In real estate, everyone’s chasing high volume—more deals, more leads, more dollars. But the harder we push for it, the more it seems to slip through our fingers. Funny enough, the top 13%? They’re not obsessed with the numbers—and that actually works in their favor.

Here’s the truth: When we get too wrapped up in transaction counts and dollar signs, we lose sight of what really matters. That kind of pressure doesn’t just hurt our performance—it burns us out. The more emotionally tied we are to every deal, the more chaotic things get.

Success comes from stepping back. It’s about taking care of ourselves, focusing on genuine relationships, and not letting real estate consume our every thought. Quality transactions beat quantity every time—and that’s what creates long-term, sustainable success.

So what do most agents get wrong about mindset? Why does taking a step back actually move us forward in real estate? 

In this episode, we’re joined by seasoned broker Rich La Rue, who shares the habits and mindset shifts that can lead to more success—without the obsession.

 

Guest Bio

Rich La Rue is a seasoned real estate broker with over 35 years of experience across Arizona and California. He is recognized for his ability to engage and connect with diverse audiences across the real estate landscape. Known for his impactful public speaking and ability to convey complex information clearly, Rich is also experienced in video production and podcast hosting, reaching audiences of all sizes with ease. Rich brings a rare combination of financial acumen, marketing expertise, and practical real estate knowledge. His journey spans hands-on roles as a real estate agent, support roles with a franchisor, franchise sales, broker-owner, and currently, Designated Broker for a Top 10 national brokerage. This varied background gives him a unique and comprehensive perspective on the industry.

https://www.linkedin.com/in/rich-la-rue-70a9437/

 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

 

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