Only two-and-a-half years into her real estate career, moving to a strictly referral-based model for acquiring new clients could have been a risky decision for a young practitioner, but it paid off for Lauren Hasson, 25. “I need to enjoy what I’m doing and work with good people,” she says. “My business model is to work with fewer people but be able to follow through with everything I say I’m going to do.” Data-rich presentations and a commitment to building lifelong connections help Hasson earn clients’ trust. She doesn’t just show houses; she spends time educating her clients. Those relationships last well beyond the transaction. Hasson makes it a point to see two past clients each week. “Most of them introduce me as their adopted daughter or granddaughter,” she says.