10+ strategies → 3 strategies → $240K more in commissions

About 10-12 years ago, I was doing everything.

Hosting first-time homebuyer workshops.

Doing Realtor office pop-bys with cheesy gifts.

Attending as many networking events.

Sending monthly email newsletters to my database.

Recording YouTube videos (regretting today that I stopped).

Running Facebook ads.

Warm calling the database of my Insurance Agent.

Cold calling expired listings with my partner Agents.

Sponsoring local charity events.

Hosting a monthly Agent Book Club.

Buying internet leads.

I had a whiteboard in my office with all 10+ strategies written out, and I was convinced that if I just executed all of them consistently, my business would explode.

Spoiler: it didn't.

I was exhausted, stretched thin, and my production was… meh.

Not great, just meh.

I closed about 32 deals that year and made roughly $160K gross.

Then I had lunch with a mentor who asked me a simple question:

"Out of those 10+ things you're doing, which ones are actually producing results?"

I thought about it and realized: only 3 of them were generating real business.

Strategy 1: Calling past (ahem “current”) customers/clients.

Strategy 2: Taking Realtors to lunch daily.

Strategy 3: Meeting Financial Advisors for breakfast weekly.

Everything else? Noise.

The networking events were full of people trying to sell ME stuff.

The seminars took 10 hours to plan and attracted tire-kickers.

The Facebook ads burned money with no ROI.

My mentor said: "So why are you still doing all that other stuff?"

I didn't have a good answer.

“Because it looks cool?”

So I did something that felt scary at the time: I quit everything except those 3 core strategies.

No more in-person homebuyer seminars (I hosted Realtor events)

No more networking groups (I launched my own)

No more Facebook ads (I went full organic)

Just:

1. 1 NEW Realtor call every day
2. 5 Realtor lunches every week
3. 1 Financial Advisor breakfast every week

I took all the time I was spending on the other 10+ strategies (probably 15-20 hours a week) and reallocated it to doubling down on the 3 that actually worked.

The next year, I closed 80 deals and made about $400k gross.

$240K MORE in commissions by doing LESS.

But here's the part that mattered even more than the money:

I wasn't burned out anymore.

I wasn't running around like a headless chicken trying to be everywhere at once.

I wasn't wasting time at networking events that led nowhere.

I was focused, calm, and actually enjoying my business again.

One of my Realtor partners told me: "I don't know what changed, but you seem way more dialed in lately."

What changed was simple: I stopped doing 10+ things poorly and started doing 3 things REALLY WELL, which was traditional sales with good organic modern marketing.

Most LOs are drowning in tactics right now because the industry loves to sell you on MORE:

More lead sources.

More marketing channels.

More technology.

More automation.

More content.

More networking.

More, more, more.

But more isn't better if it's diluting your focus and burning you out.

Pull out a piece of paper right now and write down every business development activity you're currently doing.

Then ask yourself: which of these are actually producing closings?

Not likes, not engagement, not "building my brand" - actual closings.

Circle those 3.

Then ask yourself: what would happen if I stopped everything else and just did those 3 things twice as hard?

You already know the answer.

And I'll leave you with this quote:

"Going 'small' is ignoring all the things you could do and doing what you should do. It's recognizing that not all things matter equally and finding the things that matter most. It's a tighter way to connect what you do with what you want. It's realizing that extraordinary results are directly determined by how narrow you can make your focus."

-- Gary Keller (The ONE Thing)

Less is more.

Let's GO! 🎯

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