Every new agent (including myself when I was starting) asks the same question in their first month: "When does this get easier?"

I always tell them- It doesn't get easier. It gets different.

I've watched hundreds of agents that are going through development programs, and there's a pattern I could set my watch by. 

Joe Killinger was frustrated when clients' needs started to outgrow the reach of his California real estate services firm. But he spotted an opportunity.

Commercial Brokers International helped foreign companies establish operations in California, finding retail space, offices and other real estate. The problem was, his Los Angeles-based firm often lacked the geographic reach to help clients that wanted to expand into Texas, Florida or other markets.

Every broker I know—including myself—is constantly chasing the next lead source. Whether it's a new CRM, another advertising platform, or the latest AI tool promising to fill our pipeline overnight, we're always looking for the next competitive edge.

We get into sales to create an opportunity to make a wonderful life for ourselves and our families. Creating that life is much easier when we end up in an environment conducive to high performance.

We have all done it, take a listing that we thought we could push the market with but then the market tells you another story. The real estate business always has a way of humbling you, just when you think you are invincible the real estate market sets you straight and now you have to figure out how to get back on track.