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Christa is a dual career agent in metro Atlanta. Licensed for three years. But because she balances a full-time job alongside her real estate business, she’ll tell you straight — those three years really feel like a year and a half of actual production time.

And for most of that year and a half, the same question kept her up at night: Where is my next deal coming from?

Not “how do I market myself.” Not “should I be on Instagram more.” The raw, gut-level question that makes your chest tight when you’re lying in bed on a Sunday night before your 9-to-5 starts back up on Monday.

She had contacts in her phone. She had a CRM she’d barely touched. She had people who knew her, liked her, even trusted her. But none of that was organized into anything that resembled a business. It was just… names. Sitting there. Doing nothing.

Then Christa joined the Database to Databank Challenge. Three days. And something shifted — not just in her business, but in her body. “This is the least frazzled I’ve felt in a really long time,” she said. She booked a buyer consultation within days. She picked up the phone and called a friend she hadn’t spoken to in months and turned that conversation into a referral pipeline. She started sleeping better.

Not because she learned some magic script. Because she finally had a system.

And that system changed everything about how she saw her business, her time, and her future.

This Blog is going to break down exactly what that system looks like, why it works, and how you can start building your own — whether you’ve got 40 hours a week or 10.

Your Database Isn’t a Contact List — It’s an Income-Producing Asset You’re Ignoring

Most agents treat their database like a digital graveyard. Names go in. Nothing comes out. You scroll past contacts you haven’t spoken to in months, maybe years, and you think, “I should reach out to them.” But you don’t. Because you don’t know what to say. You don’t know who to prioritize. And you definitely don’t have a system telling you what to do with each person based on where they actually are in their journey.

That’s the difference between a database and a databank.

A database is a list. A databank is a revenue-generating machine with categories, cadences, and a clear plan for every single contact in it.

When Christa went through her CRM during the challenge, she categorized every person in there. Not randomly — strategically. She looked at who was hot (ready to buy or sell soon), who was warm (needs nurturing, but there’s a relationship there), and who was future (long-term play, stay top of mind). And for the first time, she said, “I know where to put my effort.”

That’s not a small thing. That’s the whole thing.

Because when you don’t know where to put your effort, you put it everywhere. And everywhere means nowhere. You’re posting on social media hoping someone bites. You’re sitting at open houses praying a stranger walks in. You’re cold calling numbers and getting your spirit crushed before lunch.

Meanwhile, the money is sitting in your phone. You’ve got friends, former colleagues, family members, people from church, people from your kid’s school — all of them know somebody who’s going to buy or sell a home in the next 12 months. You’re just not talking to them with any kind of intention.

The fix starts with three steps you can do this week:

First, export or open your CRM and tag every contact as Hot, Warm, or Future. Hot means they’ve expressed interest in buying, selling, or investing in the next 90 days. Warm means there’s a real relationship and you can have a genuine conversation that might lead somewhere. Future means you need to stay visible to them over time — they’ll need you eventually, just not right now.

Second, set a dated next step for every hot and warm contact. Not “follow up soon.” A specific date. Tuesday at 11 a.m. Wednesday during your lunch break. If it doesn’t have a date, it doesn’t exist.

Third, deduplicate. You’d be shocked how many agents have the same person in their CRM three different ways — once with a phone number, once with an email, once with a misspelled name. Clean it up. One contact, one record, one strategy.

The “Just Talk to Your Friends” Framework That Booked Christa a Buyer in 72 Hours

Christa said something during her interview that stopped me in my tracks. She said, “I’m not a telephone person. That was the first thing I said to Cheesette — I’m not someone who’s normally on the phone with people.”

Sound familiar? A lot of agents feel this way. You got into real estate because you love houses, love helping people, love the flexibility. Nobody told you the job was basically “professional phone caller.”

But what the Database to Databank system taught Christa wasn’t to become a phone person. It taught her to become an intentional person. There’s a difference.

After categorizing her contacts, Christa identified a man she’d been in touch with who had mentioned wanting to buy his first home. He was in her phone. She knew him. They’d talked before. But she’d never followed through with a structured next step.

So she picked up the phone and said, “Hey, we’ve been trying to get ahold of each other. Can you meet on Friday to just sit down and talk?”

He said yes. They met for two hours. She walked away with a buyer client and a plan.

No cold call. No ad spend. No algorithm. Just a phone call to someone who already knew and trusted her.

Then she did it again. She called a close friend — someone she talks to so rarely on the phone that when the friend picked up, her first words were, “Is everything okay?” They laughed. They caught up. They talked about the friend’s husband retiring from the armed forces and their dreams of investing in property. And then Christa said something brilliant: “You have a job now. You need to start referring people to me.”

Not pushy. Not salesy. Just real. Because she knew, based on the category system, exactly how deep that conversation could go. She knew this friend was warm — someone she could ask for referrals. She didn’t try to sell her a house. She planted a seed for ongoing business.

Here’s the practical breakdown of how this works for you

Look at your warm contacts. Pick five people you genuinely like talking to. Not strangers. Not leads from some funnel. People you know. Your cousin. Your old coworker. Your neighbor. The woman from book club.

Call them. Don’t text. Call.

The conversation doesn’t have to be about real estate. In fact, it shouldn’t start there. Just catch up. Ask about their life. Listen. And at some point in that conversation, when it feels natural, let them know what you’re doing in real estate. If they’re not buying or selling, ask who they know. “You know a lot of people. If anyone ever mentions needing an agent, I’d love for you to think of me.”

That’s it. That’s the whole play.

Five calls a day. Over a week, that’s 25 warm conversations.

Over a month, that’s 100 touchpoints with people who already trust you. And if even 10% of those turn into a referral or a direct client, you’re looking at 10 new opportunities. From your couch. On your lunch break.

Christa said it best: “All I’m doing is talking to my friend. That’s not work. That’s just talking to my friend.”

The 10-to-15-Hour Week: How Dual Career Agents Can Build a Pipeline Without Burning Out

If you’re working a 9-to-5, you don’t have eight hours a day to dedicate to real estate. You might not even have four. And the coaching industry loves to pretend that doesn’t matter — just hustle harder, post more, grind it out.

But what if I told you that a structured 10-to-15-hour week, executed with intention, will outperform an unstructured 40-hour week every single time?

That’s not motivational talk. That’s math.

Here’s the framework. It’s called the Morning-Lunch-Afternoon Split, and it works for any agent who has a job, a family, or both.

Morning block (30 minutes to 1 hour, before your day job): Review your CRM. Look at your hot and warm contacts. Identify who needs a call today. Plan your outreach. This is your strategy time — no calls, no emails, just planning. Pull up your playbooks if you have them. Know exactly what you’re going to say and who you’re going to say it to.

Lunch block (1 hour): This is your calling window. Make your five calls. Follow up on any pending conversations. Respond to texts or emails from leads. If you booked a consultation, confirm the details. This hour is where your money gets made.

Afternoon/evening block (30 minutes to 1 hour, after your day job): Do your follow-ups. If someone didn’t answer at lunch, send a quick text. Update your CRM with notes from the day’s conversations. Set tomorrow’s dated next steps. Close out the day knowing exactly where you stand.

Five days a week at two hours a day is 10 hours. Three days a week at three hours is nine. Even if you can only do this three days a week because of family responsibilities, you now have a real pipeline-building engine running on less time than most agents spend scrolling Instagram wondering why nobody’s calling them.

Christa put it this way: “When all of a sudden, the future seems like possible.”

That’s what structure does. It doesn’t add more to your plate. It shows you that the plate you already have is more than enough — if you use it right.

If you’re a dual career agent who’s tired of feeling like you’re building a business with duct tape and prayers, the Unstoppable 90-Day Cohort starting March 5th was designed specifically for you.

Over 12 weeks, you’ll install the CEO mindset, build your lead generation machine, learn the consulting and sales process, and leave with a 365-day business roadmap. Training sessions every Thursday at 7 PM EST. GROW coaching calls every Tuesday at 12:30 PM.

Seats are limited because it’s real coaching, not a webinar on repeat. If you’re ready to stop being a part-time agent and start being a dual career CEO, this is your moment. Steal your spot here now!

Why the “I’ll Just Figure It Out Myself” Approach Is Costing You More Than Coaching Ever Would

Christa said something that every agent needs to hear. She said the real estate coaching space is full of people who say, “Hey, you should make red velvet cake,” but nobody gives you the recipe.

Let that sit for a second.

You’ve probably watched dozens of YouTube videos. Listened to podcasts. Attended free webinars. And you walked away from every single one of them with the same feeling: “Okay… but what do I actually do tomorrow morning at 9 a.m.?”

That’s the gap between information and implementation. And most of the industry lives in that gap. Coaches tell you to “build your database” but don’t show you how to tag, segment, and create cadences. They tell you to “generate leads” but don’t hand you a 52-week automated follow-up plan with emails, texts, and phone call schedules. They tell you to “think like a CEO” but don’t give you the dashboard to actually track what a CEO tracks.

That’s why the Database to Databank Challenge comes with daily playbooks. Not motivational PDFs. Not vague frameworks. Actual playbooks you open up while you’re working on your CRM, with step-by-step instructions for what to do, who to call, and how to categorize your contacts in real time.

Christa said she was still pulling those playbooks up days after the challenge ended. “Even today, as I was going through and cleaning things up, I was pulling them up and be like, okay, right. That’s what I need to do.”

That’s what real training looks like. It lives beyond the live session. It sits on your desk and guides your actual Tuesday morning.

And if you want to go even deeper than the how-tos — if you want someone to walk you through the mental roadblocks, the limiting beliefs, the fear of picking up the phone, the imposter syndrome that creeps in every time you try to level up — that’s where coaching comes in.

Christa did the VIP experience during the challenge and said it changed her entire posture. On day one, she was asking questions from a place of uncertainty: “I don’t really know what to do.” By day three, she was making declarations: “This is what I’m going to do. This is what I’ve decided.”

That shift — from uncertainty to authority — doesn’t come from watching another reel. It comes from having someone in your corner who sees your business from a bird’s-eye view and helps you see it too.

If you want the foundational knowledge to build your business the right way from the start, the How to Start & Structure Your Real Estate Business course gives you the exact blueprint, scripts, models, and checklists across 5 modules. No fluff. No “figure it out later.” Just the architecture of a real business you can build on. Click here to get access and start building your business THE right way.

You Don’t Need Permission to Build Your Business YOUR Way

One of the most powerful moments in Christa’s interview was when she talked about other coaching programs. She said most of them are “very cookie cutter” and make assumptions. Assumptions that you can leave your job. Assumptions that you have a spouse to support you financially while you ramp up. Assumptions that you’ve got a network full of wealthy people ready to hand you referrals on a silver platter.

“That’s not me,” Christa said.

And if you’re reading this, it might not be you either.

Maybe you’re a single woman and these bills ain’t paying themselves. Maybe you’re a first-generation business owner and nobody in your family has ever done this before. Maybe you come from a background where the networks you have access to look very different from the ones showcased on stage at industry events.

That doesn’t disqualify you. It just means your strategy needs to fit your reality — not someone else’s highlight reel.

My entire approach is built on this principle. She didn’t come from wealth. She didn’t have a safety net. She built eight companies by being strategic, systemized, and real about what it takes. And the systems she teaches aren’t designed for some ideal agent living an ideal life. They’re designed for the agent who’s got a full-time job, kids to raise, bills to pay, and maybe an hour at lunch to move the needle.

One of the most important things Christa took from the VIP coaching was this: “Be yourself. Just because that person does it that way doesn’t mean that’s the way I have to do it.”

Your business gets to be yours. Your follow-up cadence can happen over voice notes instead of phone calls if that feels more natural to you. Your lead generation can come from community events and church groups instead of Facebook ads. Your consultation style can be warm and conversational instead of scripted and corporate.

The system provides the structure. You provide the flavor.

The Biblical Business Principle Most Agents Sleep On

There’s a story in Second Kings that I refer to often, and it’s one of the most practical business lessons you’ll ever hear from scripture.

A woman’s husband dies. She’s in debt. Creditors are threatening to take her sons. She goes to the prophet Elisha in desperation, and he asks her one question: “What do you have in your house?”

She had oil. Just a little. But when she followed the system — borrowing vessels, pouring what she had — it multiplied. Enough to pay off her debt and live on the rest.

The parallel to real estate is uncomfortably accurate. You’re out here lead generating on social media. Cold calling strangers. Spending money on Zillow leads. Doing expired listings. And none of that is wrong. But you’re forgetting the money that’s already in your house.

Your database is your oil.

The people you already know, already have relationships with, already trust you — that’s the resource most agents completely overlook because they see it every day. It’s so close it becomes invisible.

Christa realized this during the challenge. She looked at her CRM and said, “So you’ve had this sitting here this whole time.” Contacts she could’ve called months ago. Relationships she could’ve nurtured. Referrals she could’ve asked for. All of it was already there. She just didn’t have a system to activate it.

There’s a reason referral-based businesses are the number one businesses in any industry. People buy from people they trust. And trust doesn’t come from an ad. It comes from relationship. It comes from consistency. It comes from showing up as yourself and letting people know what you do.

Every lead, no matter the source — social media, open house, seminar, cold call — needs to go through your database. That’s the funnel. That’s the system. Everything flows into the databank, and the databank does the heavy lifting.

Leverage Isn’t a Luxury — It’s How You Survive as a Dual Career Agent

There’s a fear that lives in a lot of agents’ heads, especially dual career agents, and it sounds like this: “What if a client wants to see a house and I’m at work?”

That fear stops more phone calls than you realize. You don’t reach out to the hot lead because you’re scared they’ll want to move fast and you can’t keep up. So you don’t call. The lead goes cold. And you go back to wondering where your next deal is coming from.

Leverage solves this.

Leverage means you are not the only person executing tasks in your business. You have a transaction coordinator handling the paperwork and deadlines. You might have a showing assistant taking buyers to properties during your work hours. You have systems — automated emails, scheduled texts, CRM reminders — doing the follow-up even when you’re in a staff meeting.

Christa understood this fast. During her very first buyer consultation after the challenge, she told her client upfront: “I may not always be the one to take you to showings. But it’ll be somebody who’s trustworthy.”

The client said, “Okay.” That was it. No drama. No lost deal. Just clear communication backed by confidence.

And that confidence came from understanding how a business functions versus how an employee functions. An employee does everything themselves. A CEO builds systems and delegates execution.

Here’s how to start thinking about leverage right now, even if you have zero budget:

First, add a leverage page to your buyer and seller presentations. Before you ever meet a client, let them know your business operates like a team. You quarterback. Other people execute specific tasks. Frame it as a benefit: “You get the best of my strategy AND the best of my team’s execution.”

Second, look into a transaction coordinator. Many TCs charge per transaction, not monthly, so you’re only paying when you’re making money. They handle the compliance, the deadlines, the paperwork — the stuff that eats your evenings alive.

Third, set up automated cadences in your CRM for your warm and future contacts. A 26-email, 26-text sequence spread across 52 weeks means your database is being nurtured even when you’re at your day job, picking up your kids, or finally sitting down for dinner. Your business is planting seeds while you sleep.

What Fear Is Really Costing You (and What Christa Would Tell You Right Now)

When I asked Christa what she’d say to someone sitting on the fence about investing in the challenge, she didn’t sugarcoat it.

She said: “There’s no later. If something about this already spoke to you, listen to that. If nothing resonated, you wouldn’t even be asking yourself the question.”

Then she went deeper. She said the hesitation isn’t really about money. It’s about fear. Fear of the discomfort of change. Fear of doing something different. And maybe — the scariest one — fear of your own success. “What if it did work though?”

That question haunts because it flips the script. We spend so much time afraid of failure that we never consider the possibility that the system might actually work. That you might book five appointments next month. That your pipeline might fill up. That you might finally feel like a business owner instead of someone winging it.

Christa went from “I don’t know what to do” on day one to “This is what I’m going to do and this is what I’ve decided” by day three. That’s not a year-long transformation. That’s 72 hours with the right system and the right coach.

A system gives you confidence. You can’t be confident in something you’ve only done once. But when you have a repeatable process — categorize, prioritize, call, follow up, track — and you execute it consistently, you start to build the kind of authority that attracts clients instead of chasing them.

Another agent who went through the challenge last month took four listings in a single month afterward. Four. She said she doesn’t think she’ll ever cold call again. Everything came from people she already knew. People who were already in her database. She just didn’t have a system to activate those relationships until the challenge gave her one.

Your Next Move (and Why March Is the Month That Changes Everything For You)

You’ve read this far, which tells me something already speaks to you. Maybe it’s the idea of finally knowing who to call and why. Maybe it’s the relief of having a system instead of a scattered to-do list. Maybe it’s hearing Christa say “the future seems possible” and wanting to feel that in your own bones.

Whatever it is, you’ve got three ways to act on it right now.

If you want to turn your contact list into a revenue machine in 3 days: The Database to Databank Challenge is happening live March 10, 11, & 12. Over three days, you’ll import, dedupe, tag, and stage your top contacts. You’ll install Hot/Warm/Future cadences with real follow-up systems. You’ll book 2 to 5 new buyer, seller, or investor conversations before the challenge ends. And you’ll build a weekly CEO scorecard so you always know exactly what to fix next.

This isn’t a webinar you watch and forget. You bring your CRM. We work together in real time. Seats are limited because I support you live — this isn’t a thousand-person Zoom where you’re a face in a crowd. REGISTER NOW and give yourself the breakthrough you keep saying you’ll get to “later.”

If you need the full foundation: The How to Start & Structure Your Real Estate Business 5-module course is available right now. The exact blueprint, scripts, models, and checklists to build a real business from the ground up. Not theory. Architecture. Get access today and start building your business THE right way.

If you’re a dual career agent who wants 90 days of real coaching, not just content: The Unstoppable 12-Week Cohort launches March 5th. Weekly training sessions. Bi-weekly coaching calls. A 90-day roadmap covering everything from CEO mindset to the scaling strategy that lets you run a six-figure business on 10 to 15 hours a week. By the end, you won’t just have a plan. You’ll have a business that doesn’t just survive — it’s ready to scale. This is for the agent who’s done collecting information and is ready to build infrastructure. Book your spot now.

Christa said the thing that changed for her wasn’t just what she learned. It was how she felt. “When all of a sudden, the future seems like possible… it’s a really good feeling.”

You deserve that feeling. And it’s closer than you think.