How to Reach the NEXT LEVEL as a Realtor

Having internal discipline & the ability to follow through is what will separate a great agent from just a good one. Realtors are really more entrepreneurial due to our status as independent contractors. Because of this, there’s no one out there who’s telling you when & where to work. This is one of the best things about being a Realtor, but the truth is this privilege is a double edged sword that can also stunt your growth.
I like to think our industry is sort of like going to college. Most jobs are structured more like high school, where you have to be somewhere at a certain time & the structure is inherently built into your classes. In college, there’s a lot more leeway. If you don’t want to go to class at 8AM, no one is forcing you. Some people thrive with this freedom, but just as many fail. In fact, roughly 22% of Freshmen will drop out their first semester because they aren’t used to having this level of agency & their lack of discipline takes them down a road of failure.
In real estate, the amount of production you have in the field is like getting your degree. You don’t necessarily have to show up to class every day, but you better make sure you’re passing your tests. Our production is like our grades. There’s a lot of different ways you can go about getting homes closed, but you better hold yourself accountable to make it happen. Too many in our field equate their days to showing up to the office, checking some emails, having a walkthrough & calling it a day. Treating your business reactively, and approaching the day with tasks to just check off, will never get you to the next level as a Realtor.
If you really want to close $40-60mm in production, it takes way more than that. You have to block out time to do the hard things that you don’t want to do. Setting your calendar up, having consistent marketing campaigns, doing your open houses & all the other bigger projects to increase your efficiency are what allow you to do more with your time. There’s a lot of legwork with these sort of projects, and it’s easier for most to procrastinate & avoid addressing them, because there’s no instant gratification. Bigger goals that are hard tend to be the ones that are really worth your time.
When you’re first starting out, these sort of things aren’t as important, since it’s more about just getting your foot in the door. But, once you do, you got to figure out how you can grow from there, since an unstructured approach can only get you so far. Most just get used to doing things the way they did when they first started out and don’t improve upon what’s been established. When you have down time, it doesn’t mean you should just fill in that time with personal chores. You can’t do that at a regular job, why should real estate be any different? Instead, it’s all about using this time to improve your business & workflows.
Stay busy & you’ll find paths that you wouldn’t find otherwise. Those who do the bare minimum will never get ahead. Find the time, stay disciplined and you’ll see the results you want. It might not happen immediately, but it’ll come together gradually. All it takes is that honest conversation with yourself.
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This is good.