In this episode of the podcast, I talk about something that’s always been at the core of our success—preparation. And not just the idea of it, but what it really looks like when you execute with focus and intention. Whether you’re brand new to the business or already have years under your belt, preparation will always be the key difference between the ones who succeed quickly and those who stall out. I’ve seen both. This week I reflect on the stories of agents who are dominating just days into the industry, and others who finally broke through after a rough season—both because they committed to preparing.

The Difference Between Ready and Not Ready

This week reminded me how fast things can move when the vision is clear and the effort is real. I shared the story of an agent who was just four days in and already locked in a listing appointment, followed up, secured the deal, and had everything signed. Why? Because she followed the plan. She watched the trainings. She asked questions. She relied on her life experience and put in the work. She didn’t wait for me or Carla or a transaction coordinator to hold her hand. She prepared ahead of time and executed when the opportunity came. That’s what real leadership looks like.

Then there’s the flip side. The agents who hesitate. Who sit on their hands waiting to be walked through every step. And when that happens, there’s no growth. There’s no confidence. There’s only delay. Preparation means owning your business. Knowing where the resources are. Watching the trainings. Practicing the calls. Having the hard conversations with clients before they blow up the deal.

It’s Not About Experience, It’s About Preparation

I brought up something I’ve been saying a lot lately—lack of experience does not mean lack of preparation. We have agents passing their licensing exams in two weeks, others taking two years. What’s the difference? Not intelligence. Not talent. It’s how focused and committed they were. The effort is the same, it’s just spread out for some over years instead of weeks. And this mirrors how agents get into production. Some take six months to land their first deal. Others, just six days. The key is preparation—knowing what you’re doing, where to go, and who to call when it gets real.

Leverage Your Past, Own Your Process

We also talked about how our experiences prepare us long before we realize it. I shared how my daughter Abigail stepped up to work a booth at a real estate career expo. No hesitation. No excuses. And while she might not have had the experience, she’s been in this game since she was three years old. Watching, listening, learning. Just like many of you, you’ve already done hard things. You’ve already solved big problems. That makes you ready now. It’s just about applying that same mindset to this business.

Stop Waiting, Start Acting

This episode wasn’t just for new agents either. I had a conversation with a veteran who had hit a wall, forgetting what he was made of. After a few adjustments, he’s now sitting on seven deals in escrow. The difference was not more knowledge. It was remembering who he is. Preparation is not just a checklist. It’s an energy. A commitment to being in control of your process and not blaming the market or the news or your circumstances. You have to move with vision. Take action with intention. Stop stalling and start preparing to execute.

Reader Reflection Questions

1. Where in your business are you waiting for someone to walk you through the steps instead of preparing ahead?
2. How are your current actions aligned with the vision you say you want?
3. What past experiences can you tap into right now to give you confidence to move forward?

Notable Quotes

“Lack of experience does not mean lack of preparation.”

“It’s not your buyer’s fault they can’t decide—it’s your fault for not preparing them.”

“She wasn’t afraid of losing the listing. She was more committed to winning it.”

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