Relief from influx of money." That was his phrase and it's exactly right. And it runs in the other direction too. Israel said he stops when he gets discouraged, not when he gets comfortable. Pascal said he's been the guy who doesn't fire for three months because nothing feels good enough to shoot at yet. Different doors leading to the same room. 👉 Full, so you stop. Crushed, so you stop. Either way your pipeline is running on how you feel, and how you feel is a terrible operator.

Ryan Serhant does multiple billions of dollars in real estate sales every year. His secret? "The Two Cs." That gets your foot in the door. But is that his real secret for closing deals? Watch this quick short and drop a comment what you think his real "secret" is for closing billions in deals.