Picking the Slow Line Every Time (2 Min Read) | Vol. 220

September 18, 2026

“It had long since come to my attention that people of accomplishment rarely sat back and let things happen to them. They went out and happened to things.” — Elinor Smith

Picking the Slow Line Every Time

Many years ago, I heard something that really stuck with me. I was at a real estate training event, and a panel of top producers was getting peppered with lead generation questions. How often do you post? What do you say? Should I host a pie day or pumpkin patch? 

No one is as curious about marketing as an underemployed self-employed person. 

Finally, top agent Andy Allen asked for the microphone, “It’s not so much what you do, it’s that you do.” The secrets don’t matter if you never do the work. 

It’s a simple truth that doesn’t go away. 

A veteran agent, Tommy Haydon, joined our team a few years ago. He’d been in business for decades. My wife shared what happened at one of our sales meetings. Our agents asked him the same kinds of questions. Where did his business come from? His answer? 

“Pick the slow line at the grocery store.” That’s it. 

He’d just put himself in a position to talk to people. Then he’d chat them up and see if they needed help with any real estate needs. “Sometimes,” he added, “I’d switch lines two or three times.” 

For any business, lead generation will almost always be the ONE Thing that drives all your goals and outcomes. Research, planning, technique… these all matter. They make what you do more effective. But none of it will make a lick of difference if you don’t do.

One question to ponder in your thinking time: Am I doing my ONE Thing, or still researching it?

Make an Impact!
Jay Papasan
Author | CEO | Coach