The reality check you need to hear? Frustrated that leads are taking longer to convert? Feeling like business is scarce and the market’s to blame? The market conditions change. They fluctuate. This is part of being in business, part of the entrepreneur’s journey.

But what we’re seeing now is a revelation that agents never took the time to actually build a business. When the market was hot, everybody was closing deals not because they were skilled at business, but because it was just easy to convert leads. Now that things have slowed down, it’s exposing gaps in our businesses.

Here’s what I want you to understand: some of the best deals I’ve ever had – and easiest for that matter – came from agents who referred me business. I liked referral business as a new agent because most of the time those people came to me ready to go. When they came to me ready to buy, ready to sell, because they had something going on with another agent, those became my easiest to close transactions.

I decided to create a system around that. If you know anything about me, the CEO of Real Estate, it’s all about systems.

Video not loading? Click here to watch it on YouTube! The real estate market of 2025 bears little resemblance to the frenzied days of 2020. What used to work like magic now falls flat. While many agents are grinding harder than ever with diminishing returns, a select group of top producers are actually working less while making […]

Let me break down the fundamental difference between being a business owner versus being a hustler.

When most of us jump into real estate, we show up with that classic mentality: “I’m a hustler. I could sell water to a well!”

I started exactly the same way.

But I learned something critical: hustlers burn out.