Play Bigger in Real Estate with Raquel Q.

Getting Off the Commission Roller Coaster for Good

• Raquel Quinet • Episode 369

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Have you ever had your best month ever in real estate—only to follow it with a month of zero closings? I’ve been there, and it’s not a bad-month problem…it’s a pipeline problem. In this episode of The Raquel Show, I’m unpacking Trap #1 of the Agent CEO System: the commission roller coaster—and showing you exactly how to get off it for good.

You’ll discover why working harder isn’t the solution, how to pinpoint the lead sources that actually move the needle, and the simple systems that create consistent, predictable income month after month.

✨ Inside this episode, I cover:

  • The real reason agents stay stuck in boom-and-bust months
  • The power of choosing one primary lead engine
  • How automation saves deals you don’t even know you’re losing
  • My 60-minutes-a-day rule that keeps your pipeline full
  • What shifts when you start thinking like a CEO, not just an agent

This isn’t about more hustle. It’s about building a business that pays you reliably, even when life gets busy.

👉 Want to go deeper? DM me “agentceo” on Instagram @itsraquelq
to join the waitlist for my Agent CEO Accelerator.

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Thank you for joining me on this episode of The Raquel Show, and remember, keep pushing your limits to achieve your goals.

For updates and collaborations or opportunities, go to www.LetsPlayBigger.com

Find more resources on our website

https://raquelq.com/podcast/

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This isn't about adding more hustle. It's about installing the right systems so that your business produces leads and income, whether you are busy or not. The stress you feel today will be the same stress you'll feel next year, unless my friends, unless you make a different choice right now. 

Welcome back to the Raquel show where this episode is part two of our sixth series and the Agent CEO System of build your empire, love your legacy. Cause in episode one, we talked about the three biggest trap that agents fall into and how they keep you stuck on this crazy real estate hamster wheel. 

Today we are going to tackle trap number one head on, which is the commission roller coaster. If you've ever had a 40,000, 50,000, 100,000 month followed by a zero commission month, you know exactly what I'm talking about. It's stressful, it's exhausting, and it keeps you in crazy survival mode. 

But here's the good news. This is 100 % fixable. And when you fix it. Everything in your business changes because by the end of this episode, you'll know exactly how to get off that roller coaster for good and start building a predictable, consistent income so that you can plan, you can invest and you can grow like a CEO. 

So let's talk about why this happens in the first place. If you have never realized why it happens is for most agents, income is directly tied to how much and how hard they work in the moment. It's also tied to consistency. When you're busy with clients, you're not prospecting. And when those deals close, you suddenly realize there's nothing in the pipeline. It's the boom bus cycle and it's how you have these low and high months. I remember one summer where I had my best month ever of over a hundred thousand in commission early on in my career. 

And then I thought I had cracked the code. But the next month, zero closing and my expenses, they were still the same. That's when I realized it wasn't a bad month. It was a no pipeline problem. I want to tell you, it's a CEO problem, not a work harder problem. The instinct for most agents is I'll just work harder next month. But that only fuels the cycle because when you get busy, you stop lead generating and you're back to square one. The CEO solution isn't found in more hustle. It's creating that consistent, repeatable lead generation system that runs whether you're busy or not. And when you have a system, your business is never starting from zero. 

You can actually project revenue months ahead and you can stop making decisions out of fear. Before you fix it, you need to know exactly where your business is coming from. So here's what I want you to think about. I want you to pull your last 12 months of closings or even do a year to date this year since we're already in August, list the source for each one. I want you to highlight your top two sources that actually produce clients, not just leads. There's a difference with clients that end up closing and you get commission checks and just leads. Raquel Quinet (04:08.323) This will show you your highest ROI activities. And I remember I had a client convinced that Instagram was her main source of business. But when we actually audited and we ran the numbers, believe it or not, 80 % of her closings were actually from Sphere. This shift in focus doubled her consistency in under six months. Once you know what your top sources are, Raquel Quinet (04:37.965) you need to choose one primary lead engine to master, not five at the same time. Your lead engine could be open houses and nurturing. It could be referral and repeat business. It could be agent referrals too, or it could be social media, client events, paid ads, paid online leads, email marketing. Raquel Quinet (05:03.565) whatever it is. One of my private clients was committed to making her email list her number one engine because everybody opens up email and we built a simple weekly email plan and automated her nurture sequence. Every day her focus was to get three emails every single day so she had downloadable guides. She would promote words and comments on her stories and on her social And I'll tell you, she averages about 30 new emails a month and she's added a little bit over 200 emails this year and is now averaging two to three client inquiries a week without posting on social media every day anymore. You can't control when someone is ready to buy or sell, but you can control staying on top of mine with your sphere with people that don't know you. 

And this is where automation comes in, whether it's drip email campaigns or text message check-ins. Now you can automate a lot of that. I remember earlier in my career, I had lost a $900,000 buyer to another agent simply because you guessed it, I didn't follow up. I had shown the client a few homes months early and then I got busy. Another agent, kept in touch and guess who got the sale? The other agent. 

And it sucks when you call to follow up and the client goes, I'm sorry, Raquel, we already bought a home. it's that dagger call and you think, why did I not follow up? You see automation in today's day and age is very easy and it protects you from losing opportunities just because you got busy. So I would invest the time upfront so that you can have the freedom later. Because when you have your systems set up, all you need to do is block out lead gen time. And guess what? It doesn't have to be three hours a day anymore. 

Even with systems, there's still one thing you just cannot skip. It's time on your calendar for new business, for lead gen, for follow up. And think about this as a CEO of your business you would not let your sales team skip prospecting. In real estate, if you don't have a team, you are the sales team until you build one. The rule is 60 minutes a day, minimum on lead gen, no excuses. Imagine starting each month knowing exactly what's in your pipeline, when it's likely to close and what income is already projected. 

No more thinking about where's my next deal coming from, no more praying and hoping what to do to go get clients, just steady, predictable growth. That's the freedom that allows you to actually run your business like a business and build your empire. And if you are ready to get off this crazy roller coaster ride for good and have a predictable business. Remember, this isn't about adding more hustle. It's about installing the right systems so that your business produces leads and income, whether you are busy or not. And if you want my help in building those systems inside of your business, I want you to DM me the word agentceo on Instagram at @itsraquelq and I will send you a waitlist link for agent CEO accelerator. 

This is where we turn this that we're talking about into reality really quickly. And in our next episode, we're diving into trap number two, which is hustle addiction. We'll break it down on how to work less and smarter, but make more by focusing on the things that move the needle in your business and how to stop being the bottleneck of your business. 

The stress you feel today will be the same stress you'll feel next year, unless my friends, unless you make a different choice right now. So until then, I want to say thank you for hanging out with me on another quick, no fluff episode. I'm sending you all the love and until our next episode, I want you all to keep playing bigger, my friends.