After his big win yesterday Tommy Fleetwood gave us the simple yet powerful philosophy: be a good person first, a golfer second. It was advice from his father that he now passes on to his children, and it keeps him grounded both on and off the course. The same wisdom applies to real estate prospecting.
Too often, professionals think success comes only from numbers, deals, and closing rates. But the truth is, long-term success comes from who you are before what you do. When you lead with kindness, gratitude, and genuine interest in others, people feel it—and they remember it.
Why does this matter in prospecting?
Relationships over transactions – People want to work with someone they trust, not just someone chasing a sale.
Emotional resilience – Not every lead will turn into a client, and not every deal will close. Staying grounded in who you are helps you keep perspective.
Sustainable success – Just like in golf, the wins matter, but the foundation is character. Building a reputation for integrity will attract clients over and over again.
So the next time you pick up the phone, send a text, or meet someone new, remember this: be a person first, a professional second. The rest will follow.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Clients remember the little things. While your market knowledge and negotiation skills are essential, it’s often the thoughtful touches that leave the biggest impression.
Think about it—do you always have dog treats handy when clients bring their pets along? Or maybe you keep a stash of small snacks or toys for the kids to make the showing smoother for the parents. Even something simple like offering hand sanitizer, bottled water, or a seasonal treat can make the experience feel more comfortable and personalized.
These small gestures show that you’ve thought ahead and care about more than just closing the deal—you care about their experience. When clients feel valued and at ease, they’re more likely to remember you long after the showing.
Standing out isn’t about grand gestures. It’s about creating moments that make clients say, “Wow, that was thoughtful.” And in a business built on relationships and referrals, that kind of impression is priceless.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
If you’ve ever played a sport—or even just cheered from the sidelines—you know that athletes don’t just show up on game day and expect to win. They train. They practice. They repeat drills until muscle memory takes over. And even the greats—think Serena Williams, LeBron James, or Patrick Mahomes—still practice daily, long after they’ve proven themselves.
Prospecting is no different.
In real estate, many agents treat prospecting like game day: they show up, give it a shot, and hope it works out. But here’s the truth—just like athletes, we have to practice our craft if we want to compete at a high level.
Why Practice Matters in Prospecting
Sharpen Your Skills: Whether it’s phone calls, scripts, presentations, or networking conversations, practice keeps your skills sharp and natural.
Boost Confidence: The more you rehearse, the less you hesitate. When the moment comes to win over a client, you’re ready.
Role-Play Regularly Find a colleague and role-play your prospecting scripts. Yes, it feels awkward at first, but so did shooting free throws when you were 10. Awkward turns into automatic.
Review Your Game Tape Record your calls or presentations (with permission, of course) and review them. Notice what works, what doesn’t, and where you can improve.
Set Practice Drills Just like an athlete drills footwork, you can drill follow-up conversations, objection handling, or introducing yourself at networking events. The more you rehearse, the smoother it feels.
Never Stop Striving Even when you’re closing deals, keep practicing. Great athletes don’t stop training after a championship—they push harder. The same applies in sales.
Practice may not feel glamorous. Nobody’s cheering you on in the office while you rehearse your scripts or role-play with a partner. But just like sports, the practice behind the scenes is what leads to the highlight reels.
So, grab that “training mindset.” Sharpen your skills. Strive for more. Because in prospecting, just like in sports, practice makes champions.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Success doesn’t come to those who wait—it comes to those who work smart, dig deep, and never give up. Being a top agent isn’t just about showing homes or sending emails; it’s about combining hustle and tenacity in a way that moves the needle for your clients and your business.
Hustle Smarter, Not Just Harder Hustle doesn’t mean burning out by working 24/7. It’s about making every action count. Whether it’s following up with leads, attending networking events, or marketing a listing online, your energy should be focused where it makes the biggest impact. Smart hustle means prioritizing your activities and doing the things that actually generate results.
Tenacity Wins the Day Leads may go cold, deals may fall through, and challenges will pop up—but tenacity is what separates top performers from the rest. Consistently following up, problem-solving, and finding creative ways to connect with clients shows them you’re committed and reliable. Tenacity is your competitive edge.
Combine Hustle + Tenacity for Smart Prospecting The real magic happens when hustle meets tenacity. You’re not just working hard—you’re strategically persistent. Here are a few ways to apply this:
Follow Up Relentlessly – Set reminders, make calls, and personalize your messages. Show leads you care about helping them, not just closing a sale.
Market Creatively – Use social media, virtual tours, or local events to stand out. Hustle with strategy.
Solve Problems Proactively – Anticipate obstacles and offer solutions before they become issues. Tenacity shines when challenges arise.
Smart prospecting isn’t about luck—it’s about effort, strategy, and unwavering determination. When you blend hustle with tenacity, you don’t just chase leads; you create opportunities and build trust that lasts.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Every prospector hits a wall. You’re making the calls, sending the emails, following up, and yet… crickets. It’s frustrating. You start to wonder if all this effort is worth it or if you’re just spinning your wheels. But here’s the thing — most breakthroughs happen after you feel like quitting.
Here are 3 ways to push through when you feel like nothing’s working:
1. Revisit Your Process, Not Just Your Results Sometimes it’s not you, it’s the system. Look at your scripts, timing, and follow-up process. Are you contacting the right audience? Is your message clear? A small tweak—like changing your subject line or call opening—can make a big difference.
2. Seek Feedback from Another Pro When you’re deep in the trenches, it’s easy to miss blind spots. A fellow agent or mentor can give you an outside perspective and point out simple adjustments that can boost your success rate. Think of it like having someone else taste the soup—you might not realize it just needs a pinch of salt.
3. Focus on Consistency, Not Perfection Prospecting is like planting seeds—you don’t see growth immediately. But if you stop watering them, nothing will grow. Keep showing up, even when it feels pointless. Momentum builds in the background long before you see the harvest.
Feeling stuck doesn’t mean you’re failing—it means you’re on the verge of a breakthrough. Adjust, learn, keep moving. The results will follow.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
There’s something about the start of a new school year that feels… exciting. Fresh pencils, crisp notebooks, and the faint smell of new backpacks in the air—it’s a season of fresh starts and renewed focus. Kids head off to school with schedules, goals, and a plan for the year ahead. So why shouldn’t your prospecting game get the same back-to-school boost?
Think about it:
Clear Goals: Just like students know when their big tests and projects are due, you should have a clear plan for your prospecting milestones.
Structured Schedule: Kids have math at 9 a.m. and lunch at 12:15—no room for “whenever I feel like it.” Build your own prospecting timetable and stick to it.
Fresh Mindset: A new school year is a clean slate. Forget the leads that didn’t pan out last month—this is your chance to start fresh with renewed enthusiasm.
And here’s a little bonus—prospects feel this “fresh start” energy too. People tend to refocus after summer vacations, which means they’re more open to conversations and new opportunities.
So, grab that metaphorical backpack, sharpen your metaphorical pencils, and head into your day ready to learn, connect, and win.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Real estate eats time for breakfast. One minute you’re answering a “quick” text, the next you’re wondering where the whole afternoon went and why you’re still wearing yesterday’s to-do list like a bad sweater.
Here’s the blunt truth: time isn’t just money in this business — it’s opportunity. And if you don’t manage it, it will manage you. I’ve seen it too many times: agents who are talented, driven, and great with people—yet they’re always behind. Why? Because the urgent hijacks the important.
Let me tell you how I learned that the hard way.
Quick story (because I’m human, too)
Years ago I swore I’d “just check email” before my morning block of prospecting. Two hours and six newsletters later, I had a sense of dread and zero calls to show for it. I’d let the tiny stuff steal the day. That’s when I started treating prospecting like a client: show up, be on time, and don’t cancel.
If you’re nodding, you’ve been there.
Why time management is the quiet difference-maker
Most deals don’t fall apart because an agent can’t talk to people—they fall apart because follow-ups lag, opportunities cool, and momentum evaporates. The agents who close consistently? They don’t chase every squirrel. They protect their time like it’s the last slice of pizza at a closing party.
Three practical ways to take your day back
1. Prioritize like a pro (and don’t confuse busywork with progress) Every morning, pick your top three “must-do” tasks. Not ten. Not anything that could be negotiated away. Three. If you finish those, you win the day. Simple, but powerful. Pro tip: make one of those three a lead-generation task—call, text, or a quick handwritten note.
2. Time-block or get time-sunk Pretend prospecting is a meeting with a paying client. Block it on your calendar and protect it. Turn off email, silence notifications, put your phone in the other room if you must. Two focused hours a day of outreach beats an aimless afternoon of multitasking every time.
3. Respect the line between work and life Yes, the market moves fast—and yes, clients call at odd hours. But chronic “always-on” mode burns you out. Set office hours. Tell clients when you’re available. Then actually honor those boundaries. Your sanity (and your family) will thank you.
When “busy” equals “broken system”
If you find yourself drowning in work, don’t blame motivation. Blame the system. Bad processes—no CRM notes, forgotten follow-ups, no plan for voicemails—create the chaos. Fix the system first. Automate reminders, batch admin tasks, and delegate the stuff that doesn’t require your signature or voice.
The payoff: confidence, calm, and better results
Manage your time and you’ll stop playing catch-up. You’ll make fewer mistakes, answer your client’s call with energy, and actually enjoy the parts of the job that made you choose real estate in the first place. And yes—prospecting that’s regular and intentional turns into a pipeline that practically feeds itself.
One last real-world tip
Do a weekly 15-minute time audit. Jot down where your hours went. You’ll be surprised how much of your “busy” time is low-value activity. Trim it. Re-allocate it to what moves the needle.
You don’t need heroic willpower to win at time management. You need a plan, a few boundaries, and the discipline to defend them. Protect your prospecting time like it’s an appointment with your future self—because it is.
Now go block two hours tomorrow. Put your phone away. Make three calls. Then tell me how it felt.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
In real estate, deals come and go, markets rise and fall, and clients can change direction on a dime. But one thing remains constant: your reputation.
That’s why the old saying still rings true—“Don’t burn bridges.”
Relationships Are Currency
Whether you’re working with clients, vendors, agents, or prospects who don’t end up choosing you, every interaction matters. The real estate world is smaller than you think, and word travels fast. How you treat people—especially when things don’t go your way—speaks volumes.
You never know who might refer you down the road. That buyer who ghosted you today might recommend you to their sister next month. That seller who went with another agent might circle back when their listing expires. The contractor you treated with respect might send a steady stream of leads your way for years.
Emotion Doesn’t Belong in the Exit
It’s easy to feel frustrated when you lose a deal or someone wastes your time. But venting, burning a bridge, or leaving things on a sour note rarely helps. In fact, it could hurt your long-term prospects. Instead, keep your cool. Stay gracious. Leave people with a good impression, even if it’s not the outcome you hoped for.
Your Brand Is Bigger Than One Deal
When you play the long game, you realize your brand is built over time. It’s built on how you treat people when things go well—and especially when they don’t. That consistent professionalism becomes part of your identity. People trust you. They remember you. They come back to you.
What to Do Instead
Send a kind thank-you message even if you didn’t win the business.
Stay connected—drop a friendly note later, check in without expectations.
Reflect on how you could improve your process for next time.
In real estate—and in life—doors close, but they don’t always stay shut. By leaving each situation better than you found it, you increase your chances of success in the long run.
Because in the end, it’s not just about selling houses—it’s about building a legacy of trust.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Let’s be real—some days in this business hit differently.
You didn’t follow up when you said you would. You missed that networking event. You promised to check in with a client last week… and totally forgot.
Now it’s sitting heavy on your chest, like a backpack full of bricks labeled “I’m letting everyone down.”
Here’s the thing: feeling like you’re letting people down doesn’t mean you’re bad at your job. It means you care. It means your standards are high. That’s a good thing. But staying stuck in guilt mode doesn’t help you or anyone else. The magic is in how you respond, not how you feel.
So, what now?
1. Own It Without Over-Explaining
When you drop the ball, own it. You don’t need a novel. You don’t need to list every fire you’ve been putting out. A simple, “I missed the mark and I’m sorry” goes a long way. People appreciate honesty far more than excuses. Most of the time, they’ll respect your integrity more than they would’ve noticed the delay.
Example: “Hey, I promised to follow up last week and I didn’t. That’s on me. You matter to me, and I’m correcting that now.”
That builds trust. That’s how pros do it.
Guilt has a sneaky way of convincing us to disappear entirely. “You already messed up—just crawl under a rock.” Don’t fall for it.
Instead of spiraling into silence, refocus. Make a list. Reset your calendar. Identify one or two relationships that need attention and take action today. Even a small step breaks the cycle.
You’re allowed to be human. Just don’t vanish. Re-engage.
3. Stop Trying to Be All Things to All People
One of the fastest routes to burnout (and guilt) is trying to show up 100% for everyone, all the time. Spoiler alert: it’s impossible.
In prospecting—and in life—not everyone is your person. Not every lead turns into a deal. Not every connection needs constant nurturing. Choose who and what gets your energy. Be intentional.
Trying to make everyone happy is a shortcut to making no one happy, especially yourself.
4. Reframe “Letting Down” as a Sign You’re Leveling Up
Here’s a bold thought: What if these feelings are growing pains? What if they’re showing you where you need systems, boundaries, or help?
Maybe it’s time to automate some follow-ups. Maybe you need an accountability partner. Maybe it’s time to hire help.
If you’re dropping balls, that might just mean your business is expanding. That’s not failure—that’s momentum asking for structure.
5. Give Yourself the Grace You Give Everyone Else
You wouldn’t shame a friend who was overwhelmed. You wouldn’t write off a colleague who made a mistake. So why talk to yourself that way?
This is a long game. One call, one missed follow-up, one off week doesn’t define you. What defines you is that you care enough to want to do better.
You’re still in the game. You’re still showing up. And that matters more than perfection ever will.
If you’re feeling like you’re letting people down, it’s because your heart’s in the right place. Now take that same heart and point it forward.
Your next message. Your next conversation. Your next effort.
That’s what people will remember—not your misstep, but your recovery.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Let’s be honest—none of us like to admit it, but sometimes we scroll through social media or hear about a colleague’s big win and feel that little green pang of jealousy. Maybe it’s their record-breaking month, their smooth confidence on sales calls, or how they seem to close deal after deal like it’s nothing. And there you are, staring at your CRM wondering how many follow-ups it’ll take to get a single response.
Here’s the twist: jealousy isn’t always a bad thing—in fact, it can be one of your most powerful tools for growth.
1. Jealousy Reveals What You Want
That feeling of envy? It’s like a neon sign pointing directly at your desires. When someone’s success triggers something in you, it means you want that too. But instead of letting it fester into bitterness or self-doubt, flip it into fuel.
Ask yourself:
Why does their success bother me?
What part of their achievement do I admire?
What would it look like if I accomplished something similar?
Recognizing what you want is the first step to going after it with intention.
2. Use It to Model Behavior, Not Compare
Comparison kills momentum. But modeling? That’s smart prospecting.
If you admire someone’s results, study what they’re doing. Are they consistent with follow-ups? Do they build relationships instead of chasing cold leads? Are they always the first in the office or the last one to leave?
Instead of thinking, “Why not me?” start asking, “How can I learn from them?”
Success leaves clues—and those clues might just live two desks over or on someone’s LinkedIn page.
3. Let It Drive You, Not Define You
You don’t need to become a carbon copy of someone else to succeed. Your path, your voice, and your story matter. But a little friendly fire in the form of jealousy can light the spark you need to level up.
So go ahead—let that envy push you to make one more call, write one more follow-up email, learn a new skill, or ask that top producer out for coffee. Use it as a motivator, not a measurement of your worth.
Bottom Line
In smart prospecting, mindset is everything. Jealousy doesn’t have to be toxic—it can be a teacher. Let it point you toward what you truly want, guide you toward people you can learn from, and motivate you to take action.
Because the truth is, if someone else is doing it… you can too.
Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!
Smart Prospecting® 