The Present That Keeps Giving

by JOYCE PARON, EXIT REALTY CDN CEO

Whether most sales take place on a Tuesday or Thursday, there’s one consistent factor: the salesperson is present. Showing up for prospecting, events, or training meetings is the hallmark of all great salespeople. They have an expectation, regardless of the situation, that an opportunity to learn or do business exists in their presence. They understand the magic in shaking hands, small talk, and building momentum by asking questions; questions that are akin to using a can opener to reveal what’s within.

A great salesperson once said to me, ‘If there’s a deal in here, I will find it!’ It was a situation which involved several people. The answer was not at hand, but he knew if he kept digging and asking questions in the right ways, what was necessary would be revealed, allowing him to bring the parties together in agreement. Staying in close with people and being present is key to opening doors.

The opportunity to learn or do business exists in your presence.

If you show up anywhere but aren’t fully present and engaged, the opportunity can pass by. It may even seem friendly, but if you’re too preoccupied to fully engage, it’s gone. You may be checking texts and emails, missing a buyer or seller who almost tripped over you. If someone bumps into you and you turn to look at who it was, they don’t have “buyer” tattooed on their forehead. You have to talk with them to reveal that. How many opportunities have you missed for this exact reason? Are you being truthful about how often your head is down, scrolling, reading, or watching videos throughout the day? Yes, the need to market online is real, but you also need confidence to deal with people face-to-face.

In early 2025, EXIT handed out over 6,000 branded bags at a prominent real estate event, and that’s because cell phones were out of sight. The focus shifted to engaging with attendees and it was incredibly impactful to have 25 volunteers, including representatives from Head Office, EXIT regional owners, brokers, and agents, working shoulder-to-shoulder to make this happen.

It doesn’t matter if it’s the person beside you in the grocery line or the server taking your order; when you’re present, you have multiple opportunities throughout the day to introduce yourself, build a new relationship, ask a question or two, and share your contact info. What if you took this to heart for just one month, and focused on engaging with people around you whenever the situation allowed. How many more people would you meet in 30 days? How many more times would you give out your contact info? Would you sponsor an agent into EXIT or put quick cash in your pocket from a determined buyer you meet?

It’s often small things, done consistently, that build momentum to climb up the mountain of success. The person at the top of the mountain didn’t get there by accident. Start looking for the magic in every encounter. Stop assuming and start talking. Move forward with an attitude that life loves you and is purposefully putting people and situations in your path to better you and your life. Start thinking and acting like a champion.