What a Recent Real Estate News Headline Teaches Us About Becoming a Listing Agent

This recent Real Estate News Headline: “Opendoor sheds more employees following Nasdaq delisting threat” has lessons for all Real Estate Professionals. Let’s not sugarcoat it: Opendoor is facing: another 40 layoffs, nearly $2.8 billion in losses over 18 quarters, a stock price languishing at $0.60, and the looming threat of Nasdaq delisting - this isn’t just another headline - it is a blaring siren for every Real Estate Professional who still believes there is a shortcut to a sustainable career. This is the wake-up call I have been sounding in every Real Estate Training Workshop and Boot-Camp: If you do not become a Listing Agent, there is not much of a career you can create in the future. 

A Little Reality Check 

Opendoor, once the poster child of the iBuying so-called revolution, is now scrambling for survival. Their “targeted restructuring” is just the latest in a series of pivots, layoffs, and desperate attempts to find profitability. The company that promised to “revolutionize” real estate by buying, rehabbing, and flipping homes at scale has run headlong into a truth that every seasoned Listing Agent already knows: There are No shortcuts in Real Estate. 

And here’s the kicker: Opendoor is now talking about “asset-light” revenue streams - meaning, they are looking to generate income through agent referrals. Pause and let that sink in. A company that spent billions trying to replace agents is now depending on agents for its very survival. That’s not irony; that’s the fundamental truth of our industry, laid bare for all to see. 

The Fundamental Truth: Listings Create Careers 

While some have spent years and fortunes searching for shortcuts or trying to automate the real estate process, the agents who are truly building sustainable careers are doing it the old-fashioned way: by Prospecting Daily, Building Relationships, and - most importantly - Securing Listings.  

Here is what this story teaches us: 

• Technology Cannot Replace Relationships: No algorithm can replace the trust between a homeowner and their Listing Agent. No app can provide the Local Market Expertise, Negotiation Skills, and emotional support that sellers need during one of the biggest transactions of their lives. 

• Relying exclusively on Buyers in this climate of high mortgage rates and historically low inventory is a recipe for struggle, not survival. With affordability squeezed and fewer homes on the market, buyer opportunities are shrinking while competition intensifies.  

• The Numbers Don’t Lie: Agents who master the art of Getting Listings consistently generate 20–30 transactions annually through a single skill set. Listings create multiple revenue streams - the listing itself, neighborhood recognition for future listings, related buyer leads, referrals, and repeat business. 

Why Listings Are Your Competitive Advantage - and Require Discipline

Becoming a successful Listing Agent isn’t about hoping for leads or waiting for referrals. It requires the same discipline I teach in my Training Programs. You MUST remember: Listings are earned through UNWAVERING DEDICATION - Nobody gifts success to you. 

Daily Prospecting and Face-to-Face Engagement: You must commit to no less than 2 hours of Prospecting, Follow-up, and Engagement - both on the Phone and Face-to-Face. This is Not Negotiable. Every call, every door-knock, every follow-up is a deposit into your future success. 

Accountability: Track your activities, measure your results, and never negotiate against yourself. Use tools like the “Paperclip Method” to ensure you hit your minimum weekly prospecting goals. Accountability isn’t a punishment - it is your insurance policy against complacency and drift. 

Scripts and Systems: Master your Listing Presentations, Objection Handling, and Follow-Up Procedures. Scripts are not cages - they are launchpads for meaningful conversations. Practice them until they become second nature, then adapt them to your authentic voice. 

The Choice Is Yours: Ask yourself: Are you building a business based on gimmicks and shortcuts, or are you developing the fundamental skills that create lasting success? The agents thriving in today’s market aren’t the ones waiting for the next tech solution - they are the ones who embrace the Production Mindset, commit to Daily Discipline, and understand that Listings are the foundation of every successful Real Estate career. 

---  Some Quotes and Affirmations to consider below Graphic:

The Professionals who thrive are Not Waiting for the next big thing - they are building their careers on Fundamentals: Daily Disciplined Prospecting, Accountability, and the Mastery of Getting Listings.

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own -- share article link:  

Quote: “Every Call, every Door Knock, every Follow-Up is a deposit into your Future. Listings are not given - they are earned through relentless action and Intentional Engagement.” 

Quote: “Every “No” you hear is a step closer to your next “Yes.” Embrace the journey, stay Accountable, and let your Actions speak louder than your intentions.” 

Affirmation: “I am a Listing Agent by Decision, Not by chance. Every day I Prospect, I am building a business that thrives on Discipline, Action, and Authentic Relationships.” 

Affirmation: “I choose Action over excuses. My commitment to Daily Prospecting and Accountability transforms my ambition into measurable results and lasting career growth.” 

Affirmation: “I am Not waiting for the market or technology to create my future. I create it through Consistent Action, Focused Prospecting, and the courage to ask for business.” 

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key’s Programs, including the “6-Week Prospecting Training,” “3-Month Production and Listings Boot-Camps,” and “All-Day Strategy Workshops,” equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals achieve Measurable Success in today’s Competitive Real Estate Landscape. 

Related HashTags: #NoShortcuts #DisciplineWins #DailyProspecting #RealEstateCareer #GettingListings #SuccessMindset #KeyCoachingInsights #YesKeyTraining #Key6WeekTraining #KeyBootCamps  

The Courageous Art of Prospecting: Why We Love, Admire, and Respect Real Estate Prospectors

Have you ever wondered what truly sets apart the most Successful Real Estate Agents and Brokers? It isn’t just market knowledge, a dazzling listing presentation, or even the perfect CRM. It is the Willingness to Prospect - consistently, courageously, and with a heart of service. 

Recently, we (Erica Nasby and Key Yessaad) sat down via Video to celebrate and dissect what makes Real Estate Prospectors so special. Here is what we discovered - and why we believe every agent and broker should embrace the Prospecting Mindset. 

Prospecting Is an Act of Courage - and of Service. -- So many people misunderstand what it means to be a prospector. They picture someone annoying or manipulating consumers. But as we discussed in our video, true prospectors have a mindset rooted in Service, Not Sales. 

Prospecting is not about “getting” something from people - it is about Giving. -- It is about showing up in your community to Educate, to remove fear from the process of Selling or Buying, and to serve with genuine care. When you knock on a door or make a call, you are not just looking for the next deal – you are offering clarity, comfort, and expertise. 

“Prospecting is courage. Prospecting is Real Estate. Prospecting is actually Love.” -- Key Yessaad 

Building the Prospecting Habit: Make It Non-Negotiable. -- Let’s be real: Prospecting isn’t always comfortable. It requires you to step out of your comfort zone again and again. But the secret is this - when you make prospecting a non-negotiable part of your routine, it becomes a habit, and habits build freedom. 

Set aside sacred prospecting time in your calendar - no clients, no distractions, no rescheduling. Whether it’s 9:30–11:30am or 4–6pm, treat it as seriously as a listing appointment. 

Scripts are your friends - not cages. Use them to guide your conversations, but remember: The goal isn’t to memorize lines, it is to disappear into the moment and be fully present for the person you are serving. 

“Scripts are not cages - they are launchpads.” -- Erica Nasby 

The Three Phases of Prospecting Mastery:  

Every agent goes through three distinct phases in their prospecting journey:

1. Awkwardness: At first, you feel self-conscious and nervous. You worry about saying the wrong thing or bothering people. 

2. Discovery: You realize most people are kind, and you start to genuinely enjoy building relationships. 

3. Focus: Finally, you become skilled at qualifying leads, following up with those truly ready to move, and turning conversations into clients. 

This transformation doesn’t happen overnight. It takes 7–12 months of Consistent, Non-Negotiable Prospecting before prospecting feels like second nature. But stick with it - the payoff is enormous. 

Desire and Discipline: The Fuel for Consistency. -- We all know how easy it is to make excuses. Your comfort zone will always offer you a way out. But as we discussed, success is built on intention, desire, and discipline. 

Tie your prospecting habit to a big, meaningful goal: A family vacation, financial freedom, or the peace of mind that comes from knowing you control your business. Let that goal pull you out the door, even on the tough days. 

“Bad habits are easy to develop. Good habits require Intention.” -- Key Yessaad 

Coachability and Community: The Power of Willingness. -- The best prospectors aren’t perfect – they are coachable. They actively seek feedback, tweak their scripts, and focus on connecting rather than closing. They are willing to be uncomfortable, to learn, and to trust the process. 

This coachability doesn’t just lift individual agents - it transforms entire offices. A handful of Dedicated Prospectors can inspire and energize a whole team, raising the bar for everyone. 

“They aren’t chasing the sale; they are chasing the Connection.” -- Key Yessaad 

It isn’t About the Market – It is About Your Mindset. – Here is what separates the top producers: They don’t waste time complaining about market conditions or comparing themselves to others. They focus on what they can control - their Actions, Mindset, and Daily Discipline. 

“The market exists between my ears.” -- Erica Nasby 

When you operate from a place of Service, Coachability, and Discipline, you will find that your sense of security and fulfillment grows from the inside out. You will know where your next deal is coming from, because you built the path yourself. 

Our Challenge to You: As we move into the busy spring and summer months - the time when opportunity is everywhere - we challenge you to make Prospecting your Non-Negotiable. Block the time, protect it fiercely, and focus on service. 

Remember, every door you knock, every call you make, and every script you rehearse isn’t just building your business – it is building your Confidence, your Skill, and your Peace of Mind. 

“Every time you Prospect, you are investing in your Peace of Mind.” -- Erica Nasby 

We love you, Prospectors. You Inspire us every day. Now - Let’s Go Get those Listings! 

With gratitude,
Erica Nasby & Key Yessaad 

Related HashTags: #RealEstateProspecting #ProspectingMindset #RealEstateSuccess #ServiceOverSales #RealEstateCoaching #ListingLeaders #MindsetMatters #AgentMotivation #Coachability #RealEstateTips #LeadGeneration #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps 

Unlocking Your Potential: Embracing the Mindset of a True Listing Agent

About 30 minutes before our Live Webinar kicked off, I watched as Agents and Brokers eagerly began entering our Zoom Room - many of them arriving fully prepared with printed handouts in hand and questions at the ready. As I looked into the eyes of these determined, Ambitious Professionals, the hunger for knowledge and success was unmistakable. Yet, at that moment, I was reminded of a truth I have learned over many decades of training and coaching: Knowledge alone isn't enough. Real Estate Success is about Mindset, it is about Discipline, and most importantly, it is about Taking Action. 

Here is a link to a video recording of our Apr 17th Live Webinar - Please consider the accompanying Handout:  

The Shift that Changes Everything: Your Mindset: Many agents start their day hoping the phone will ring, hoping listings will somehow magically appear. But you are Not just "many agents." You are a listing agent. Say it aloud, right now if you can:

"I am a Listing Agent." 

This simple affirmation is powerful because it changes how you perceive yourself and your work. It moves you from the passive role of order-taking into the active, engaged mindset of someone who creates opportunities rather than waiting for them. 

Understanding the Reality of the Current Market: In our session, we explored the truth about today's Real Estate landscape. Yes, the market has shifted. Listings in North America dropped from about 5 million annually pre-COVID to around 4 million in recent years. But here's the key insight: listings didn't vanish - they simply became more challenging to secure. 

Your Daily Discipline Shapes Your Success: During the webinar, I emphasized that Real Estate Success is not accidental. It is produced through consistent, disciplined action. Here’s your Minimum Daily Disciplined Structure: 

• 35–45 minutes: Focus on your existing business - client follow-ups and transaction management. 

• 35–45 minutes: Prospect for new business. Make calls, door-knock, and engage actively. 

• 35–45 minutes: Nurture your Sphere of Influence, ensuring you remain top-of-mind for referrals. 

Remember, Discipline isn’t glamorous, but it is foundational. It’s the key to moving from dreaming big to achieving big. 

Prospecting: The Heartbeat of a True Listing Agent: Prospecting isn’t comfortable. It pushes you out of your comfort zone. But as I shared during the webinar, the rewards go to those who embrace discomfort. Real estate is a numbers game: Consistently reaching out to at least 15–20 contacts per day puts you on a path toward securing valuable listing appointments. Here's the truth: If you embrace prospecting, you will succeed. Period. 

Practical Intelligence: Mastering Your Conversations: During the session, we tackled the concept of practical intelligence. It’s not just memorizing scripts—it’s crafting meaningful conversations.

• Know What to say.

• Know Who to say it to.

• Know When to say it.

• Know How to say it for maximum impact.

Scripts are powerful, but only when adapted in your authentic voice. Your playbook - your collection of scripts and dialogues - should reflect who you truly are. 

Ready to Level Up? Join Our May-July 2025 Boot-Camp! 

If you are serious about taking your business to the next level, consider this your personal invitation. Our May-July 2025 Real Estate Boot-Camp is more than training; it is a transformational experience designed to build actionable habits, reinforce accountability, and significantly increase your listings and income. 

What You Can Expect: 

• Duration: 12 weeks of immersive, hands-on training. 

• Live Sessions: Every other week, interactive and results-focused. 

• Supportive Community: Limited to 20–25 committed agents, ensuring personalized attention. 

• Practical Assignments: Weekly assignments, video recordings for accountability, and real-world applications. 

Secure Your Spot Today: Early registration (before April 28th) comes with a special $100 scholarship. Don't miss the chance to transform your year and your career. 

👉 Register for the Boot-Camp 👈

Final Thoughts: Your Future Begins Now: Your success story isn't written tomorrow – it is crafted today, with every call you make, every door you knock, and every relationship you nurture. You have the power to turn discipline into results, knowledge into action, and dreams into reality. 

“The moment you accept responsibility for everything in your life is the moment you gain the power to change anything in your life.” — Hal Elrod 

Take charge. Own your role. Become the listing agent you were meant to be. Your future is waiting. 

---  Some Quotes and Affirmations to consider below Graphic:

If you Expect LISTINGS to fall into your lap, you are in the Wrong Business. Become a Proactive Prospecting Machine, executing EVERY DAY with Strategic Discipline!

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “LISTINGS are earned through UNWAVERING DEDICATION - Nobody gifts success to you.” 

Quote: “Every ‘NO’ brings you closer to your next listing; EMBRACE the journey.” 

Affirmation: “My MINDSET is my most valuable asset; each morning I affirm my power to persist, conquer doubts, and convert ambition into real, unstoppable daily achievement.” 

Affirmation: “I Choose Action over excuses every day.” 

Affirmation: “Discipline and Focus drive my measurable results.” 

*Don’t Forget the May-July 2025 Boot-Camp Registration is Now Open

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.

Related HashTags: #GettingListings #ProductionMindset #RealEstateSkills #ListingAgent #ProspectingTips #ListingSuccess #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps  

Agent Success Check-In: 9 Strategic Areas to Evaluate Your Business After Q1

As we wrap up the first quarter of 2025, it is essential to pause and honestly evaluate your Real Estate Business. The pace of daily activities can sometimes distract us from assessing what's truly driving our success - or holding us back. In this insightful article, Broker/Owner Craig Summerall outlines nine critical check-in areas agents must review regularly, emphasizing the importance of structure, consistency, and accountability. If you are serious about growing your Real Estate career and staying ahead of industry shifts, his guidance is for you.  

Time for a Q1 Check-In

--- Written by Craig Summerall, Broker/Owner of EXIT Real Estate Consultants 

It’s the end of the first quarter, and while it can be a tough conversation to have with yourself, now is the perfect time to assess your business and see where you stand. 

But don’t just have this conversation with yourself - have it with your broker, too. 

Why? Because let’s be honest: when we ask fellow agents for advice, they might not always be willing to address the hard truths. Your broker, on the other hand, can offer an unbiased and honest overview of your business - especially your daily activities. What’s working? What isn’t? What needs to change? 

In Real Estate, success can almost always be traced back to consistent activity. And when things aren’t going well, the root cause is often a pile of excuses rather than a lack of ability. 

After 24 years in Real Estate, here’s something I know for sure: a narrow, singular focus will hurt you. A successful career in this business comes from a balanced approach - one that combines proven, consistent activities across multiple areas. 

So, what kind of topics should you be reviewing in your Q1 check-in? 

Daily Activities - What are you doing consistently each day to grow your business? If you're just waking up and “seeing what happens,” that’s a red flag. You need structure. Activity is everything. 

Daily Schedule - What time are you starting your day? Are you going to the office? Real estate is a job - treat it like one. If you give it the respect of a job, it will reward you with a real career. So: get up, get dressed, and get out of the house. 

Lead Generation - This should be at the core of everything you do. No matter how you spin it, real estate is a lead generation business. 

Marketing - Be careful here. Don’t fall into the trap of spending all your time “working on marketing.” I’ve seen agents stay busy with marketing, but not productive. It’s important, yes - but not the main event. At the end of the day, nearly everything you do in real estate is marketing in some form. 

Social Media - What’s your presence like? Who is it reaching? Choose the platform that fits you best, then develop a strategy for content that actually engages people. 

Open Houses - Should this be part of your plan? I’ve seen many agents build serious momentum through open houses. It’s a great way to meet people, build relationships, and practice your conversations. 

Past Clients & Sphere - What are you doing to stay in touch with this group? For most agents, this is the single largest untapped source of consistent business. 

Trainings - Are you regularly learning something new? Even your broker check-in counts as training. The industry is always evolving - stay sharp. 

Community Involvement - This one’s been said a million times, but it’s worth repeating: don’t be a secret agent. Get out there and get involved in your community. 

Taking the time to conduct a thorough Quarterly Check-In takes real courage and signals your commitment to excellence. By engaging in this process, you invest in yourself and affirm that you are a Dedicated Real Estate Professional - one who works with purpose and discipline, Not merely on a whim. Embrace this reflective exercise as a strategic step toward renewed focus and continuous success in your career. 

Author: Craig Summerall is Broker/Owner of EXIT Real Estate Consultants, serving Greater Columbia, Lexington, and surrounding South Carolina communities. With 20+ years in Real Estate Leadership, Craig focuses on innovative marketing, advanced technology, and comprehensive training to empower his agents and better serve clients. He is actively involved in local organizations and is recognized as a Life Member of the Central Carolina REALTORs® Circle of Excellence. Reach Craig to learn more about how he and his team can support your Real Estate Goals. 

---  Some Quotes and Affirmations to consider below Graphic:

Excuses rarely build careers; Consistent Activities do. Replace excuses with Purposeful Daily Action, and watch your Real Estate business Grow in Measurable Ways.

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “Consistent Daily Activities form the backbone of your Real Estate Success - structure each day Intentionally, and your business will reward your Discipline.” 

Quote: “Real Estate success demands lifelong learning. Commit regularly to professional growth opportunities and trainings to stay sharp, adaptive, and ahead of industry changes.” 

Affirmation: “I treat Real Estate as my Full-Time Profession and Career; my Discipline and Daily Habits reflect my commitment to excellence.” 

Affirmation: “My Past Clients and Sphere of Influence are valuable connections - I consistently Nurture these relationships to Grow my Real Estate Business.” 

Affirmation: “I Proactively seek honest feedback and Accountability in my business, knowing it strengthens my Growth and Success as a Real Estate Professional.” 

Related HashTags: #AgentCheckIn #RealEstateSuccess #AgentDevelopment #RealEstateTips #BrokerInsights #CraigSummerall #SuccessMindset #RealEstateTraining #KeyBootCamps  

Your Real Estate Prospecting Activities Have a Real Dollar Value

Real Estate is a Numbers Game. You have heard me say this a thousand times, but let’s dig deeper into what it truly means. Many Agents and Brokers don’t ask for business consistently - Not because they lack intelligence, but because they lack a clear way to measure the value of their activities. Without seeing direct results immediately, they lose motivation, become hesitant, and start negotiating against themselves.  

What if you could put a clear dollar value on every single prospecting attempt you make? What if every phone call or door-knock had a measurable value, regardless of the immediate outcome? Let’s talk numbers, because numbers don’t lie.  

Prospecting Math: The Power of Daily Attempts

Imagine you are a Full-Time Agent, and you commit to these simple Daily Activities:  

• 15 Intentional Phone Call Attempts per day (calls to sphere, follow-ups, past clients, new leads, etc.) I am Not including calls you receive -- I am focused on your Dials, your Deliberate Calls to generate business. 

• 25 Door-Knocking Attempts per week (neighborhood canvassing, open house invitations, market reports, etc.) 

• Let me give you a brief Key Definition of Intentional: You select the person you plan to call; you make sure they are in your CRM with good notes; you have Scripts in front of you that you have rehearsed; you know how to Zig and Zag over Objections; you are relaxed in your delivery and never desperate; you always end calls in an upbeat manner; you take Good Notes during the call to add to your CRM if a conversation occurs; you leave clear Voice Mails followed by text messages; you schedule your next follow up call with each person; and you always make sure you ask for business at some point during the Real Estate Conversation. For Door Knocking you select the streets you will be door knocking that week and follow the same parallel ideas as the Intentional Phone Calls.  

• PS: If you know of someone who wishes to be properly trained on the Fundamentals of Real Estate Prospecting, consider my Upcoming Boot-Camp. 

Here is what happens when you consistently follow this plan every week:  

• 75 call attempts per week will typically lead to 15-20 conversations, of which 3 to 4 become meaningful Real Estate Dialogues. 

• 25 door-knocking attempts per week typically lead to 6-8 conversations, of which 1 to 2 are Quality Interactions. 

• Together, these efforts consistently generate 1 to 2 Good Appointments per week. That’s all you need to become widely Successful – let me show you how the numbers add up. 

Think about what this means over a full year (which, by the way, I measure as 44 weeks of intentional work, giving you plenty of time off):  

• 220 to 264 meaningful Real Estate Conversations per year

• 44 to 88 Quality Appointments Annually

• With proper training and follow-up, these activities generate a minimum of 20 Closed Deals per year. 

The Dollar Value: Each Attempt Counts - Now, let’s put real $Dollar Values on these activities.

The current Median Home Value in North America is about $419,200. I am going to be conservative and choose $250,000 as a base Value from my Calculations. I am focused on Local Inventory Production, in other words Listings, and the current Compensation is 3 to 3.5%. The conservative Gross Commission is therefore: $250,000 x 3% or $7,500. After 30% Split and Fees you end up with a Net Compensation to the Real Estate Professional of about $5,000.  

Question: is a Full-Time, Highly Focused Real Estate Professional capable of 20 Deals a year, or a Deal every 2 weeks? Yes. That’s a Conservative $100,000 Net to them. 

Question: Does it require Training, Discipline, and Daily Implementation? Yes.  

Let’s do some simple Algebra: 

Let’s call C: The Dollar Value of an Intentional Phone Call Attempt. (I am not including Calls that come to you, I am only counting the Phone Calls you make to generate Business: Sphere; Follow Up Calls; Referrals; New Leads; etc.) 

Let’s call D: The Dollar Value of an Intentional Door Knock Attempt.  

So, we get that: (75 x C + 25 x D) x 44 Weeks = $100,000 Net to the Agent per Year. 

Or: 75 x C + 25 x D = $100,000 divided by 44 weeks or about $2,273 per Week.  

Remember that a Door Knock Attempt is 3 times as Valuable as a Phone Call Attempt. Your Personal Physical Presence builds Name and Face Recognition and Branding; so, it is an important Long-Term investment in your Real Estate Career. So, we have: D = 3 x C.  

This leads to: 75 x C + 25 x (3 x C) = $2,273 or 150 x C = $2,273 or C = $15 and D = $45. 

In Plain English: The $Dollar Value of an Intentional Phone Call Attempt is about $15. The $Dollar Value of an Intentional Door Knock Attempt is $45.  

Allow me to really drive this point: If you run your Real Estate Business seriously and realize that you are first and foremost a Prospector of Business, Not an Order Taker; then each time you pick the phone and call a potential lead or client, even if they don’t respond, or worse they hang up on you – you have banked $15 in future income. Each time you go Door Canvassing while being prepared and Intentional, even if No one opens the door – you have banked $45 in future income.  

This is a hard concept to understand for those who have Not embraced being an Entrepreneur in Real Estate. Real Estate is a Numbers’ Game, and you have to Stack your Prospecting Activities on a Daily Basis, Week in and Week out, without any Excuses, Distractions, and with lots of Discipline.  

Notice I never talk about Phone Canvassing without looping in Door Canvassing and vice versa. Don’t Put all of your Eggs in one basket: Some of you maybe thinking to select one over the other – that would be a huge mistake. You want to Master both Phone and Face to Face Canvassing and balance your efforts in both realms. Your Confidence is built by tackling both arenas on a Weekly basis.  

Here’s the mindset shift: You are Not being rejected when someone says "No" - you are banking $15 toward your future success. You are not failing when a door doesn’t open right away - you are investing $45 into your future listings.  

Accountability and the Paperclip Method: How do you stay disciplined and consistent? You use visual, measurable accountability strategies. One powerful tool is the "Paperclip Method":  

• Start your week with two containers: one filled with 100 paperclips, the other empty. 

• Every time you make an Intentional Prospecting Attempt (phone call, follow-up, door-knock), move a paperclip to the empty container. 

• Don’t Stop until you have moved all 100 paperclips. 

• If you fall short, commit to donating $50 to charity that week. 

• This simple yet powerful visual accountability tool transforms your mindset. It moves you from “waiting for business” to “creating business.” It is a tangible way to measure your daily commitment to prospecting.  

• A Huge PS: When you commit to this Rigorous Prospecting Strategy with proper training, your phone will start to ring with clients wanting to do business with you. You become a Hot Commodity – don’t let it seduce you into quitting your Prospecting; Stick to the Strategy and you will always control your destiny in Real Estate.  

Confidence is a Skill – Not a Trait: Many agents don’t prospect consistently because they fear rejection or lack confidence. But here’s the truth: Confidence is Not something you are born with; it is a Skill you develop through consistent practice. By mastering your scripts, practicing daily, and tracking your activities, you build genuine confidence. Confidence emerges naturally when you know exactly what to say, when to say it, how to deliver it, and you have the measured numbers to back you up.  

Embrace the Doing Over the Knowing: Stop waiting for perfect conditions or magical solutions. Listings are earned, Not given. Your daily prospecting activities are how you earn your listings, build your confidence, and secure your financial future. Commit to your daily actions. Measure your activities. Trust the numbers. Because in Real Estate, consistent daily activities turn into measurable production—and measurable production leads directly to profitability.  

Take Action Today: Here is my challenge to you:  

• Print out a Weekly Accountability Sheet. 

• Commit to 15 call attempts daily and 25 door-knocks weekly. Call them your Minimum Activities.  

• Track your progress for one month using the Paperclip Method. 

• Remember: You only have to commit 2 Hours Daily to do all your Prospecting – but it must become a Daily Grind; Not something you squeeze in when you feel like it. 

• Celebrate every attempt as a deposit into your future bank. 

Your future success is not created by a single big action, but by the cumulative power of small, disciplined, daily activities. Start now. Your future self will thank you.  

Remember: “Drive and Discipline will take you where Ambition alone cannot. Success follows Action, Not just Intention.”

---  Some Quotes and Affirmations to consider below Graphic:

Can you put a $Dollar Value on Prospecting Activities? Yes… Learn what each Attempted Call and each Attempted Door Knock are Worth to your Business.

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “Listings aren’t given – they are Earned. Every Call and Door Knock is an investment in your future bank, regardless of today's outcome.” 

Quote: “Drive and Discipline take you where ambition alone cannot. Show up Daily, make every attempt count, and transform effort into measurable results.” 

Affirmation: “Every call I make deposits $15 into my future success - each knock on a door grows my listing bank. I earn my listings with relentless action.” 

Affirmation: “I am a Proactive, Confident listing agent - my Daily Effort, no matter the immediate outcome, creates a measurable foundation for lasting success.” 

Affirmation: “I choose Action over perfection. My Deliberate, Daily Prospecting fuels my Confidence, builds Discipline, and brings me closer to each coveted listing.” 

*Don’t Forget the May-July 2025 Boot-Camp Registration is Now Open

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.  

Related HashTags: #ProspectingValue #GettingListings #ProductionMindset #RealEstateProspecting #GrowthMindset #BusinessDevelopment #TakeAction #RealEstateTraining #BrokerTraining #ListingsSuccess #RealEstateProductivity #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps    

19 Real Estate Life Lessons Many Agents and Brokers Learn Too Late

Real Estate has a funny way of humbling us. One minute, we are closing deals and feeling unstoppable; the next, we are staring blankly at our CRM, wondering why no one warned us about market shifts and commission splits. 

Truth is, some lessons only come after we've been burned, broke, or blindsided. Here are 19 Powerful Truths every Real Estate Professional needs to hear - ideally before it is too late. 

1. Nobody’s Coming to Save Your Career: Not your Broker, Not your mentor, and certainly Not any Real Estate Portal. Your success is Your Responsibility. If you want consistent leads and financial stability, you have to create them yourself – You have to Prospect every single day; and you have got to step outside your Comfort Zone. Stop waiting for the perfect mentor, brokerage, or market conditions. Start taking action today - build your own leads, sharpen your skills, and invest in yourself. Waiting for rescue only delays your success. 

2. Everyone is Winging It (Even Top Producers): The secret nobody shares? Even the most successful agents and brokers don’t have it all figured out. Real Estate is Unpredictable. Embrace uncertainty and trust yourself to adapt. Confidence isn't about having all the answers - it is about being comfortable navigating uncertainty and having faith in your ability to figure it out along the way. 

3. Money Buys Freedom, Not Happiness: Big commissions feel great, but real success is measured by having options - freedom from toxic clients, flexibility in your schedule, and the ability to invest in your passions. Focus on wealth-building, not just paycheck-chasing. 

4. Clients Care Far Less Than You Think: Obsessing over that awkward listing presentation or minor slip-up? Your clients have already forgotten. They are too busy with their own lives to dwell on your mistakes. Learn from mistakes quickly, then let them go. Your clients value your Empathy, Reliability, Preparedness, and Results far more than perfection. 

5. Working Hard ≠ Getting Rich: Grinding 24/7 doesn’t guarantee income. Smart systems, strategic relationships, and intentional actions will move you further, faster. Work smarter, not just harder. Prioritize high-ROI activities - building relationships, automating systems, and delegating low-value tasks. Your sanity (and bank account) will thank you. 

6. You will Never Feel "Ready" for Big Moves: Thinking of starting a brokerage or moving into Luxury Real Estate? You will never wake up fully ready. Successful agents act boldly - often before they feel ready. Get comfortable making bold moves even when you are nervous. Big breakthroughs happen when you act before you are "perfectly ready." 

7. Expensive Doesn’t Mean Valuable: Just because a lead-generation program or marketing tool is costly doesn’t mean it is worth your money. Learn to spot genuine quality and ROI, not just high price tags. Invest in proven strategies, measurable results, and trusted relationships - Not status symbols and overpriced gimmicks. 

8. Nobody Respects a People-Pleaser: Saying “Yes” to every request won't earn you respect – it will earn you burnout. Set clear boundaries, negotiate confidently, and learn to say “No” firmly and gracefully. Assertively communicate your value and draw firm boundaries. The right clients and colleagues will respect you more for it. 

9. You will Regret the Opportunities You Didn't Take: Missed calls, Neglected Follow-Ups, and ignored leads haunt more than embarrassing moments or failed deals. Take chances; the sting of regret is far worse than temporary discomfort. Take those risks, make those calls, follow up relentlessly. You will learn more from failure than from playing it safe. 

10. Confidence Closes More Deals Than Pure Talent: You don't have to be the most talented or experienced - just the most confident. Confidence attracts clients, closes deals, and opens doors talent alone can’t. Invest as much energy growing your confidence as you do growing your skillset. Practice your Scripts, role play presentations, take tough Courses, and keep learning. 

11. Your Early Career Is for Making Mistakes: Starting out? Mistakes, confusion, and setbacks are normal - and necessary. Your first few years are all about learning. Accept it. Embrace your learning curve openly. Ask questions, seek mentors, Take Intensive Workshops, accept feedback graciously, and learn by taking action. 

12. Mental Health is Critical: Real Estate's unpredictability can quickly lead to burnout and anxiety if you are not careful. Prioritize self-care, set clear boundaries, and seek professional support when needed. Your mind is your most valuable asset - treat it accordingly. Build healthy daily habits - exercise, meditation, downtime, therapy - to protect your mental health as fiercely as you protect your commissions. 

13. Kindness Beats Being Right: Winning arguments with clients or colleagues feels good briefly. But kindness builds lasting relationships, referrals, and a stellar reputation. Choose empathy and diplomacy over proving yourself right. Most arguments aren't worth the potential loss of trust and business. 

14. Great Partnerships Won’t Fix Your Inner Struggles: Joining a top brokerage or hiring an assistant won’t fix internal insecurities. Personal Development is a MUST in this Career - Read Good Books, Seek a Coach/Mentor, and make commitment to your Personal Growth. Healthy teams and partnerships begin with healthy individuals. 

15. Happiness is a Skill, Not a Destination: Waiting for happiness after hitting sales goals? Happiness isn't something you arrive at - it is something you build daily. Learn to enjoy the journey. Celebrate your small daily victories, savor the meaningful connections you build, and enjoy the process of becoming a better agent. 

16. Compete Only With Yesterday’s You: Comparing yourself with other agents will drain your energy and joy. Your only meaningful competition is yesterday’s version of yourself. Run your own race. Set personal benchmarks and celebrate your incremental progress. Your career is uniquely yours - make it authentically you. 

17. Your Health Matters More Than You Realize: Real Estate’s demanding schedule makes health easy to neglect. Prioritize Rest, nutrition, hydration, and exercise - or your body will force you to later. Sustainable success requires sustainable health. 

18. You Don’t Need to "Earn" Rest - It is Essential: Busyness isn't a badge of honor. You don't have to burn out first to deserve rest. Schedule it, protect it, and recognize rest and time off are a necessity - Not a reward. 

19. Career Regrets Are Common - Pivot Quickly: Every Real Estate professional has "what-was-I-thinking?" moments. Learn from them without shame, pivot quickly, and keep moving forward. Real Estate rewards Adaptability - Not perfection. 

Real Estate is more than a career – it is a journey filled with Growth, Surprises, and invaluable lessons. Take these truths to heart and watch your Confidence, Productivity, and fulfillment soar. Now go crush those Goals! 

---  Some Quotes and Affirmations to consider below Graphic:

Compete with Yesterday’s version of Yourself - Not Others. Act as if your Career depends on You and Your Mindset - because it does!

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “Your success isn’t handed to you – it is built every day. Stop waiting. Start creating your dream career now.” 

Quote: “Your Confidence is your greatest asset. Trust in your abilities, embrace uncertainty, and take Bold Steps Forward - because your next big opportunity is waiting just beyond your comfort zone!” 

Affirmation: “I am the architect of my own success, and I take Full Responsibility for my career.” 

Affirmation: “I Embrace uncertainty and trust my ability to adapt and thrive in any market.” 

Affirmation: “I am Confident in my skills, and I attract clients who appreciate my value.” 

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.

Related HashTags: #RealEstateTruths #RealEstateWisdom #SuccessSecrets #RealEstateLife #RealEstateGrowth #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps  

Harnessing Fear: How Successful Real Estate Agents Turn Anxiety into Achievement

Real Estate is thrilling. It is rewarding. And yes - sometimes it is downright intimidating. Fear is a constant companion for Agents and Brokers, manifesting in various ways: Fear of Rejection, Fear of Market Uncertainty, Fear of Losing Listings, or Fear of Disappointing Clients. 

We are naturally wired to avoid discomfort. In Real Estate, this fear can quickly become an obstacle, causing Hesitation, Procrastination, or preventing you from making those critical Prospecting Calls or taking strategic risks that fuel growth. 

But here’s a powerful truth: “Confronting these Fears Directly is the Cornerstone of your Success.” If you are Not Stepping Out of your Comfort Zone, stumbling occasionally, and learning from experience, your Real Estate career won't evolve. 

Some of my most valuable insights emerged from experiences that initially seemed uncomfortable or even ended in setbacks. If you are allowing fear to hold you back from Prospecting, Listings, or Adopting fresh marketing strategies, let this be your moment to lean into that fear and grow. 

Embracing Fear as a Real Estate Professional: The top producers in our industry aren't just good at managing fear - they know how to channel it into fuel for growth. Here are practical strategies I have found invaluable in turning fear into actionable energy: 

1. Stop Dwelling - Start Doing. The longer fear lingers, the greater its hold becomes. When you feel anxiety about prospecting, confronting pricing objections, or negotiating offers, tackle these tasks head-on. Focus on Preparation, Market Knowledge, and Communication Clarity. Action is your antidote to overthinking. The quicker you confront these actions, the less power fear will have over your productivity and peace of mind. 

2. Fear as an Indicator, Not a Barrier. In my career, I have learned to interpret fear not as a roadblock but as a signal to pay attention. Fear often alerts us to critical milestones - like entering fierce listing competitions or launching innovative marketing campaigns. These are exactly the spaces where growth and breakthroughs happen. When fear arises, lean toward it, use it to Sharpen your Preparation, expand your skillset, and elevate your professionalism. 

3. Overcome the Spotlight Effect. Real Estate agents often fall victim to the "spotlight effect," believing everyone is scrutinizing their every move. The reality? Most people aren't analyzing you that closely. Clients don't seek perfection - they value Authenticity, Responsiveness, Preparedness and Consistency. Give yourself permission to experiment and occasionally stumble. Each misstep is a stepping stone toward mastery. 

4. Fear or Excitement? Know the Difference. Fear and excitement generate similar physical responses - your heart races, adrenaline spikes, and palms might sweat. Before an important listing presentation or negotiation, these feelings can be confusing. Ask yourself: "Am I genuinely fearful, or am I excited about this opportunity?" Recognizing excitement disguised as fear reframes your mindset, transforming apprehension into enthusiasm and clarity. 

5. Lean In - Fear Is Your Competitive Advantage. Fear will always accompany you in Real Estate. The goal isn't to eliminate it but to master it. Will fear paralyze you, or will you harness it as motivation to propel your business forward? Embrace fear. Turn it into fuel. Don't allow it to limit your potential - lean into it, take decisive action, and relentlessly move forward. 

That's how you achieve Growth in Real Estate. That's how you win more listings, build stronger client relationships, and become the agent or broker you are destined to be. 

---  Some Quotes and Affirmations to consider below Graphic:

Clients Don't expect perfection; they Value Authenticity, Responsiveness, Preparedness and Professionalism. Release the Fear of Rejection and embrace the Freedom to Learn, Adapt, and Grow.

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “Fear signals you are stepping outside your comfort zone - exactly where success grows. Embrace discomfort and transform anxiety into achievement.” 

Quote: “The longer you dwell on fear, the stronger it becomes. Action is your greatest antidote - take immediate steps forward and reclaim your power.” 

Affirmation: “I Embrace fear as a sign of Meaningful Growth in my Real Estate career.” 

Affirmation: “Every challenge I face strengthens my Skills, Confidence, and Resilience as a professional.” 

Affirmation: “I Transform my fear of rejection into Powerful Motivation to connect authentically with clients.” 

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.

Related HashTags: #FearManagement #OvercomingFear #CourageToSucceed #GrowthMindset #RealtorMotivation #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps

Frequently Asked Questions of the Spring 2025 Real Estate Boot-Camp

Feb 23rd, 2025: Announcing the May-July 2025 Boot-Camp — Register No later than April 28, 2025.

As a Production Strategist and Real Estate Educator, I have spent years fine-tuning an intensive, 3-month Boot-Camp designed to nurture Authentic Professionals - Not mere salespeople. Below you will find answers to the most common Questions I receive about the Boot-Camp, along with some Personal Insights into my teaching style, the Importance of Accountability, and why Focusing on Listings is vital for long-term success. If you have ever wondered whether this program is right for you, read on. My hope is that you will walk away with a clear picture of the rewards, requirements, and reasons this Boot-Camp has helped so many take their careers to new heights. 

MY TEACHING PHILOSOPHY: ACTION OVER THEORY:  I began designing these Boot-Camps after witnessing countless agents struggle because they didn’t treat real estate like a True Business. My approach combines two decades of real estate experience with my background in academic teaching. I believe in walking you step-by-step through what needs to be done - “how to do it,” “when to do it,” and “why it matters” - so that you finish the program with a tangible Production Playbook. 

“Everyone knows you need to Prospect for new business in Real Estate, but how many know exactly how to engage in a Non-Salesy Way? Or how to Schedule Daily Prospecting blocks, handle rejections gracefully, or Follow Up Methodically? By the end of the Boot-Camp, you will have Clarity on the day-to-day actions that turn you Getting Listings from a wish into a predictable reality.” 

☐  If you wish to Download a Comprehensive Frequently Asked Questions PDF visit: https://drive.google.com/file/d/1kHDWiU9j1bocrYSAfTJHkC9LQjDAjk7b/view?usp=sharing   

WHAT IS THE REAL ESTATE TRAINING BOOT-CAMP?  This Boot-Camp is more than information – it is a Structured, Hands-On Experience that transforms your Mindset, Daily Habits, and readiness to serve Sellers and Buyers alike. Whether you are a full-time agent or aiming to be within the next nine months, expect to dedicate about 3-5 hours each week over three months. The Spring session starts with Onboarding the week of February 10th, 2025, followed by five live, 2½-hour sessions (Feb 21, Mar 7, Mar 21, Apr 4, and Apr 18). In the in-between weeks, you will receive a self-directed training video, a handout, and assignments for deeper skill building. 

☐  The main Landing Page of the Spring 2025 Real Estate Boot-Camp is: https://www.yeskeytraining.com/spring-2025-boot-camp    

WHY THE EMPHASIS ON GETTING LISTINGS?  Many agents shy away from the heavy lifting of listing acquisition, but the reality is simple: Sellers create the marketplace. Yes, we love helping Buyers, but focusing exclusively on Buyers can lead to burnout. On the flip side, once you master the art of getting Listings, the Buyers naturally find you. Historically, 15% of agents - those adept at securing listings - conduct 80% of all real estate sales nationwide. 

“Without Home Sellers, there is No Real Estate Business. Agents who learn to get listings create sustaining, growth-oriented careers rather than facing sporadic income or constant buyer-based chaos.” 

☐  Please Download the Detailed Syllabus of Classes for the Spring 2025 Real Estate Boot-Camp: https://drive.google.com/file/d/1vKmdoGwIwn3XGhiydgf_4zG2bA6_3WhP/view?usp=sharing   

THE POWER OF ACCOUNTABILITY & PARTNERSHIPS:  Accountability is the engine that drives meaningful progress. In the Boot-Camp, you are assigned two Success Partners, forming a small “pod” of three. Together, you track weekly production, share video scripts, and report wins and challenges. While many other programs focus on theory, we focus on action and community support to foster real transformation: 

“No one stumbles into greatness. It is created through daily, accountable practice. Each participant in the Boot-Camp commits to a quick morning routine, an end-of-day assessment, and a weekly check-in with their Success Partners. This fosters a sense of ownership that leads to remarkable growth - not just professionally, but personally, too.” 

BOOT-CAMP REQUIREMENTS & PROGRAM STRUCTURE: 

☐  Full Participation: You must attend all five live Zoom sessions (2½ hours each). If an emergency arises, you may make up a session in our designated Bonus Live Session. 

☐  Self-Directed Sessions: On the weeks without live training (Feb 28, Mar 14, Mar 28, Apr 11, Apr 25), you will watch a one-hour video, complete assignments, and discuss them with your Success Partners. 

☐  The Participation Pledge: This isn’t a casual course – it is a commitment to consistent, daily action. You will sign and return a Pledge document to confirm you will bring a positive attitude and follow through on each assignment. 

☐  Technical Requirements: No smartphones or tablets allowed; you will need a stable internet connection with a laptop/desktop and webcam to see slides, fill handouts, and engage in role-plays. 

☐  Weekly Video Scripts: You will record short script videos in a private (hidden) Facebook group for real-time feedback. My promise? It may feel intimidating at first, but your confidence will skyrocket. 

☐  Please Download the Requirements and Pledge for the Spring 2025 Real Estate Boot-Camp: https://drive.google.com/file/d/1EjSgkpWtY_GwbJpcF-y71Uxf9WNALW7b/view?usp=sharing    

COST, SCHOLARSHIPS, AND BONUSES: 

☐  Standard Tuition: $1,050. EXIT Realty Associates enjoy a special rate of $499. 

☐  Early Registration Scholarship: Register, sign the pledge, select your business book, and start working on your Questionnaire by Feb 3rd, 2025, to earn $100 off. That brings your cost to $399. 

☐  Completion Bonus: Many EXIT Brokers offer an additional $100 in marketing dollars once you earn a Certificate of Completion. Conditions vary, so confirm with your Brokerage. 

☐  One-Page Flyer of the Spring 2025 Real Estate Boot-Camp PDF: https://drive.google.com/file/d/1iepzxE4c0uhUhAmKcCzjbzMZHTM2Aohc/view?usp=sharing   

WHAT MAKES THIS DIFFERENT FROM OTHER TRAININGS?  Lots of real estate seminars promise shortcuts. I take a different approach: an immersive, 3-month process that sets you up with a repeatable, day-by-day strategy. My Syllabus covers everything from building your CRM to canvassing strategies, listing presentations, time-blocking, and more. Between the live sessions and the self-directed video modules, you will learn to handle your local market with confidence, become an expert script user (without sounding “salesy”), and solidify listing appointments as the foundational pillar of your success. (PS: Please feel free to share this Blog with your Colleagues.)  

“We do so much more than talk. I focus on each agent’s personal growth, daily systems, and mindset transformation. My reasons? Books and theory alone don’t cut it; you must live it, breathe it, and apply it consistently.” 

SIGNING UP & GETTING STARTED:  

☐  Register here: https://www.yeskeytraining.com/spring-2025-boot-camp#register   

☐  You will Not be asked to Pay at the moment of Registration, you are simply reserving your seat. After that you will:  (This process starts January 27th.) 

☐  receive a Requirements & Participation Pledge Document to sign. 

☐  be emailed a Business Questionnaire to clarify your current goals and challenges. 

☐  have a quick chat with me to ensure the Boot-Camp is a good fit—and if so, we’ll finalize payment and welcome you aboard. 

Let me share 4 Questions Real Estate Professionals should ask themselves before considering the Rigorous Spring 2025 Real Estate Training Boot-Camp: 

Am I truly Securing the Listings I Deserve?

Do I have a Strategic Listings Playbook to reach my Goals?

Is my Listing Presentation defending my Value and Setting me Apart?

Is Now the Time to Commit to Getting the Results I know I am Capable of? 

Remember: “Listings are Earned; they don’t magically appear. Sellers seek Determined Go-Getters, Not passive agents who wait for leads to land in their lap.” 

My mission isn’t to churn out quick-fix solutions – it is to Empower and transform agents into Genuine Professionals that local communities trust. I love seeing each participant become their best self, taking ownership for their existence, and forging a sustainable, rewarding real estate career. If that vision calls to you, I hope you will join me in the Spring 2025 Boot-Camp and experience the difference that accountability and commitment can make. 

☐  --- Testimonial: “Fellow Engagement Leaders, if you have not already taken Key's Boot-Camp I STRONGLY encourage you to consider it! If you have questions about it I am happy to answer from my experience taking it. It is WORTH it and so are YOU!.” -- Sonya Hill 

☐  Additional Testimonials for Recent Boot-Camp Participants PDF: https://drive.google.com/file/d/1XjivK8ukZokkWAI8SnT7hKywUIXKy5sG/view?usp=sharing   

---  Some Quotes and Affirmations to consider below Graphic:

4 Questions Real Estate Professionals should ask themselves before considering the Rigorous Spring 2025 Real Estate Training Boot-Camp

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “In Real Estate, Accountability Partners and Structured Training trigger immediate growth, guiding you to surpass personal limits, attract Sellers, and become a high-producing community resource.” 

Quote: “Reject the myth of flashy gimmicks and shortcuts: true professionals master Proven Systems, consistent Prospecting Scripts, and an Unwavering Mindset to deliver tangible client results.” 

Affirmation: “I am the CEO of my Real Estate Career, and each Focused Action today moves me one step closer to the listings I Deserve.” 

Affirmation: “I Welcome Accountability into my daily routine, thankful for the clarity it brings and the momentum it ignites in my business.” 

Affirmation: “Through Active Learning and immediate application, I transform knowledge into results, proving that real estate greatness is earned - not given.” 

Feb 23rd, 2025: Announcing the May-July 2025 Boot-Camp — Register No later than April 28, 2025.

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.

Related HashTags: #Spring2025BootCamp #ProductionMastery #GettingListings #AccountabilityMatters #ResilientMindset #ProspectingScripts #SuccessMindset #RealEstateTraining #YesKeyTraining #KeyBootCamps

You Can’t Control Mortgage Rates - But You Need to Understand them as We Enter 2025

As a Real Estate Professional, you know how important Mortgage Rates are to the health of the Housing Market. Yet it is critical to remember that neither Real Estate Agents nor Mortgage Lenders truly control these rates. The Federal Reserve, market forces, and economic policies all intersect in complex ways to determine how much a mortgage will ultimately cost borrowers. Even so, staying informed about the current mortgage environment - especially as we head into 2025 - is Essential for Guiding Clients and Making Strategic Business Decisions. 

The Mortgage Rate Snapshot: December 2024:  The typical 30-year fixed mortgage rate is hovering around 7% in December 2024, a significant jump from the historically low rates of 2021. Back then, homebuyers could comfortably finance properties with near-record-low interest costs, dwarfing what borrowers would pay in late 2024 under current conditions. This dual challenge of higher home prices and higher rates has created what many refer to as a “double whammy,” making the housing market feel notably unaffordable for many buyers. 

☐  I have added an important Video that tackles the Current Major Challenges of Mortgage Rates  -- Article continues below Video. 

Why Mortgage Rates Are High - and Who Really Sets Them:  Although the Federal Reserve influences short-term interest rates by setting the federal funds rate, mortgage rates respond to a broader range of forces - everything from Inflation and Treasury Yields to the global appetite for US mortgage-backed securities. The Fed’s recent interest rate cuts have Not dramatically reduced mortgage rates, mainly because the market “Spread” - the additional pricing layered on top of Treasury yields to account for credit and other risks - remains elevated. This is partly due to the Fed’s “Quantitative Tightening,” a reversal of its pandemic-era and post-2008 crisis policies in which it purchased large volumes of agency mortgage-backed securities to keep borrowing costs low. 

This Chart shows the Correlation between Mortgage Rates and Treasury Bonds. Friday, December 27, 2025.

The concept: “Quantitative Easing” simply means that the Federal reserve buys Mortgage Bonds from Banks and other Financial Institutions, so they have more money to loan. This process injects cash into the economy and pressures interest rates down. “Quantitative Tightening” is when the Federal Reserve does the reverse and start Selling to the Financial Market their Portfolio of Mortgage Bond Securities. 

The Lock-In Effect:  Over half of existing mortgage holders have an interest rate below 3.75%. This situation creates what economists call the “lock-in effect,” where current homeowners feel little motivation to sell and lose their ultra-low rates. Fewer Sellers mean fewer homes on the market, and reduced supply further elevates home prices. Combined with high mortgage rates, this tightening of inventory restricts opportunities for first-time buyers and move-up buyers alike. 

How Today’s Rates Are Shaking Up the Market: 

• Cash Purchases on the Rise: Around 26% of homes sold in the United States in 2024 were purchased entirely in cash—an all-time high—indicating that many buyers prefer to avoid financing if they have the means to do so. 

• Higher Debt-to-Income Ratios: Of the 74% of Buyers who took out mortgages, many are paying over 35% of their income on housing costs alone. 

• Waiting for Lower Rates: Some prospective buyers are holding off, anticipating that interest rates might drop. History shows rates will likely move down only if economic conditions weaken or borrowing demand changes. Still, today’s market fundamentals point toward persistently higher rates through at least part of 2025. 

What to Expect Moving into 2025:  Many experts predict that mortgage rates may remain above 5.5% - and possibly in the 7% range - through 2025. The Federal Reserve has signaled it aims to wind down its mortgage-related holdings, gradually exiting an arena it supported heavily during the pandemic. While such a move could, in theory, normalize pricing over the long term, the timing and magnitude of any rate shifts remain uncertain. Supply constraints, Inflation, and broader macroeconomic indicators will all play a role in shaping interest rates and, consequently, the real estate market’s direction. 

Key Takeaways for Real Estate Professionals: 

• Stay Informed: Understanding how the Fed’s policies, Treasury yields, and market spreads work is invaluable in offering sound advice. 

• Manage Client Expectations: Remind clients that, historically, home prices tend to rise more often than they fall; affordability improvements often hinge on rate reductions, which could be slower than many hope. 

• Address the “Lock-In” Mindset: Educate potential sellers on the trade-offs of hanging on to a low-rate mortgage versus the benefits of entering a less competitive market as a buyer. 

• Collaborate with Mortgage Specialists: Even if neither you nor your preferred lenders set the rates, working closely with skilled loan officers can help clients find the most suitable financing solutions in a challenging environment. 

While Real Estate Professionals can’t influence mortgage rates directly, knowledge is power. By staying current on economic developments, Federal Reserve policy actions, and Local Market Trends, you can guide your clients through an environment in which both home prices and borrowing costs remain elevated. The year ahead may bring continued challenges, but by understanding the mechanics behind mortgage rates - and communicating them effectively – you will help your clients make better-informed decisions as we move into 2025. 

---  Some Quotes and Affirmations to consider below Graphic:

Navigate the shifting tides of Mortgage Rates with Resilience, Adaptability, and a Steadfast Commitment to your Prospecting Plan.

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “When rates remain stubbornly high, I cut through the noise by explaining the Lock-In Effect and Fed policies to guide each client toward Clarity, confidence, and commitment.” 

Quote: “I believe in meeting market challenges head-on - no rate spike nor supply shortage can overpower real insight, strategic planning, and genuine care for clients...” 

Affirmation: “I remain Adaptable as policies shift, trusting that my Expertise allows me to make Educated Recommendations for my clients.” 

Affirmation: “I am dedicated to continuous Learning, building strong partnerships, and leading my clients toward Successful Real Estate Transactions.” 

Affirmation: “Even when inventory is Tight and rates are High, I provide Valuable Solutions that empower my clients to make Confident Decisions.” 

Author: With over two decades of experience, Key Yessaad is a Dynamic Real Estate Trainer and Business Coach specializing in Activity-Based Coaching. He believes in the power of Action over Theory, focusing on “the doing” rather than just “the knowing.” Key's Programs, including the "3-Month Production and Listings Boot-Camps" and "All-Day Strategy Workshops," equip Agents and Brokers with Practical Skills like Time Blocking, Prospecting, Script Development, and Getting Listings. By instilling Accountability and Self-Discipline, Key helps Professionals translate potential into Measurable Success, ensuring they thrive in today's Competitive Real Estate Landscape.

Related HashTags: #MortgageRates #InterestRates #LockInEffect #RealEstateTrends #FederalReserve #QuantitativeTightening #SuccessInAction #KeyCoachingInsights #YesKeyTraining #KeyBootCamps

9 Important Tips for Creating a Successful Real Estate Business Plan + Video

As we approach 2025, it is essential to prepare a Strategic Business Plan that serves as a roadmap for your Accomplishments. A Real Estate Business Plan isn't just a document to complete and set aside; it is a dynamic tool that guides Your Actions and Decisions throughout the year. Many agents create a business plan at the beginning of the year, only to let it gather dust as the months progress. But Not this time -- your “Future-Self” deserves more than that. Let's dive into 9 important tips to help you create an Effective Business Plan that not only sets you on the right path but keeps you moving forward with Confidence and Purpose.  

☐  I have recorded an Extensive In-Depth Video that comes with an important Handout and a PDF Business Plan to follow along -- Article continues below Video.

☐  I am aware that some of you may have already put together a 2025 Business Plan, and I Applaud you for that -- I still think some of you will find this video meaningful in enhance it… 

1. Treat Your Business Plan as a Dynamic Roadmap: Your business plan should outline The Big Picture of what you aim to Achieve in 2025. Think of it as a roadmap that includes your quarterly milestones, scheduled activities, and even planned days off. By visualizing your year in totality, you Align your mind with your goals. Remember, Your Mind is your ally. It works with you to achieve your objectives, but complacency often derails your progress.  

2. Set Clear, Achievable Goals Using the SMART Criteria: A successful business plan starts with setting Clear, Achievable goals. Use the SMART criteria -- Specific, Measurable, Achievable, Relevant, and Time-bound -- to define your objectives. For instance, if you closed five listings in 2024, aiming for ten in 2025 is both ambitious and realistic. Clarity in your goals provides focus and direction. (Check video for Listing Conversation…) 

3. Conduct an Honest Self-Assessment: Take time to reflect on your past performance. What worked well in 2024? What didn't go as planned? Be gentle with yourself during this process; the goal is Not to judge but to Understand. By acknowledging your Strengths and areas for improvement, you can create a plan that leverages what you're good at and addresses the challenges you have faced.  

4. Visualize Your Future Success: Visualization is a powerful tool. Write down your Vision for the next five years, not just in business but also in personal areas like physical health, family, and finances. The more vivid your visualization, the better. Break down your vision into smaller, Actionable milestones to make it more manageable and achievable.  

5. Focus on Progress Over Perfection: Don't let the pursuit of Perfection hinder Your Progress. It is better to make consistent, incremental improvements than to get stuck trying to make everything perfect. As you work on your business plan, aim for steady progress. Small daily actions can lead to significant results over time.  

6. Embrace the Reality of Prospecting: Understand that hearing "No" is part of the process. Don't take it personally; often, "No" simply means "Not Now." The more people you talk to, the more opportunities you will uncover. Embrace “Perceived Rejection” as a stepping stone, Not a stumbling block.  

7. Implement Minimum Daily and Weekly Activities: Set Minimum Standards for your Daily and Weekly Activities to maintain momentum:  

• Daily: Make at least 10 Proactive Real Estate Calls. 

• Weekly: Have at least 10 Face-to-Face Real Estate interactions. 

• Appointments: Aim for 2 Listing Appointments each week. 

These minimums generate Momentum and keep you consistently moving toward your goals.  

8. Leverage the Power of Listings: Listings are the cornerstone of a successful real estate business. For new agents, set a goal of securing at least 5 Listings in your first 18 months. For experienced agents, aim for a Minimum of 10 Listings per Year. Listings generate visibility, attract buyers, and often lead to multiple transactions. Remember, "Listings make babies" by creating additional opportunities through increased exposure.  

9. Schedule Regular Breaks to Prevent Burnout: Real Estate can be an All-Consuming profession, making it crucial to schedule regular downtime. Every four months, take at least four days off to recharge. Plan for two to three weeks of vacation annually. Taking breaks prevents burnout and allows you to return to your business with renewed energy and focus.  

Time to Execute Your Vision -- Creating a Thoughtful Real Estate Business Plan is about more than Setting Goals - it is about Committing to Consistent Action, embracing challenges, and fostering a mindset geared toward Growth. As you implement these tips, remember that your business plan is a “Living Document.” Regularly review and adjust it to reflect your evolving goals and experiences. Success in real estate isn't achieved overnight. It is the result of Deliberate Planning, consistent effort, and a Resilient Mindset. By following these tips, you are equipping yourself with the tools to make 2025 your most productive and profitable year yet.  

Next Steps

• Download the 2025 Agent Business Plan from the EXIT Resource Center.  https://be.exitrealty.com/Documents/DownloadFileLink/338867

• Allocate 3-7 days to thoughtfully complete your Business Plan. 

• Collaborate with a trusted colleague to review and refine your plan. 

• Schedule a meeting with your broker for additional insights and guidance. 

• Let's make 2025 your best year yet. Your “Future-Self” is counting on You! 

---  Some Quotes and Affirmations to consider below Graphic:

Your Business Plan is a Conversation driven by “Future-You” and crafted by “Now-You” with an Accountability Blueprint - True Professionals Welcome it! 

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

Quote: “Your mind is your Ally. Give it a Clear Vision, and it will work with you to Achieve your Goals. Complacency keeps you away from success.”  

Quote: “Ideas are easy; Execution is everything. Design your plan and put it in motion. Remember, you are the CEO of your business -- the “E” stands for Executive...”  

Affirmation: “I am Committed to designing my future and Taking Control of my Accomplishments.”  

Affirmation: “I Set Clear, Achievable Goals that align with my Values and Drive my success.”  

Affirmation: “I Focus on Progress over perfection, making Consistent improvements every day.”  

Author: Key Yessaad is an Empowering Real Estate Trainer, Business Coach, and Mindset Strategist with over 20 years of experience assisting Professionals thrive. Known for his transformative programs like the "3-Month Production and Listings Boot-Camp," Key equips Brokers and Agents with Actionable Strategies in Time-Blocking, Prospecting, Listing Success, Lead Conversion, and Personal Growth. Key’s approach emphasizes authentic service, unwavering integrity, and the Power of Accountability, inspiring professionals to unlock their True Potential and achieve tangible Success in an ever-changing market.

Related HashTags: #RealEstateBusinessPlan #BusinessPlanning #2025Goals #GoalSetting #ExecuteYourVision #EffectivePlanning #AchieveYourGoals #SuccessMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps