For Dan Hegstrand, 56, advising clients has become a round-the-clock job. Dan prides himself on being there to solve clients' problems and assuage anxieties, even if that means responding to early morning or late evening emails. He says technology and the 24-hour news cycle have changed clients' communication needs, and it's his job to adapt. "My clients used to think in weeks and days," he says. "Today, it's not even hours-they think in minutes."
Forgoing vacations to weekend plans to help clients with a spontaneous real-estate purchase is the norm to keep the level of service he has vowed to his clients. His strategy works- about 90% of his prospective clients are referrals from current and past clients.
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