Sarah is 19 days into the 75 Hard challenge, and she’s learning that the hardest part isn’t skipping the wine—it’s finding the time. Between two 45-minute workouts (one must be outside), reading 10 minutes of a self-help book, drinking a gallon of water, skipping alcohol, and taking a daily progress photo, her biggest realization is how much time she used to waste.

This episode dives into how committing to a challenge can shift your mindset around time, priorities, and discipline. Sarah shares how she’s restructured her day—like walking during her son’s practice instead of answering emails in the car—and how powerful the ripple effect of consistent, intentional choices can be.

Because at the end of the day, it’s not about having time—it’s about making it.

What if one small habit could change everything?
In this episode, we share how a simple commitment—daily morning walks—turned into a powerful ripple effect in our lives. What started as part of a challenge became a daily ritual that improved our health, deepened our connection, and set the tone for our days. It’s a reminder that big transformations often start with small, consistent steps. 🌅👟

We have one line that our agents are using that eliminates buyer regret in this competitive market. You definitely don't want your buyers to miss out on a home they really wanted and to feel like they could have done more to get it.

"If you heard the home sold for X, would you say I would have paid that. Or are you comfortable with the current offer we've drafted at Y price?"

If they say no, then you know that the offer you've drafted is a strong as you can make it and it's in the seller's hands. If they say yes, then it's time for a follow up conversation to maybe adjust the offer before sending. At the end of the day, it helps the buyer put their offer into perspective and solidifies what their comfort price is.

Get out of sales and into curiosity. Meet people where they're at. Help them self-discover their motivation, comfort level, and what they're willing to pay. A trusted real estate advisor obviously brings their market knowledge and expertise to the working relationship, but a big part of being a great agent is your ability to lead your clients to self-discovery.

It's virtually impossible to have complete separation between your personal and professional life. If all of a sudden a higher performer is struggling, it's worth finding out if something is going on personally. Instead of confronting that person and saying, "Why aren't you doing as much business?" approach it out of love and respect, "Is there something going on that might be impacting you? What can we figure out together?"

There are some strategies that can help you overcome these types of situations yourself. Tackle it head on instead of trying to run away from whatever you're dealing with. Find a person (within the workplace or a friend) that you can talk to for support. Pay attention to your self-talk and how you treat yourself. We are often are own worst critic.

Stick to your routine no matter what is going on. It gives you structure. As part of that, make sure you have time for a mental transition between your personal and professional life. This can be as easy as playing your favorite songs in the car on the way to your first appointment.

Focus on micro wins and not just big wins. If you're a successful agent who sells 24 homes a year, do you only have a win on 24 days a year with 341 losses on the other days? No! Celebrate the micro wins in between those contracts.

Lastly, don't forget about self-care. If you don't take care of yourself, then you can't take care of those around you. Give yourself some space to relax and reset.

We've been talking a lot about challenges lately on our team and in one-to-one conversations. Ignoring or avoiding challenges doesn't usually make them go away. The best way to deal with these scenarios is to block and tackle and face it head on, or if it's something you can't figure out on your own, seek support, expertise, and accountability from someone else.

Get the elephant out of the room. There is nothing wrong with needing to ask for guidance and if you're experiencing some sort of conflict with someone in a personal way, be straightforward about it. Again, ignoring something doesn't make it go away.

This is super important for conflict resolution. When you feel a certain way about something or you're talking to someone that is upset about a situation, phrase it as that's a story you're telling yourself and is that the consensus for everyone or just your interpretation?

This phrasing: "the story I'm telling myself is..." can be super helpful in conflicts between different personality types. I Personalities over-communicate, but D Personalities might be more short or brisk in their conversation. This can lead to a disconnect right off the bat even if those individuals are not actually at odds with each other.

Being able to understand personality types and how they communicate is not only vital in your personal life, but also in how you procure and work with clients. The best real estate agents are able to be chameleons and adapt to their clients. Get comfortable being uncomfortable. Face challenges and conversations head-on.

Back when Sarah sold cars, they had a deal book. It showed two numbers for each vehicle. The top number was the markup and the bottom number was called hold back, which was the amount the dealer was guaranteed to get for the car. When she was negotiating a deal for someone buying the car, she used to take the markup off the price right away. This was actually counterproductive to Sarah making a good commission, but she cared too much about the buyer. The dealership took away the deal book and just told her the price.

How does this relate to real estate? When you're helping buyers, it's not up to you what they're willing to pay for any given home. You give them their choices and they make the decision. It's not up to you to decide if they're overpaying. You're an advisor, not a decision-maker.

To take it a step further, we all know things have changed for buyers agents in the last year or so with the NAR agency and buyer agent commission. We now have to articulate our value and charge our value. We've been doing this on the list side for a long time. When asked about their commission, the best listing agents will say "Here's my commission, do you have any questions." The worst listing agents will say, "Here's my commission, but if that's too high we can negotiate." They're undermining their own value.

Know your worth. In the absence of value, the only thing you can compete on is price. You have to add value to the client experience and be able to articulate it. Also, long after the price is forgotten, the quality remains. At the time of the transaction, the client is aware of your commission and the cost. But years later, what will actually stick with them is the quality of your service and the value you provided.

How do you feel about your business so far this year? Are you on your toes or on your heels? How you view your business and activity can affect your mindset and motivation. As Sarah says, sometimes you need to do a checkup from the neck up. If you feel like you're on your heels, then how do you fix your mindset and get back on your toes?

The first step is identifying and admitting to yourself that you're on your heels. Then go back and do the things that you and/or are good at to build your confidence back up. Find your rhythm again. Make a plan and work the plan. You'll find yourself back on your toes in no time.

In any aspect of your life, if you stay on your heels too long, it will only get harder and harder to rebalance and shift forward. We have a lot of visuals for you today...if you're up, then it's harder for something to knock you down when things go wrong. But if you're already down, it's easier to just keep getting dragged down further by every delay or something that goes wrong. It just keeps piling on.

Surround yourself with people that will hold you accountable. Accountability is a form of love. Surround yourself with people that motivate and inspire you to think differently and keep going.

Today's discussion is all about new agent productivity. It's easy to live in overwhelm when you first get started. You're learning about so many tools and opportunities, and the trap is to try to do them all. What ends up happening is you spread yourself too thin all week, you're exhausted, and feel like nothing is working.

What's the cure for this crazy cycle? Go deep, not wide. When you go wide and do everything then you're not committing enough to any one thing. You're only working at the surface level and you get burnt out when nothing works. Pick 2 or 3 strategies / levers and go deep on them.

Apply the same process to how many leads you're working. The average conversion right now takes 26 touches - whether that's calls, texts, or other. If you have 100 leads you're heavy-hitting, can you commit to 2,600 touches in a short timeframe? 10 leads is probably more appropriate. Tackle it one chunk at a time.

Keep in mind, that a lot of these strategies are a grind. You still have to put in the work. Some days will be great and some won't. Don't give up. Keep track of how many calls you need to make to get an appointment and that can keep you motivated. Track your metrics and gamify it. This is a momentum-based business. Get wins and wins become confidence.

What's your value proposition? Not just for making the sale, but what about after? You've heard us talk about our Forever Client Club and client events, but what about other types of relationship building?

We pride ourselves on our vetted vendor list. The critical aspect to understand is that we get nothing from it. If we recommend a roofer to a client and they go with them, we don't get a kickback or anything like that. We simply want to make sure that our clients are happy and can hire a professional that's going to do a good job at a fair price. We want to be that resource for our clients long after the transaction.

No matter what industry you work in, there is something you can do similar to this to provide continued value to your clients. Once you have their trust and build a relationship, keep it going.

*If you're a local vendor in St. Louis and you want to be considered for our vendor list, comment below "vendor" and we will forward a link to interview.

Want to maximize your content and actually see results? It all starts with knowing your platforms, understanding how algorithms work, and dialing in on your target audience. Sounds simple, right? But finding your niche and reaching the right people takes strategy.

A year ago, it was all about reels. Now? If you’re only posting reels, you're missing out. Carousels and stories are just as crucial. Why? Because stories make your brand feel real—they're the behind-the-scenes moments where followers connect, relate, and trust you. Your feed is your portfolio, but your stories? That’s where relationships are built.

And let’s talk reach—if you’re posting reels on Instagram, why not repurpose them for YouTube Shorts or TikTok? Different platforms attract different audiences, and you should be everywhere they are.

But here’s the key: it’s not just about posting—it’s about engaging. Reply to comments, interact with others in your niche, and stay consistent. Success on social media is a long game, but with the right strategy and authenticity, you can break through.

Ready to level up your content?