Full-Time Agent vs. Full-Time Activities

I know it’s been a very long time since I sent out a newsletter, and I truly hope each of you are doing well.

This year marks my fourth full year in real estate. Like many agents, I started when the getting was really good. Fast forward to today, and I now co-own my own independent brokerage with my business partner. I know many of you reading this have been in the industry much longer than I have, and I don’t take that for granted—I respect that experience deeply.

Looking back, 2023 was my toughest year in real estate. At the time, I didn’t understand why. But hindsight really is 20/20. I realized I had confused being “full-time” in real estate with doing full-time income-producing activities.

Anybody can say they’re full-time. But if you looked at my daily schedule in 2023, it didn’t reflect the habits of a full-time agent. That reality hit me hard.

The One Thing I Can Guarantee

We all know this industry is changing, and none of us can predict the future with certainty. But there is one guarantee I can give you:

Income-producing activities = closings.

It’s that simple. Every day, we as agents need to be doing something that directly produces income. Not everything at once, but at least one or two consistent activities that move the needle.

Your “cup of tea” might be door knocking, cold calling, hosting open houses, or sending letters. For me, right now my top buyer activities are YouTube and Google PPC, while my top seller activities are cold calling and yellow letters. But what works for me doesn’t have to be what works for you.

The Lie of Immediate Results

One of the biggest culprits behind agent failure is the expectation of immediate results.

Yes, once in a while we get those “cherry on top” moments—the random referral or out-of-the-blue listing call. Those are nice, but they’re not the foundation of a consistent business. The foundation is built on showing up daily and doing income-producing activities that pay off months down the road.

The Conveyor Belt Picture

Think of your business like a conveyor belt. Every time you do an income-producing activity, you’re placing something on that belt.

On the other side, closings are waiting. But if you never put anything on the belt today, it’ll be empty when it circles back to you tomorrow—or next month—or even next year.

If you’re consistent, the belt keeps moving, and what you put on today will pay you six months or a year from now. But if you do nothing for 30 days, you’ll create a 30-day gap when the belt circles back.

A Challenge for You

If you’re already in the rhythm of daily income-producing activities, good for you—keep going.

But if you’re not, then consider this newsletter a challenge:

• Pick two activities that fit your style.

• Do them consistently every day for the next 30 days.

Don’t overcomplicate it. Just put something on the conveyor belt every single day.

Final Word

If you want ideas or need a refresher, check out some of my past newsletters where I share tactics you can implement. And if you have questions or want help, just hit “reply” to this email—I’ll be glad to connect.

Take care, and God bless.
—Ray @ AgentBeat