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In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze get into a topic that every broker should sit with honestly: is talent enough, or does hard work always win out in the end?

The short answer is neither alone — but the combination is everything. Ruan opens with a familiar pattern he's seen play out in broking and in sport: someone starts with genuine talent, has early success, and then quietly stops doing the things that got them there. A few years later, the results dry up and they can't figure out why. Resting on your laurels is the slow killer of a broking career, because client expectations keep rising and what was impressive yesterday becomes the baseline tomorrow.

Marissa makes the point that hard work doesn't just sustain talent — it actually builds it. The more deliberately you work, the more skilled you become. And that applies at every stage of the business journey. Brokers who think that building a team means the hard work eases up are in for a surprise — managing people, defining roles, measuring output, and holding a culture together is a different kind of hard work, but it's hard work all the same.

The episode also takes a clear-eyed look at AI and the "work smarter not harder" conversation. The tools available today are genuinely useful — but only if the time they free up is redirected into higher value activity. Technology doesn't replace effort, it just changes where that effort needs to go.

The challenge: be honest about what level of effort your goals actually require — and close the gap.

Ready to build the habits that back your talent? Explore the Broker Journal at successandbroker.com.au/the-broker-journal

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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