Most agents have the skill but not the environment, the accountability, or the discipline to grow. Here's what actually moves the needle.
I recently sat down with an agent who wanted to join my team, and I told her something she wasn’t expecting. She didn’t need to be on my team. She needed to be held more accountable. If you’ve ever looked at where your business is and thought, “What I’m doing just isn’t working, and I need some help,” this one is for you. Too often the instinct is to ask what we can sacrifice or which shortcut might make it easier, and we’ve all watched peers take that route. They take a job. They join a team. They pick the path that feels easier than doing what actually needs to be done.
Skill is rarely the real problem. When I met with that agent, the issue wasn’t her ability. She had the skill set. What she didn’t have was the mindset, the discipline, and the people around her. She was at a brokerage with a flat-fee structure, which can be a great fit for the right person at the right time, but it tends to hinder growth because you end up on an island. Nobody around you is doing high production. Nobody is telling you that the 5-, 7-, 10-, or 15-deal-a-year you’re proud of could be 25-, 35-, or 50-deal-a-year.
“You’re not your own ceiling, but staying on an island will convince you that you are.”
The right environment raises your production. This is why environment matters so much. I’ve had people on my team do 90-plus transactions in a single year, which is very abnormal on a team, and it doesn’t happen by accident. It happens because of what surrounds them. What I provide, and what I’d provide to you, is an environment, accountability, and the constant reminder that you can do more. I did 97 in a year myself. I had an agent come to me who’d already closed 50-plus deals, and I told him he could do even more, because I’ve done it. Skill can always be sharpened, usually by people running higher production who hand you ideas that level you up. Mindset can be honed the same way. But you need to be in the room where that happens.
Ask yourself what time you woke up. Sometimes the missing piece isn’t skill or mindset at all; it’s discipline. When an agent tells me they did 25 deals last year and’re at 10 this year, I ask one question. What time did you get up today? The answer tends to be pretty late. Then I ask what the first moves of their day were, and the honest reply usually explains the drop all on its own. The discipline of how you start and how you operate shows up directly in your numbers.
Chase better, not just more money. So here’s the environment I’d recommend you look for, and the kind I like to give my people. Don’t just ask whether something will make you more money. Ask whether it will help you be better. Is it personal development? Will it sharpen your mindset, your skill set, and your discipline? Will it push you to get up earlier and take care of yourself physically, so you feel better about how you show up every day while you’re serving and leading people? Are you reading the books and absorbing the ideas that build a mindset that helps you and the people around you? When you have a business-building discipline, a clear “this is what I do, and this is how I do it,” you become the person who earns the victory today that most people simply don’t earn.
If you’re looking for that kind of opportunity, looking to connect, or just want a third party to look at your business and tell you honestly what needs to change, reach out. I’ve been doing this a long time; I’ve done a lot of volume; I’ve helped a lot of agents; and I understand every asset type, so odds are I’ve been through whatever you’re facing. If you want that outside look and some real accountability, call or text me at 801-285-0521, email me at Justin@justinudy.com, or visit justinudy.com. I’d genuinely love to help you level up.
