One of the benefits of running your own agency is that you’re the boss and you can decide where to focus your energy.

When you’re starting out, you might choose to keep selling to stay afloat, especially if you’re running a lean operation with a virtual office. As you build up your team and your profile, selling might be something you no longer need to do from a financial point of view.

Yet many principals do choose to ‘keep their hand in’ – selling properties, often for high-profile or loyal clients, and perhaps only a few a year, or sometimes more.