The broker's own stock in trade is his brains, ability, resourcefulness, salesmanship, and the goodwill he builds up through having satisfied customers. The qualities for success are the same in the real estate business as in any other business. Faithful honest dealing is a requisite. As the circle of a broker's clients is increased, his business, and therefor his income grows.

Much time and effort may be put on a proposition by a broker only to have it produce no fruit. The deal may be almost made and then fall through. Disappointments are part of the "game" however, and brokers quickly forget them and take up another matter with hopes of more success. It is the part of wisdom for a broker to be reasonably sure that he is dealing with the principals or with their authorized representatives - also that there is nothing which will prevent the consummation of the transaction, such as restrictions on the property or incapacity of the owner. A knowledge of these things may save the broker useless effort and prevent a waste of valuable time.