Recently I got a text message from one of my favorite people in the business. She’s an accomplished top producer in her market and the kind of person who shows up in your life with a phone call when you least expect it, just to remind you she hasn't forgotten you.

Of course, the side effect of that behavior is that no one forgets her. Her follow up game is on point and her production numbers show it. There are armies of agents across the country who would love to have a business like hers.

So I was surprised this week when I got a text message about a client she nearly lost that would have cost her $18,000 in commission. Watch this week’s message so you don’t inadvertently make the same mistake.