Albert the realtor began his relationship with Samantha with a thoughtful gesture: a small gift bag and note left at her house. 

When she mentioned they likely wouldn’t sell for another 3-4 years, Albert stayed in touch, taking the time to ask questions, and nurture the relationship.

🕰️ Over the years, he dropped off pies during the holidays, shared regular market insights, and stayed top of mind. When Sam and her family thought they might be ready to sell in 2021, Albert was the first person they called.

📅 For two years, he patiently supported their search for a new home, even accompanying them to properties he knew weren’t the right fit but understood would be valuable for their learning process. 

Eventually, they found their dream home. Albert sold their home and helped them purchase their new one. But then... 

💰 Sam referred him to a friend who sold a $1.2M home and another who sold a DC condo. When neighbors asked how the process went, Sam’s glowing recommendation led to even more signed agreements.

Sam McKenna reflected on this experience saying:

👉 "The 50 'not right nows' you get in a year are valuable—it's the time we invest in them that year. But too many sellers focus only on this quarter or this year. The best sellers rise to the top because they segment, identify, and nurture those 'not nows.' Rinse and repeat, and each year stacks up with the 'nos' of the past that are ready to buy."

Be like Albert. 

The best sellers think and play the long game and focusing on tomorrow rather than just today. 

(This story is based on a post originally shared by Sam McKenna on LinkedIn.)