What Actually Moves the Needle in Real Estate Right Now
I recently wrapped up a high-level strategy session with Mina Lee and Michael Wilches. This wasn’t a conversation about “fluff” or “highlight reels.” It was a deep dive into the repetitive, often unglamorous actions that produce actual results in today’s competitive market.
Different Paths, Same Habits
Our backgrounds couldn’t be more different:
- Mina Lee: Built her foundation through rental properties and deep community roots.
- Michael Wilches: Transitioned from nursing, using his background in education and investing to build trust.
- John Lee: Started by leveraging a real estate license to fuel personal investments before going all-in.
Despite these different starting points, we all agreed on one fundamental truth: The real estate business rewards consistency far more than talent.
Why Daily Structure Beats Motivation
Motivation is a feeling; structure is a system. Because real estate is mentally demanding filled with rejection and uncertainty your schedule must be your anchor.
- Morning Workouts: Clearing the head before the phones start ringing.
- Time-Blocked Prospecting: Ensuring the “big rocks” are moved first.
- Mental Prep: Building the stamina to absorb pressure without burning out.
“If you are winging your schedule, the business will eventually wear you down.”
The Reality of Modern Marketing
Marketing often looks simple from the outside, but it’s the tip of the iceberg. Whether it’s Mina’s video that reached 550,000 views or Michael’s consistent relationship-building, the “viral” moment is only as good as the systems behind it. Behind every post is the follow-up, the contracts, and the emotional management of the client.
Relationships: The Only Real Asset
Success in real estate is a long game of visibility.
- Mina’s Strategy: 70% of her business comes from past clients and referrals, driven by BNI networking and intentional loyalty programs.
- My Strategy: I aim for 69 touchpoints per client per year. This includes newsletters, postcards, and social media interactions to ensure I stay helpful and human.
Finding Your “Lane”
The advice for newer agents is often overwhelming: Should I do TikTok? Should I door-knock? The answer from our panel was simple: Test. Track. Adjust. Find the method that fits your personality, commit to it until you see data, and then double down.
Accountability as a Growth Engine
We ended our session by committing to Monthly Accountability Calls. We’ve shared our real numbers and clear goals mine being 40 transactions this year.
Progress compounds faster when someone else knows your number. When you are held to an honest conversation about your results, “excuses” lose their power.
Final Thoughts
Real estate success isn’t magic. It’s built in the dark, through routines and relationships, when no one is watching.
What is the one habit you’re committing to this week? Let’s talk about it in the comments.
