What if your entire business model came down to one simple principle: give, give, give?

In Monday Morning Pep Talk #269, I’m revisiting the 2011 business plan that completely changed my career trajectory. That year, I made a bold decision to build my business purely on relationships—no transaction goals, no GCI targets, just a relentless focus on adding value. It was the foundation of Take Flight, and the principles I learned then are even more relevant today.

The real estate industry was in crisis—36% of all transactions in Chicago and Cook County were short sales or foreclosures, and we had 12-15+ months of inventory. Traditional lead generation tactics weren’t working. Instead of cold calling, I doubled down on helping people. By consistently providing insights and staying present when others disappeared, my business doubled for the second time in three years. That momentum shaped everything I teach today.

If you’re looking for a predictable and enjoyable way to grow your business—without the constant peaks and valleys—this episode is for you.

What You'll Learn:

✅ How 2011 taught me to build a career, not just chase transactions

✅ Why a relationship-based business is more sustainable than prospecting

✅ How top advisors stay top-of-mind by engaging their five lists

✅ The critical role of a CRM in scaling a relationship-based model

✅ Why giving isn’t about bartering—it’s about influence

✅ How leading indicators (client engagement, conversations) drive long-term success

✅ Why today's top brands win by giving first before asking for business

The 2011 Playbook – Still Relevant Today:

📌 Give, give, give—then give more

📌 Your business is built in conversations, not contracts

📌 Stop thinking in transactions, start thinking in decades

📌 If you feel helpless, be helpful—but systematize it

📌 No CRM? No business. CRM = Stability & Scale

📌 Your influence is built on authentic giving, not expectation

📌 Leading indicators (meaningful conversations) predict success, not lagging ones (closings)

Final Thought: The Modern Version of Giving

Today’s most successful brands give value before they ever ask for business. The same applies to a relationship-based real estate business. If you’re not consistently nurturing your network, engaging your past clients, and staying top-of-mind, you’ll always be forced into transactional prospecting instead of a sustainable, repeat business model.

If you want to create predictable success, watch this episode and start implementing these principles today.

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