The Logo Changed. The Commission Split Changed. The Broker Changed. But You’re Still Not Prospecting, Following Up or Doing the Damn Work.
Written by Devone Richard
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MAYBE THE BROKERAGE ISN’T THE PROBLEM
I’ve watched Realtors do this for years.
Business gets slow.
Closings disappear.
The pipeline dries up.
Income drops.
And suddenly…
IT’S THE BROKERAGE’S FAULT.
So the agent starts looking for another company.
The new brokerage has a better split.
Better technology.
Better marketing.
More training.
A prettier office.
A cooler logo.
Maybe they promise leads.
Maybe they promise stock.
Maybe they promise revenue share.
Maybe they promise freedom.
The agent gets excited, changes their email signature, orders new business cards and announces their “exciting new chapter” on social media.
Six months later?
SAME DAMN PROBLEM.
No listings.
No pipeline.
No consistent prospecting.
No follow-up.
And now they’re looking for brokerage number three.
YOU CHANGED COMPANIES. YOU DIDN’T CHANGE YOU.
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This is the part some agents don’t want to hear.
If you didn’t call your database at the last brokerage, you’re probably not going to magically start calling it at the new one.
If you didn’t follow up with leads before, a new logo isn’t going to make you follow up now.
If you refused to attend training, ignored your CRM, disappeared from the office and spent half the day scrolling social media…
WHAT EXACTLY DO YOU THINK A NEW BROKERAGE IS GOING TO FIX?
You can transfer your license.
You can transfer your listings.
You can transfer your database.
Unfortunately, your bad habits transfer too.
A 100% COMMISSION SPLIT ON ZERO DEALS IS STILL ZERO
Agents get hypnotized by commission splits.
“I’m going somewhere I can keep 100%.”
Great.
100% of what?
If your production sucks, the percentage isn’t your biggest problem.
An agent closing 20 transactions at an 80/20 company can make considerably more money than an agent closing three transactions at a 100% company.
PRODUCTION BEATS PERCENTAGE.
Every damn time.
Stop choosing your entire business based on how much of a commission you get to keep before you’ve figured out how to consistently create the commission in the first place.
THE NEW CRM WON’T CALL YOUR CLIENTS FOR YOU
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Every brokerage loves talking about technology.
CRM.
AI.
Automated marketing.
Lead generation.
Apps.
Websites.
Transaction systems.
Those tools can absolutely help you.
But there’s one small problem:
YOU HAVE TO USE THE DAMN THINGS.
A database with 2,000 contacts means nothing if you never contact them.
A lead is worthless if you wait three days to respond.
A CRM isn’t producing because you uploaded your contacts.
Technology should make a hardworking Realtor more efficient.
It cannot turn an unmotivated Realtor into a producer.
STOP BLAMING YOUR BROKER FOR YOUR EMPTY PIPELINE
A good broker should provide leadership.
Training.
Compliance.
Systems.
Guidance.
Support.
Accountability.
And when things go wrong, your broker should be available to help you work through the problem.
But your broker cannot wake up every morning and build your business for you.
Your broker can’t make your prospecting calls.
Your broker can’t force you to follow up.
Your broker can’t make you attend a networking event.
Your broker can’t make you post consistently.
Your broker can’t make you learn your market.
Your broker can’t make you ask for the listing.
At some point, the responsibility belongs to the person whose name is on the real estate license.
YOU.
SOMETIMES YOU ABSOLUTELY SHOULD LEAVE
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I’m a broker, and I’ll say this clearly:
NOT EVERY BROKERAGE DESERVES YOUR LOYALTY.
If leadership is terrible, leave.
If nobody answers when you need help, leave.
If the culture is toxic, leave.
If you’re being buried in ridiculous fees without receiving value, evaluate your options.
If you’ve outgrown the company, move on.
Changing brokerages can absolutely be a smart business decision.
But before you leave, ask yourself one uncomfortable question:
DID THE BROKERAGE FAIL ME—or DID I FAIL TO DO THE WORK?
Because if the answer is the second one, changing companies isn’t going to solve anything.
THE BEST BROKERAGE IN AMERICA CAN’T SAVE A LAZY REALTOR
Give a hardworking agent decent tools, good leadership and a strong environment, and watch what happens.
They’ll figure it out.
They’ll prospect.
They’ll follow up.
They’ll learn.
They’ll network.
They’ll build relationships.
They’ll create opportunities.
They’ll get knocked down and come back the next morning.
Now give the greatest technology, best commission split and nicest office in America to somebody who doesn’t want to work.
THEY’LL STILL FIND AN EXCUSE.
First it was the broker.
Then the leads.
Then the market.
Then interest rates.
Then Zillow.
Then the commission split.
Then the office.
Then the economy.
Eventually you’ve blamed everybody except the one person who has been present at every brokerage you’ve failed at:
YOU.
STOP ANNOUNCING NEW CHAPTERS AND START WRITING SOME BUSINESS
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Real estate isn’t complicated.
Get up.
Go to work.
Talk to people.
Follow up.
Know your market.
Ask for business.
Stay in touch.
Solve problems.
Repeat.
You don’t need another inspirational brokerage announcement.
You need appointments.
You need conversations.
You need listings.
You need buyers.
You need contracts.
YOU NEED TO WORK.
FINAL THOUGHT
Before you change brokerages again, look in the mirror.
Maybe your company really is the problem.
If it is, find a better one.
But if you’ve been at three brokerages in four years and somehow every single company becomes the reason you’re not successful…
You might want to consider the common denominator.
Your brokerage should help you grow.
Your broker should support you.
Your technology should make you more efficient.
Your commission model should make financial sense.
But none of those things replaces effort.
YOU CAN CHANGE YOUR BROKERAGE.
YOU CAN CHANGE YOUR SPLIT.
YOU CAN CHANGE YOUR LOGO.
BUT UNTIL YOU CHANGE YOUR WORK ETHIC, YOU’RE GOING TO KEEP GETTING THE SAME DAMN RESULTS.
— Devone Richard
Written by Devone Richard
Broker/Owner | OYT Real Estate
California Broker #01857383
Nevada Broker #1002115
📞 626-500-1212 | 702-941-0202
🌐 OYTRealEstate.com