Dan Hegstrand, 52, advising clients has become a round-the-clock job. Dan prides himself on being there to solve clients’ problems and assuage anxieties, even when that means responding to very early morning to late evening emails. He says technology and the 24-hour news cycle have changed clients’ communication needs, and it’s his job to adapt. “Our clients used to think in weeks and days,” he says. “Today, it’s not even hours-they think in minutes.” Forgoing vacations, weekend plans to help clients with a spontaneous real-estate purchase is the norm to keep the level of service, he has vowed to his clients. His strategy works—about 90% of his prospective clients are referrals from current and past clients.