Real estate is more than transactions—it’s about resilience, adaptability, and the relationships that carry you through shifting markets.
When I joined Andrea Gordon on the REalizations Podcast, I had the chance to reflect on my journey through the ever-changing world of real estate. With over three decades in the industry, I’ve seen explosive booms, devastating slowdowns, and once-in-a-lifetime disruptions like the COVID-19 pandemic.
What I’ve learned is simple: success doesn’t come from shortcuts—it comes from consistency, adaptability, and building real relationships.
Adapting Through Changing Markets
My real estate journey began in 1988 as a college intern with Century 21, leading to my licensing in 1989 amidst a volatile market. I managed sales and marketing for the Dorchester building in Los Angeles before joining S&S Construction in Orange County during a new home sales boom.
I expanded my skills by building spec homes in Laguna Beach. Market shifts, including the dot-com crash and the pandemic, challenged me to adapt, highlighting that success in real estate requires flexibility and resilience.
Systems, Consistency, and Treating Real Estate Like a Business
When asked for advice for new Realtors, I emphasized: treat real estate as a business, not a hobby. Many enter the field with unrealistic expectations, thinking it will be glamorous and easy, which often leads to failure.
Building Systems That Work
Success requires discipline and a solid system to manage your days effectively. Key elements include:
- A production tracker for measuring progress.
- Time-blocking to prioritize important tasks.
- Established team processes to ensure consistent client service amid market changes.
The Power of Time-Blocking
Having experienced both coaching and being coached, I’ve learned that time is either invested or wasted. My calendar now reflects my priorities, emphasizing that if something isn’t scheduled, it won’t happen. Time-blocking for calls, showings, follow-ups, and personal care helps me stay balanced and productive.
Why Consistency Beats Talent
Markets fluctuate, clients come and go, and deals can fail, but consistency sustains a career. Having experienced various market changes, the key takeaway is that agents who show up consistently are the ones who thrive. Success comes from treating the work as a business and maintaining daily commitment.
Reality vs. Reality TV
Many young agents hold misconceptions about real estate due to glamorous TV shows, believing it’s all about staging homes and closing high-value deals. In reality, real estate involves hard work, trust-building, and resilience through challenges. New agents are encouraged to reflect on their motivations; if inspired by TV, they should reset expectations, but if focused on service and long-term success, they are on the right path.
Coaching, Teams, and the Power of Support
I believe accountability is everything. I’ve worked with Tom Ferry coaches and still use tools I learned from them, like production trackers. My analytical husband Don joined my team in 2018, and together with seasoned agents Bernadette Whalen and Tracy Ness Brown, plus newer talent like Kyle Griffin, we’ve built a strong, balanced group.
We also rely on our transaction coordinator, Clarissa, who has been with us for over a decade. Having the right people in the right roles keeps our business steady, even in unpredictable markets.
Cutting Through the Noise in Marketing
Marketing is crucial in real estate, but I’ve learned the value of quieting the noise. After years of outsourcing social media to a great firm for visibility and consistency, I paused this year due to overwhelming distractions. Managing multiple platforms and vendors can overshadow the primary focus: serving clients.
Social Media: Useful but Not Everything
Social media can connect and inform but can also be overwhelming and distracting. By stepping back, I’ve reassessed what truly drives results—referrals, repeat clients, and in-person relationships, not just likes or follows. Now, I rely on Compass’s marketing team and selected vendors for professional support, avoiding the noise of social media.
Back to the Basics
Marketing can’t replace the basics in real estate, which is fundamentally about relationships. Phone calls, handwritten notes, and genuine conversations are more effective than flashy ads. Many agents overlook these simple actions while spending thousands on online advertising or even exploring ventures like podcast production.
Quieting the Noise = Finding Clarity
By eliminating distractions, I’ve improved my focus. Using modern tools intentionally involves assessing their impact on serving clients. This approach brings clarity, control, and peace of mind in business.
The Commission Lawsuit and Buyer Agreements
One of the big issues Andrea and I discussed was the NAR commission lawsuit and the new buyer-broker agreement rules.
In my view, these changes backfired. Sellers in my market are still paying commissions, but the added agreements have created awkward conversations and unnecessary friction. What once was transparent is now messy.
Andrea and I both agreed that these shifts hurt Realtors—especially women and people of color, who make up the majority of our industry. The old system worked, and while adaptation is always part of this business, I believe these changes have complicated what didn’t need fixing.
Beyond Real Estate: Finding Balance and Giving Back
Real estate is demanding, but I make time for balance. Yoga and wellness keep me grounded, while Don plays ice hockey four times a week. We travel when we can, with Japan being our most recent adventure.
Giving back matters, too. We volunteer with the Orange County Volunteer Network and support the American Cancer Society. This work keeps us connected to our community in deeper ways.
The Real Joy: Clients Who Become Family
At the heart of everything I do is one simple truth: I love my clients. We host appreciation parties, go to dinners, and stay connected long after closing.
Those relationships are my greatest reward. Homes may come and go, markets may rise and fall, but the friendships I’ve built through this business are lasting.
Looking Ahead
Sharing my journey on the REalizations Podcast reminded me why I still love this career after more than 30 years. Real estate is never easy, but if you’re consistent, willing to adapt, and committed to relationships, you can build a career that lasts a lifetime.
You can connect with me at pennyanddon.com. I’d love to hear your story, too.
