There’s a difference between working in real estate and becoming a true professional. In our recent sit-down with Jeff Glover, one of the most respected voices in the industry, we unpacked exactly what separates the agents who thrive from the ones who stall out.

Let’s get one thing straight: success isn’t about being charismatic or waiting for the market to swing your way. It’s about discipline, repetition, and mindset.

Mastery Comes from Reps, Not Talent

Jeff made it clear, scripts aren’t robotic. They’re the gateway to confidence. The agents sound the most natural? They’re the ones who’ve rehearsed the same objections 1,000 times. They role-play every morning before the phones ever ring.

Most agents don’t lose business because of a poor pricing strategy. They lose because they show up to a listing appointment uncertain and reactive. Posture is everything. And that posture is built through practice.

You're Not in Sales, You're in the Appointment Business

This is where most agents get it wrong. They think their job is to “close” over the phone. It’s not. Your job is to get the appointment. That’s it. If you're not filling your calendar with face-to-face opportunities every week, you're not in the game.

And if someone ghosts you after a call? Jeff’s team has a rule: call again in 24 hours. That second touch is where they land most of their appointments. Agents who get discouraged after one no are leaving deals on the table.

Building the Right Team Starts with the Right Role

Jeff also dropped a truth bomb about scaling. The first hire most agents make is a transaction coordinator. But according to him, that’s the wrong move. What you need is someone who can take lead gen or appointment setting off your plate, not the paperwork.

If you’re building a business that scales, hire for leverage, not comfort.

Your Skills Will Outperform the Market

The market will do what the market does. But if your skills are sharp, your energy is high, and your schedule is full of prospecting, you’ll always outperform the average agent.

It’s not about being smarter. It’s about doing the work with intention, every single day.

Let’s be real: most agents won’t commit to this level of excellence. But the ones who do? They become the top 1%.

Let’s build.

—Brent & Chase
Real Estate Growth Network