Sign up to save your podcasts
Or
Share Stop Chasing Clients and Instead Become the One They Come To
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Stop Chasing Clients and Instead Become the One They Come To
💎 Download my FREE Capacity Assessment: https://capacity-assessment-lcc.netlify.app/
Monica Rafferty, a commercial real estate agent of over 20 years and now a public speaking coach, joins me today on The Systems Driven CEO and she’s sharing how you can become one of the most sought after agents in your niche. Monica started from scratch — new city, new industry, in the middle of a market downturn in 2006 — and built a commercial real estate career by doing the opposite of what most people do. Instead of chasing clients, she became the kind of professional clients sought out. She found an underserved niche and owned it. Then, as she started to find some true success, she learned to use money as a tool (rather than the goal) to design a life that actually worked for her. Throughout the conversation, Monica shares the strategy behind all of it from her early mentor advice that reframed everything, to how she holds her commission with confidence, manages her business like a CEO, and now travels the world without ever feeling like she needs to retire. If you’re struggling to stand out, this episode has so many actionable takeaways.Â
YOU’LL LEARN:
00:00 – Monica's backstory: dot-com crash to commercial real estate
02:21 – Starting a career during the 2006-2010 market downturn
04:05 – The biggest lessons from 20 years in the business
06:42 – Why "I treat my clients well" is not a value proposition
08:17 – "Chasing other people's clients is not a business plan"
10:59 – Making your own path: strategy over imitation
12:06 – Finding the nonprofit niche and why it aligned personally
14:40 – The first nonprofit client: from a building being torn down to a mountain view office
16:36 – Is business advice overcomplicated? (The Wayne Gretzky shot)
18:37 – Why a corporate background built the foundation for real success
20:48 – People aren't commissions — they have needs
22:30 – How to handle the commission objection without discounting
24:59 – Small clients, big referrals: everybody knows somebody
25:49 – Holiday cards, database outreach, and staying top of mind
28:20 – The residential-commercial referral opportunity most people overlook
29:34 – Rwanda, lifestyle freedom, and what success actually looks like
32:50 – Financial discipline: the mistake that derails new entrepreneurs
35:35 – Form over substance: you have to be the person before you advertise it
36:47 – Advice for the 20-year veteran: small shifts, big difference
38:11 – The Marie Kondo method for building your client list
39:29 – How to find and connect with Monica Rafferty
CONNECT WITHÂ MONICA:
- Website
CONNECT WITH LYNEA:
- InstagramÂ
- Subscribe to my YouTube Channel Â
- FacebookÂ
- WebsiteÂ
This episode of The Systems-Driven CEO was produced by Heart Centered Podcasting.
View all episodes
By Lynea Carver Coaching💎 Download my FREE Capacity Assessment: https://capacity-assessment-lcc.netlify.app/
Monica Rafferty, a commercial real estate agent of over 20 years and now a public speaking coach, joins me today on The Systems Driven CEO and she’s sharing how you can become one of the most sought after agents in your niche. Monica started from scratch — new city, new industry, in the middle of a market downturn in 2006 — and built a commercial real estate career by doing the opposite of what most people do. Instead of chasing clients, she became the kind of professional clients sought out. She found an underserved niche and owned it. Then, as she started to find some true success, she learned to use money as a tool (rather than the goal) to design a life that actually worked for her. Throughout the conversation, Monica shares the strategy behind all of it from her early mentor advice that reframed everything, to how she holds her commission with confidence, manages her business like a CEO, and now travels the world without ever feeling like she needs to retire. If you’re struggling to stand out, this episode has so many actionable takeaways.Â
YOU’LL LEARN:
00:00 – Monica's backstory: dot-com crash to commercial real estate
02:21 – Starting a career during the 2006-2010 market downturn
04:05 – The biggest lessons from 20 years in the business
06:42 – Why "I treat my clients well" is not a value proposition
08:17 – "Chasing other people's clients is not a business plan"
10:59 – Making your own path: strategy over imitation
12:06 – Finding the nonprofit niche and why it aligned personally
14:40 – The first nonprofit client: from a building being torn down to a mountain view office
16:36 – Is business advice overcomplicated? (The Wayne Gretzky shot)
18:37 – Why a corporate background built the foundation for real success
20:48 – People aren't commissions — they have needs
22:30 – How to handle the commission objection without discounting
24:59 – Small clients, big referrals: everybody knows somebody
25:49 – Holiday cards, database outreach, and staying top of mind
28:20 – The residential-commercial referral opportunity most people overlook
29:34 – Rwanda, lifestyle freedom, and what success actually looks like
32:50 – Financial discipline: the mistake that derails new entrepreneurs
35:35 – Form over substance: you have to be the person before you advertise it
36:47 – Advice for the 20-year veteran: small shifts, big difference
38:11 – The Marie Kondo method for building your client list
39:29 – How to find and connect with Monica Rafferty
CONNECT WITHÂ MONICA:
- Website
CONNECT WITH LYNEA:
- InstagramÂ
- Subscribe to my YouTube Channel Â
- FacebookÂ
- WebsiteÂ
This episode of The Systems-Driven CEO was produced by Heart Centered Podcasting.