Scare Them Now or Scare Them Later!

My first two weeks in being a Realtor I was attending a series of "fast start" classes designed to get a newbie up and running when a question from a female newbie was whether she should get a "glamour" photo for her new business card. At which time the teacher answered - "well, you can scare them now or you can scare them later." The majority of the time you scare them later. I just recently refered a client to another (according to her photo on her card) young realtor in another city. But when the client called back to give me an update, he said she was 61.