Breaking the Catch-22: How Brokers and Agents Can Finally Win at Real Estate Training

Let’s get right to the heart of the matter: There is a Persistent Catch-22 that keeps many Real Estate Brokerages Stuck, especially when it comes to Training New Agents. On one side, Brokers know their New Agents need to Master the Fundamentals - Prospecting, Time-Blocking, Scripts, Asking for Listings, and the Daily Disciplines that truly Build a Business. But here is the Reality: Most Brokers are running Lean Operations.  

Franchisees and Brokers have Bills to Pay, Offices to Keep Open, and their Own Production to maintain. The idea of dedicating hours to Hands-On Training - or paying for Outside Programs - feels risky, especially when there is NO guarantee the New Agent will show up to the training, will focus on learning during the session, will implement what is taught, or even stay long enough to make it worthwhile. For many Brokers, investing in Training feels like Money Down the Drain if the Agent is NOT truly committed. 

On the other side, New Agents often arrive Expecting their Broker to provide All the Training they need - “Isn’t that why I joined this Brokerage?” But when it comes time to invest in their Own Education, many hesitate. Sometimes it is about Money, sometimes it is about Commitment, and sometimes it is just a “Let’s See if Real Estate is for me” mentality. So, Both Sides Wait for the Other to make the First Move. The Broker hesitates to invest; the Agent waits for Training to be provided for Free. The result? The Status Quo lingers: New Agents remain Underprepared, and Brokerages struggle with High Turnover and Underperformance. 

This is the Silent Struggle at the core of our industry. Too many Agents - regardless of how long they have been Licensed - never truly Master the Basics. We should call them The Fundamentals; they are Not flashy, but they are the Foundation of every Successful Real Estate Career. Until both Brokers and Agents break this cycle - by treating Training as a Non-Negotiable Investment in Long-Term Success - this Catch-22 will continue to hold back the Potential of Individuals and Entire Offices. 

The Solution: Skin in the Game - a Win-Win Approach to Training

Here is a question I get from Brokers all the time: 

“Key, I don’t mind paying for my Agents to take Production Training, but I want to make sure they attend, do the work, and become productive. I also want them to have Skin in the Game. Any ideas?” 

Here is what years of Coaching and Training have taught me: Brokers should pay for Results, NOT just for Training. The best way to break the cycle is to treat your Agents as Entrepreneurs, NOT as helpless individuals. Entrepreneurs Invest in Themselves. They pay for their Tools, their Education, and their Growth. Learning to pay for Training is a necessary skill for anyone running a Business. 

Here is a Proven Structure that creates Accountability, Motivation, and Results: 

***The Skin in the Game Training Model*** 

• Let’s Look at an example: Take the 6-Week Prospecting for Listings Training Program. The Training is $399, and those who register a week prior and fill out the Requirements save $100 and only pay $299.

• The Brokers who believe this is an important training program tell their Agents: “I would like you to consider to the upcoming 6-Week Training; you Pay for it and it will be free to you!” -- this is How it works: 

• Self-Investment: Agents Register and Pay for the Training Program Upfront. This step alone filters out the Dabblers and signals Real Commitment. 

• Agent MUST Register Early: This way they benefit from early assignments and Save $100. 

• Full Participation: Agents must attend All Classes and Complete Every Assignment. No Shortcuts, No Excuses. 

• Certification Requirement: Agents Earn a Certificate of Completion - awarded only to those who Follow the Program, Honor the Pledge, and Do the Work. (The Requirements document spells out the simple steps.) 

• Broker 1st Incentive: Having Completed the Training and having Earned a Certificate of Completion the Agent is awarded $100 in Marketing Dollars towards their Business: Signs; Flyers; CRM; or any Real Estate Tool. This effectively means the Agent has paid $199 for the Training.  

• Production Phase: After Training, Agents Go Out and Start Producing - Applying what they have learned in the Real World. 

• Broker’s 2nd Incentive: The next 2 Residential Listings gotten and Closed by the Trained Agent within 6 months of finishing the training, the Broker reimburses the Agent $100 per closing. The Broker is effectively Paying for the Training - but Only When it produces Measurable Results. 

Why This Works

• For the Brokerage: You gain Motivated, Well-Trained Agents who Contribute to your Listings and Overall Success. We know that Listings build Brokerages.

• For the Agents: They gain Valuable Skills, Achieve Tangible Results, and feel a Sense of Pride and Ownership in their Growth. 

• For You, the Broker: You make a Smart Investment in your Team’s Productivity, but your Support is Contingent on their Commitment and Results. 

If an Agent does NOT take the Training seriously or fails to complete it, the Responsibility is theirs - Not yours. This approach builds Accountability and reinforces the Importance of Personal Investment in their Career. 

The Path Forward: The Catch-22 around Training does NOT have to be a Permanent Fixture in our Industry. Shift the Mindset from “Who Pays for Training?” to “Who is Committed to Results?” and you will create a Culture of Ownership, Accountability, and Growth. When both Brokers and Agents have Skin in the Game, everyone wins. 

If you are ready to Break the Cycle and Build a Team of Confident, Productive Agents, consider this approach for your next Training Investment. Treat Training as a Partnership, Not a Handout. The Results will speak for themselves. Here is a PDF of this Article.  

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

Skin in the Game means everyone Wins - When You Commit to the Work, the Rewards Follow. Real Growth is Earned, Not Handed Out for Free.

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

Quote: “When both Brokers and Agents Invest in their Own Growth, Accountability Shifts from Obligation to Ownership - and that is When Real Estate Careers Start to Truly Accelerate.” 

Quote: “Real Estate Training is Not an Expense – It is the Engine that Powers Consistency, Confidence, and Listings. Invest in Yourself and Let the Results tell your Story.” 

Affirmation: “I choose to Invest in my Skills - each step forward builds my Confidence and Listing Power.” 

Affirmation: “I am Not waiting for others to invest in me - I am Responsible for my Real Estate Success.” 

Affirmation: “I turn Knowledge into Action; my Daily Discipline in training transforms potential into Measurable Production.” 

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: #SkinInTheGame #RealEstateTraining #AccountabilityMatters #BrokerSuccess #AgentGrowth #ListingAgent #ProductionMindset #ActivityBasedCoaching #YesKeyTraining #KeyCoachingInsights #SuccessMindset #RealEstateCareer #YesKeyTraining #Key6WeekTraining        

Ready to Ditch the “Order-Taker” Mindset? Let’s Learn to Get Listings Consistently

Let’s get right to it: In today’s Real Estate Market, Knowledge Alone is Not Enough. If you want to thrive - not just survive - you must become a master of Consistent, Intentional Action. That’s why I designed the 6-Week Prospecting for Listings Training Program: to transform Agents and Brokers into Confident, Disciplined Prospectors who don’t just hope for Listings, but create them through daily, measurable effort. 

If you’ve ever found yourself stuck in the cycle of “I will prospect when things slow down,” or waiting for the perfect moment to start asking for business, let me be direct: that moment never comes. Success in Real Estate is built on the foundation of Daily Prospecting, Time-Blocking, and a Mindset that welcomes Accountability. This program is not about theory - it is about the Doing, the Tracking, and the Results that follow. 

Why this Training? Why Now? The Agents who consistently close 20, 30, or even 40 deals a year aren’t waiting for the market to hand them opportunities - they’re out there, every day, creating them. They understand that Listings are Not Given; they are Earned through Intentional, Courageous Action. This 6-Week Training is your opportunity to join their ranks, to move beyond the “Order-Taker” mentality, and to build a business that grows by Design, Not by Accident. 

What Makes This Program Different? I believe in Activity-Based Coaching. That means you won’t just learn scripts - you’ll Practice them. You won’t just hear about Time-Blocking - you’ll build your calendar, layer in your Prospecting routines, and track your progress with real Accountability Tools. Each week, you will receive detailed handouts, participate in group activities, and leave with clear, actionable assignments. In between live sessions, you will work through targeted video modules and practical assignments that push you to apply what you’ve learned in your business. 

This is a Hands-On, Activity-Driven Program for those who are ready to embrace Daily Prospecting as a Non-Negotiable. You will develop the Mindset, Scripts, and Structure needed to Earn Listings Consistently - even in a competitive market. And you will do it alongside a community of driven professionals who are as committed as you are to growth and excellence. 

The Core of the Program - Here’s what you can expect: 

• Production Mindset & Time-Blocking: Learn to prioritize Money-Making Activities and build the habits that drive long-term success. 

• Prospecting Scripts & Confidence: Develop and practice Organic, Non-Salesy Scripts for asking for business—on the phone, face-to-face, and in your local market. 

• Overcoming Reluctance & Fear of Rejection: Reframe setbacks, embrace Accountability, and build the Confidence that comes from doing the work, not just thinking about it. 

• Local Market Reports & Canvassing: Create Real Market Reports for your area and use them to engage homeowners and build your reputation as the Go-To Listing Agent. 

• Accountability & Measurable Results: Track your weekly production, record short script videos, and complete assignments that turn knowledge into action. 

Who Is This For? Let me be clear: This program is Not for everyone. If you are treating Real Estate as a side gig, or you are not ready to commit to the daily discipline required, this isn’t the right fit. But if you are Full-Time - or aspiring to become full-time - and you want to master the fundamentals of Prospecting, Asking for Business, and building a reputation as a Listing Agent, this program is for you. 

The Investment: Your Future Confidence This Six-Week Journey is an Investment in your Future. You will learn how to Prospect in a Non-Salesy, Authentic way. You will develop the Mindset, Scripts, Affirmations, and Time-Blocks that make Prospecting a natural part of your business. Most importantly, you will build the Confidence to engage homeowners and earn the Listings you deserve. 

If you are Not getting the listings you want, if you are Not being seen as the Go-To Listing Agent in your market, it is time to do something about it. The path is clear: Consistent Prospecting, Daily Action, and a Mindset focused on Service and Growth. 

Program Details & Registration: 

• Live Classes: Fridays at 10am EST (9am CST, 7am PST). Log in by 9:50am EST.

• Program Dates: Sep 19th (Live), Sep 26th (Live), Oct 3rd (Self-Directed), Oct 10th (Live), Oct 17th (Self-Directed), Oct 24th (Live). 

• Space is Limited: Only 20–25 EXIT Associates per session. 

• Early Registration Discount: Register by Sep 12th and Save $100 for $299 (after, $399). Register here. 

• Requirements: Full participation, weekly tracking, assignments, and a commitment to Action and Accountability. 

Final Thoughts: Action Is the Only Shortcut: There are No Shortcuts in Real Estate. Technology will change, markets will shift, but the fundamentals remain: those who Prospect, Serve, and Stay Accountable will always have a place at the top. If you are ready to move from Knowing to Doing, from Hoping to Achieving, I invite you to embrace the Discipline of Daily Prospecting. Not because it’s easy, but because it’s worth it. 

Your Future Self - the one with a thriving business, a steady stream of listings, and the respect of your community - will thank you for the Actions you take Today. Let’s get to work… 

Sep-Oct 2025 6-Week Training URL:  https://www.yeskeytraining.com/6-week-prospecting-training-so-2025   

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

Success in Real Estate is Not a mystery; it is the Daily Discipline of Prospecting, tracking your Actions, and Showing Up for your business when others make excuses.

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

Quote: “Accountability is Not a punishment - it is the bridge between Intention and Achievement. When you track your Actions, you transform hope into measurable results.” 

Quote: “Confidence is Not a trait you are born with; it is a Skill you build by Prospecting Daily, mastering your Scripts, and tracking your progress with Integrity.” 

Affirmation: “I choose Action over Excuses; my Daily Prospecting Habits create measurable Results and set me apart as a True Professional in Real Estate.” 

Affirmation: “Every “No” I hear is simply a step closer to my next “Yes.” I welcome Accountability and let my Consistent Actions speak louder than my intentions.” 

Affirmation: “My Mindset, Habits, and Daily Routines are the Foundation of my Confidence and my Reputation as the go-to Listing Agent in my Market.” 

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: #ProspectingMastery #GettingListings #ListingAgent #ProductionMindset #ActionOverTheory #DailyDiscipline #SuccessMindset #RealEstateCareer #YesKeyTraining #Key6WeekTraining    

The Mindset Shift: Why Prospecting for Listings Is the Real Estate Game Changer

Let’s get right to the heart of what truly drives a thriving Real Estate Career: the ability to Consistently Prospect for Listings. If you’ve ever found yourself pushing prospecting to the back burner; telling yourself you’ll get to it “when things slow down” or “when you have more confidence”; you are Not alone. But let’s be honest: that’s Not how Real Estate success is built. 

My Mission: Empowering Confident, Consistent Prospectors 

My mission is simple: to empower agents and brokers to become Confident, Consistent Prospectors. That’s the bottom line. I am not here to fill your head with theory or give you another binder of ideas that never see the light of day. I am here to help you build the Daily Habits, Mindset, and Skills that turn knowledge into Action - and action into results. Related Video:

The Industry Myth: “Start with Buyers, Graduate to Listings” 

There is a persistent myth in our industry that you should start your career working with buyers, and only after you have “paid your dues” are you ready to go after listings. I believe that’s a false idea. From day one, agents should be learning to Prospect for Listings. Why? Because listings are the engine that drives your business, your Confidence, and your Reputation in the community. By The way, by learning the Skills of Becoming a Listing Agent you also become a much better Buyer’s Agent because you will Learn to Defend Your Value!  

Action Over Theory: The Foundation of Real Estate Success 

Knowledge is important – It is the foundation of your Listing Playbook. But it is the Action you take that matters most. Real Estate is built on Daily Activities, Not occasional bursts of effort. Prospecting isn’t something you do when business is slow; it is a Non-Negotiable, Daily Discipline. One hour a day, preferably two, dedicated to prospecting will transform your business and your mindset. 

The Power of “Ten” Listings 

Let me paint you a big picture: Ten listings a year should be your minimum. Why? Because when you learn to secure ten listings, you don’t just build your confidence - you create Local Visibility, Engagement, and a ripple effect of future business. Listings generate more listings. They make you the go-to agent in your area. And here’s the secret: when you commit to ten listings, you will often find yourself closing eighteen, twenty, or even twenty-five transactions a year, thanks to the momentum and energy those listings create. 

Prospecting Is a Mindset - Not Just an Activity 

Prospecting is Not about being “salesy” or manipulative. It is about Authentic Engagement - Face-to-Face and on the Phone. Everything else you do - social media, blogs, websites - should funnel toward real conversations and appointments. The real work is picking up the phone, knocking on doors, and having meaningful, value-driven conversations with homeowners. 

To do this well, you need a Good Foundation of about 2 Dozen Scripts that have been adapted to your voice/style; you also need the Right Prospecting Mindset; a Clear Schedule; Time-Blocking Skills; Trackable Accountability, and the courage to overcome the fear of rejection. That voice in your head that says, “Don’t do it, they’ll say no” - that’s the barrier we break through together during the Training Program. 

Who Is This Training For? 

Let me be clear: my 6-Week Prospecting for Listings Training is Not for everyone. If you are treating Real Estate as a side gig, or you are not ready to commit to the daily discipline required, this isn’t the right fit. But if you are Full-Time - or aspiring to become full-time in a few months - and you want to master the fundamentals of prospecting, asking for business, and building a reputation as a listing agent, this program is for you. 

The Real Investment: Your Future Confidence 

This six-week journey is an investment in your future. You will learn how to prospect in a non-salesy, authentic way. You Will develop the mindset, scripts, affirmations, and time-blocks that make prospecting a natural part of your business. Most importantly, you will build the confidence to engage homeowners and earn the listings you deserve. 

If you’re Not getting the listings you want, if you are Not being seen as the go-to listing agent in your market, it is time to do something about it. The path is clear: consistent prospecting, daily action, and a mindset focused on service and growth. 

I hope to see you at our next 6-Week Prospecting for Listings Training - or at one of my events. Until then, keep taking Bold Action, Keep Prospecting, Welcome Gratitude into Your Life, and keep building the business you deserve. 

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

You Don’t need to be Perfect to succeed - You need to be Consistent. Minimum Daily Activities, Tracked and Repeated, will always Outperform sporadic bursts of effort.

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

Quote: “Discipline is Not a punishment – it is the foundation of freedom. Consistent Prospecting Habits today create the Opportunities and Confidence you will rely on tomorrow.” 

Quote: “Prospecting is Not about being salesy – it is about Service, building trust, and showing up with Value for homeowners and your Local Market.” 

Affirmation: “I am a Confident Listing Agent - Daily Prospecting builds my business and my future.” 

Affirmation: “I choose Action over excuses; my Discipline creates real results in Real Estate.” 

Affirmation: “My Mindset, Habits, and Daily Routines set me apart as a True Professional.” 

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: #ProspectingMastery #GettingListings #ListingAgent #ProductionMindset #ActionOverTheory #DailyDiscipline #SuccessMindset #RealEstateCareer #YesKeyTraining #Key6WeekTraining    

The Real Value of Prospecting Mastery: Why Action, Not Theory, Builds Real Estate Careers

Let’s have a candid conversation about what truly moves the needle in a Real Estate Career. If you’ve been in this business for any length of time, you’ve probably noticed that information is everywhere - Webinars, Podcasts, Web Pages, and endless advice on how to “Get More Business.” Yet, despite all this knowledge, most agents still struggle with the same challenge: turning what they know into consistent, measurable results. 

Why is that? Because in Real Estate, Action eats knowledge for breakfast. It’s not what you know, but what you do - Day In and Day Out - that determines your success. 

The Myth of “Order-Taking” and the Reality of Listings 

One of the most persistent myths in our industry is that working with buyers is the natural starting point for new agents. I hear it all the time: “Get a few buyers under your belt, then you will be ready for listings.” But let’s be honest - this mindset keeps too many agents stuck in a cycle of chasing leads, reacting to market shifts, and hoping the next call will be “the one.” 

The truth? Listings are Not given - They are Earned. And the agents who build sustainable, thriving businesses are the ones who make Prospecting for Listings a Non-Negotiable part of their routine. They don’t wait for the market to hand them opportunities; they create them through Intentional, Courageous Consistent Action. 

Why Prospecting Is the Cornerstone of a Real Estate Career? 

If you look at the Professionals who consistently close 20, 30, or even 40 deals a year, you will find a common thread: they Prospect Daily. Not occasionally, Not when they feel like it, but every single day. They understand that every call, every door knock, every follow-up is a deposit into their future success. 

But let’s be clear - prospecting isn’t about being pushy or “salesy.” It is about Service. It is about showing up in your community, offering value, and Building Relationships rooted in Trust and Expertise. When you prospect with the Right Mindset, you are not just looking for your next deal – you are positioning yourself as the advisor homeowners turn to when it is time to make a move. 

Turning Knowledge into Action: The Missing Ingredient 

Over the years, I have seen countless agents attend training after training, fill notebooks with ideas, and still struggle to implement what they’ve learned. Why? Because most programs focus on theory, not on the Daily Disciplines that drive results. 

That’s why my approach is different. In every Workshop, Boot-Camp, Coaching, and Training Program I design, the emphasis is on Activity-Based Learning. We don’t just talk about scripts - we practice them. We don’t just discuss time-blocking - we build your calendar together. We don’t just review market reports - you create your own and use them in real conversations with Local Homeowners. 

The goal is simple: to help you build a Production Playbook that you can rely on, not just for a few weeks, but for the rest of your career. 

What Makes the 6-Week Prospecting for Listings Training Unique? 

This upcoming 6-Week Training Program is not another “sit and listen” seminar. It is a rigorous, hands-on experience designed for Agents and Brokers who are ready to move beyond the order-taker mentality and embrace the habits of top producers. 

Here is what you can expect: 

• Structured, Live Sessions: Each week, we meet live (with cameras on!) to dive deep into the skills that matter -time-blocking, prospecting scripts, listing presentations, and more. You will receive detailed handouts, participate in group activities, and leave each session with clear, actionable assignments. 

• Self-Directed Learning: In between live sessions, you will work through targeted video modules and practical assignments that reinforce what you’ve learned and push you to apply it in your business. 

• Accountability and Support: You will track your weekly production, record short script videos, and create real market reports for your local area. This isn’t busywork - it is the foundation of a business that grows by design, Not by accident. 

• A Focus on Mindset: We tackle the real obstacles - fear of rejection, reluctance to prospect, and the comfort of complacency. You will learn how to reframe setbacks, embrace accountability, and build the confidence that comes from doing the work, not just thinking about it. 

Who Is This For? 

This program is for the Agent/Broker who is ready to take ownership of their career. Whether you are new to Real Estate or a seasoned professional looking to sharpen your edge, the principles are the same: consistent action, disciplined routines, and a willingness to step outside your comfort zone. 

If you are tired of waiting for business to come to you, if you are ready to build a pipeline of listings that fuels your income and your reputation, this training is designed for you - more details here. 

The Real Value: Transformation, Not Just Information 

I don’t claim to make agents successful - you do that through your own commitment and follow-through. But what I can promise is a roadmap, a structure, and a community that supports your growth. The agents who have gone through my programs often say the same thing: “This isn’t just about learning - it is about becoming the professional I always wanted to become.” 

You will leave with more than just scripts and checklists. You will leave with a new mindset, a clear plan, and the confidence to prospect for listings in any market. 

Final Thoughts: Action Is the Only Shortcut 

There are No shortcuts in Real Estate. Technology will change, markets will shift, but the fundamentals remain: those who Prospect, Serve, and Stay Accountable will always have a place at the top. 

If you are ready to move from knowing to doing, from hoping to achieving, I invite you to embrace the discipline of daily prospecting. Not because it’s easy, but because it’s worth it. 

Your future self - the one with a thriving business, a steady stream of listings, and the respect of your community - will thank you for the actions you take today. Let’s get to work. 

July-August 2025 6-Week Training URL:  https://www.yeskeytraining.com/6-week-prospecting-training-ja-2025 

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

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 Authentic Prospecting.

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

Quote: “You don’t need to be perfect to succeed - you need to be Consistent. Minimum Daily Activities, Tracked and Repeated, will always outperform sporadic bursts of effort.” 

Quote: “Listings are the engine of a sustainable Real Estate Career. When you master Prospecting, you control your business, your Income, and your future.” 

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

Affirmation: “I am the CEO of my Real Estate Career, and each focused action today moves me one step closer to the Listings and success I deserve.” 

Affirmation: “I transform Fear of Rejection into Powerful Motivation. Each Call, each Conversation, and each Canvassing Knock is an investment in my Future Success.” 

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: #ProspectingMastery #GettingListings #ListingAgent #ProductionMindset #ActionOverTheory #DailyDiscipline #SuccessMindset #RealEstateCareer #YesKeyTraining #Key6WeekTraining    

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. 

*If you are Ready to turn knowledge into Action, consider joining my July-August 2025 6-Week Prospecting for Listings Training: https://www.yeskeytraining.com/6-week-prospecting-training-ja-2025 

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. 

*For those seeking a structured, Action-Driven approach to Getting Listings, Early Registration is now open for my July-August 2025 6-Week Training: https://www.yeskeytraining.com/6-week-prospecting-training-ja-2025 

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.

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