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  

Download Your Mind: A Daily Ritual for Better Sleep and a Clearer Tomorrow

Have you ever laid down To Sleep only to have your mind Start Racing? For many Real Estate Professionals, it is a common struggle. Your Brain, acting like your most loyal assistant, wants to remind you of all the commitments, Worries, and tasks that still need attention. Instead of drifting off to sleep, you find yourself replaying conversations, thinking of client follow-ups, and remembering the inspection report you haven’t reviewed.

What if, instead of trying to quiet your mind right away, you let it speak first? What if you gave it space to Download all its thoughts so that you could rest easy, knowing nothing will be forgotten? Enter the practice of “Downloading Your Mind” - a simple yet transformative exercise that allows you to empty out the Clutter of your Mind, Reduce Anxiety, and Sleep a little bit more peacefully.

Why Do Our Minds Race? At the end of a busy day, especially in high-pressure careers like Real Estate, our minds often spin because we carry a lot of Responsibility. We juggle numerous client meetings, deadlines, and important details that simply cannot slip through the cracks. When you lie down, your brain takes this quiet time to make sure you don’t forget anything important.

This racing mind isn’t the enemy – It is actually trying to help you. It is telling you, “Don’t forget about tomorrow’s listing presentation!” or, “Did you follow up with that client about their home inspection?” Your brain is doing its job of Protecting your commitments. But when left unchecked, these mental reminders can turn into many sleepless nights, and cause Stress.

The Solution: Downloading Your Mind

Here is where the practice of "Downloading Your Mind" comes in. Think of it as the opposite cousin of Meditation. Instead of silencing your mind, you’re giving it a platform to chirp, speak, and tell you all its concerns. The key is to Not engage with these thoughts right away - just listen and write them down. This process allows your mind to relax, knowing that these important details have been captured and will be handled the next day. Make sure this Practice is undertaken in Complete Silence and with No Distractions.

Step-by-Step Guide to Downloading Your Mind:

1. Set Aside 10-15 Minutes Each Night: Make this a daily ritual. It doesn’t require a lot of time, but Consistency is important. Carve out a few minutes before bed to let your mind express itself.

2. Grab a Notebook and Pen: Your mind is about to give you a stream of thoughts, and your job is simply to record them. Writing them down on paper keeps the process simple and disconnected from the distractions of digital devices.

3. Start Listening to Your Mind: Don’t force your mind to quiet down. Instead, allow it to speak. It might bring up things like: "Don’t forget to prep for the CMA with Richard tomorrow."  or "Did you get the inspection report for 123 Mina Street?"  Write each of these down as they come to you. Don’t solve them yet - just get them on paper.

4. Review Your Calendar: Take a quick look at your Calendar App to trigger any additional reminders. Maybe you have a closing next week, or perhaps there’s a follow-up email you haven’t sent yet. Your brain will chime in with important details as you review your schedule.
   
   Let’s talk Triggers: Your Mind is amazing, it knows everything. As you place in front of it your Calendar or related tools, and you start scrolling slowly, it will trigger and start chirping at you related forgotten Actions; Worries; Needed Preparations; or related tasks that require your attention. If you let them float in your head, your mind will start obsessing over them; but if you write them down, you help your mind relax. You have given your mind the pacifier it needs to let go and calm down.

5. Check Your Communication Apps: The same procedure should now be applied to your Text Messages, Phone App, and Emails. Remember you are Not reading every text message, every email, nor every call you made or received -- you are simply Scrolling slowly and gently through these Apps and listening to your mind. This is why it is important to do this exercise in complete silence, No Music, No TV, No Side Conversations. Your mind might remind you of a task you overlooked or a client you still need to respond to. Capture these reminders in your notebook.

6. Fill Out 2-3 Pages of Thoughts: By the end of this exercise, you’ll likely have a full page or two of tasks, reminders, and things to address. The important thing is that they’re all captured in one place. Your mind no longer has to hold onto them because you’ve written them down.

7. Trust That You’ll Handle It Tomorrow: After you’ve downloaded everything from your mind, you’ll notice something incredible: your brain starts to quiet down. By writing down your concerns and to-dos, your mind knows they won’t be forgotten. You can now rest assured that these issues will be addressed in the morning, allowing you to relax and sleep a bit more  peacefully.

8. Thank you Mind: This one is weird for some, but it really works. When you are done downloading your mind, thank your Mind: “Thank you for helping me stay on top of my Commitments. These reminders are very helpful to me. Now that we have captured them, it is time for us to rest so we can be refreshed in the morning. We will have plenty of time to tackle all these tasks tomorrow, and our Family and Clients will be proud of us. Good Night!”

The Benefits of Downloading Your Mind

This simple practice does more than just help you sleep better – it is a powerful Productivity Tool. When you wake up, you’ll have a clear list of what needs to be done, allowing you to start your day with Focus and Intention. This is especially valuable in a career like Real Estate, where forgetting a key detail can impact client relationships, deals, and your own peace of mind.

Not only does this nightly practice help Reduce Anxiety, but it also Sharpens your ability to prioritize and plan ahead. When you Download your Mind, you free up mental space to focus on bigger-picture thinking, creative problem-solving, and strategic decision-making.

PS: If you are in pursuit of a Comprehensive Real Estate Playbook you may want to consider the Upcoming Nov/Dec/Jan 3-Month Real Estate Training Boot-Camp. It is Not a program for the faint of hearts, but if a Successful Real Estate Career is what you seek and are ready to Give it your Best, this Boot-Camp may prove to be handsome investment.

---  Some Quotes and Affirmations examples below Graphic:

Success starts with Clarity. Let your Mind Chirp, Write it Down, and Create the Calm you Need to Rest, Recharge, and Conquer Your Tomorrows.

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

“Success Doesn’t happen in a Cluttered Mind. Give your Thoughts Room to Breathe, and your Path Forward will reveal itself with Clarity and Focus.”

“You Don’t need to Solve everything tonight - Capture your Thoughts, Quiet the Noise, and Trust that tomorrow will bring a Fresh Perspective to your Actions.”

“My Mind is My Ally, guiding me Toward Success.”

“Each Task I Write Down brings me Closer to Peace and Focus.”

“I Am in Control of my Thoughts and Trust my Process.”

Author: Key Yessaad is an Energetic Real Estate Trainer, Business Coach, and Mindset Strategist; with over 20 years of experience Empowering Brokers and Agents embrace Accountability and lean into Self-Discipline. Key’s Unique Programs such as the “The 3-Month Production and Listings Boot-Camps,” and the “All-Day Strategy Workshops” focus on the Essential Skills of Time-Blocking, Prospecting, Getting Listings, Script Development, Lead Conversion, and much more. Key helps Committed Professionals transform their potential into tangible Success, ensuring they thrive in a competitive market with Actionable Strategies and Unwavering Support.

Related HashTags: #DownloadYourMind #MindfulProductivity #NightlyRoutine #FocusAndAchieve #BetterSleepBetterSuccess #RealEstateMindset #KeyCoachingInsights #YesKeyTraining #KeyBootCamps