Top Agents Stay Stuck Because They Think Like Employees : Real Estate CEO Mindset

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Top Agents Stay Stuck Because They Think Like Employees : Real Estate CEO Mindset

If you're a top-producing real estate agent but your business still depends on you every single day, this might sting.

You're not stuck because of the market.

You're stuck because you're thinking like an employee inside your own company.

In this episode, we break down:
• The difference between employee thinking vs owner thinking
 • Why “I’ll just handle it” keeps you trapped
 • How chasing commission checks prevents scale
 • Why speed kills scale in real estate
 • The danger of being the “hero” in your business
 • How to start building systems (without overwhelm)
 • Why building assets beats working harder
 • What it really means to own your business

Most agents plateau not because they lack skill but because they never shift from production to ownership.

If you can’t take a month off without everything falling apart you don’t own a business yet. You own a job.

In the next episode, we break down why most team leaders become the bottleneck and how to fix it.

Drop a comment:
 Are you building assets or just casting votes for more of the same?

 Chapters: 
 0:00 You’re not stuck because of the market
 0:45 Why top agents plateau
 1:30 Employee mindset vs owner mindset
 2:00 “I’ll just handle it” trap
 3:00 The hero complex in real estate
 4:30 Speed vs scale decision
 5:30 Scarcity vs equity building
 6:30 How to start building systems
 7:20 Why gurus overwhelm agents
 8:50 Marathon vs sprint thinking
 9:20 Energy leadership vs structural leadership
 10:20 Can you take a month off?
 11:00 Casting votes for your future business

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Brad → @bradallensc
Wayne → @waynesalmans


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Transcript

SPEAKER_00 0:00

If you're top agent, but your business still depends on you every single day, that's going to sting a little bit because you're not stuck because of the market. You're stuck because you're thinking like an employee. Have you transformed from an employee mindset to an owner mindset? So let's talk about how employee thinking kind of shows up in day-to-day life, right? And let me show you what it actually looks like in real estate too. Because employee thinking like in real estate, employees say things like, I should just handle it. It's faster if I do it, right? We've all heard those people like, I can do it so much faster than delegating it to somebody else, right? I had this exact conversation with somebody the other day. Hey, if you're top agent, but your business still depends on you every single day, this is gonna sting a little bit because you're not stuck because of the market. You're stuck because you're thinking like an employee. And here's the uncomfortable truth that most agents don't tell you. They plateau. And the plateau is the reason it's not because of skill, it's not because of lack of work ethic, it's not because a lack of ease or leads or whatever those words are. It's how they make decisions, Wayne. Like that's what I'm going at today, is because I just want high performers to know like they're trapped because they've set themselves up to be trapped. And uh it's getting exhausting. I'm seeing it a lot out there.

SPEAKER_01 1:19

Yeah, well, and I think this is this is the question. Like, are you the have you transformed from an employee mindset to an owner mindset? And people say that sounds nice. What does that actually mean? And I think an employee typically goes, like, what do I need to do to get paid right now, today? You know, in the sense and the owner is thinking completely differently. The owner's thinking, what needs to exist so that this can keep working without me? So here's the problem like most agents say they want ownership, yet they're they're still making decisions like a factory worker and chasing the next commission.

SPEAKER_00 1:52

Yeah. So let's talk about how employee thinking kind of shows up in day-to-day life, right? And let me show you what it actually looks like in real estate too, because employee thinking, like in real estate, employees say things like, I should just handle it. It's faster if I do it, right? We've all heard those people like I can do it so much faster than delegating it to somebody else, right? I had this exact conversation with somebody the other day. Um, another way employees kind of use this thinking in real estate is, you know, no one cares as much as I do. Oh, nobody touches my clients like I touch them, nobody says emails like I say it, like all that, right? Uh one of my other favorite ones is like, you know, I'll just build systems later, right? Like right now, I just need to close the deal. I need to move on. I gotta get the systems set, but I know that's later on, right? I just think it's it's funny because with those three statements, I'll handle it. You know, no one cares as much. I'll build the systems later. They have literally put three walls around them, they're just about boxed in. And I don't care how much money you make, I don't care how busy you think you are or how important you think you are. Every time that you have this like employee mentality, and there's nothing wrong with employees, but you're not the employee. Like you're the boss. And I can't, I don't know, it's weird.

SPEAKER_01 3:01

And the problem is we get rewarded for bad behavior, right? Like we do get the commission check. We get to, and this is what I see a lot, like we get to be the hero, right? Like, I don't have a process for who can for how to fix this, so I just jumped in and fixed it myself. Now I get to be the hero, I get to look like the rock star, plus I didn't have to build out uh an uh uh you know an SOP for how to do this. So the problem is most people get stuck in there, and and it is like it serves your human need of like significance. So be like, man, I feel significant, I feel needed. Um, but like you said, they're not building something. So it's like, hey, when do we issue a refund? Nobody knows, so we just let the boss make the decision, and every time it's a little bit different than it was last time, so we don't know what the heck's going on, so it just stays on your plate forever.

SPEAKER_02 3:46

Hey, really quick, you know how YouTube works. Like and subscribe so we know this is working and it keeps pushing the content out.

SPEAKER_00 3:51

Yeah, this is what we do as a passion project. When he got his own coaching, I got my real estate, but we've come together because we want y'all to learn from all our scars and mistakes. So that like and subscribe means the world to us because it means you care and it means we can keep giving, and also it makes us look cool with my mom. Absolutely. Dude, my favorite, and you'll you'll appreciate this one. How many female agents have we worked with? It is their badge of honor. I was writing an offer in the delivery room or the you know, the recovery room. Like I've never had birth, right? I've never given birth, so I'm not trying to knock on that. But y'all, that is not cool. Like, that's a being trapped. You know, I I think it also leads into like, I I have found, and I think we can agree on this, that we found like three decisions I think we should share with the people on the interwebs, right? Decision number one is you decide based on speed, not scale. And, you know, employees optimize for speed. How fast can I get it done? Blah, blah, blah, blah, blah. Right. But owners or team leaders, like, you've got to look at it repeatability. I had a conversation yesterday. We're getting ready to onboard a new employee, and they're gonna be under another one of my employees. And he's like, and his question was if I bring them on, I'm scared. I said, Why asked him? Like, what are you scared about? Like, what are you worried about? And he's like, I'm afraid I'm gonna have to train them for three months and I'm just gonna have to do it again when they quit. I was like, Cool, here's what I recommend. If you do something more than twice, it better be on video. Right? So like build for scale, not for speed. And I don't know, it's just it's one of those things. So the other one I see is the second, the second one that kind of comes up is um you're trying to work from a scarcity mindset instead of abundance, or better yet, like you're trying to protect your income instead of like building equity. And so employees like they're they're chasing the employee mindset, like they're chasing the commission check. Like, how am I gonna get next paid? How am I gonna keep the lights on? It's all about today, today, today. Yes. And owners are like, hey, it may suck in the short term and maybe a couple more hours to get this right, but like you've got to build the systems, the teams, and the margins. So that way, like they're producing when you're not there. That's what I find.

SPEAKER_01 5:54

Yeah, no, I I I I totally agree. And I I think that most of them, and we we saw this during COVID a lot, right? People they built their culture because they were present. Yeah, not because they actually had a structure for building or keeping culture. So a lot of people are they lead through presence instead of leading through structure. And and I think that the real leaders they they build out here's how we keep the culture. We do this many happy hours, we do this, we do this, we send birthday cards here, right? They they build the place to it because if they get hit by a bus or they get sick, whatever people can continue to to build that, um, you know, in in in a powerful way. So I think that's the key. And it's like like use it, just build one thing a day, right? And for somebody that's watching this, maybe it's um, you know, I build a here's how I show houses or pressure cord, and I'm gonna teach you how I show a house. One of one of my clients just built out her show a house SOP, and she's like, it's 25 steps. Is that too many? I was like, No, that's perfect because that becomes an asset in your business. And then now she's got somebody who's gonna teach somebody else they can take the asset with them and go, Hey, here's the 25 things, and and that's how you build a business, right? It's it's asset on asset asset, right? It's one asset at a time, and I think that that's the key. And and you know, maybe you need to build a system to get referrals. You know, we were talking talking about that yesterday. It's like most people think I do a good job, I'm gonna get referrals. It's like, no, you need a process that that, hey, we do these six things and referrals come out the other side. So you're honestly right, it's like, look for where can I just build one or two at a time?

SPEAKER_00 7:20

Well, it's funny, uh, and I don't think it's always the real estate agent's fault. I was at a conference yesterday, it was a local one they brought in, um, a pretty well-known speaking coach. And she was on stage for two hours. And the thing that she laid out for agents to do, I couldn't execute with five full-time staff members. Like legitimately. It was like build the funnel and then do this and then build the other funnel, then retarget, and then build this, and then have this guide, and then have this. You gotta write a book. Seriously, she's like, you gotta write a book that goes with it. And I'm like, bro, these people can't even fucking put remarks in their MLS inputs, right? So, like, you just lay and so they get overwhelmed. And so, you know what they do is they go, I just gonna close a deal today. I'll worry about that later because they should. They they they'll never get to it. So I think it's also part of how coaches and mentors or gurus or whatever lay this shit out. And I think that's why you do such a good job because when you when I coach with you and when you coach people, you give them small bite-sized pieces that they can tear off in a row, and then it'll build over time instead of like dude, that lady just pigeon dumped all over that place, and like people are just eyes are rolling the back of their head.

SPEAKER_01 8:26

Yeah, yeah. And and it could be as simple as like, what systems do we need? So if I was somebody today, it could be what systems do we need to process? You can literally just get a whiteboard and just brain dump all of them out of your mind, and then like you said, take a step back and go, all right, where are the first two? Yeah, and just as or put them in order and then tackle it one at a time. It it's not about doing it all all overnight. And and I think that's the difference between I think one more thing I would say on this is business owners treat this like a marathon, yeah, and and and employees and quote unquote high achievers, you know, they they treat it like a sprint. So they're like, all right, I'm gonna build all the systems today. And it's like, no, you're not. Like this is a marathon. Like, stop trying to do it all at once and then getting pissed off you didn't get all all done at once. So just marathon pace. I'm gonna do one a week, right? Whatever it is. Record one thing I do a week and just start from there.

SPEAKER_00 9:16

Yeah. All right. So the last one, the the third decision I think a lot of people need to make, whether they're gonna be the employee mindset or the uh the the boss mindset, if you will, is a lot of people lead like based on energy. Like their team has to have constant energy. And if they don't, they don't feel like they have leadership, right? So, like if you're just coming in and you're the rah-rah man, like I had a company the other day wanted to rent one of my spaces in my commercial building, and they're like, hey, we're kind of loud. Every morning at eight o'clock, we have a hype meeting as loud music and we're banging pots and we're doing this stuff. And it's like, yeah, that's not gonna work with all the therapists in there. But that's what they have to do. So these guys go door to door and sell solar panels or whatever the hell they're doing. And it's funny because if you have to give your people constant energy, you're not leading them, you're giving them a dependency on you, right?

SPEAKER_01 10:01

And yeah, yeah.

SPEAKER_00 10:02

At the same time, like real owners don't like do it all themselves. They've replaced themselves on purpose before they need to.

SPEAKER_01 10:08

Yes.

SPEAKER_00 10:09

Uh that way you can be indispensable. I don't know. I'm probably not being clear on this mindset on the third decision, but I think it's really important that I guess a better way I could put it is like you don't have to be if you're the cog in your entire business, if you can't take a month-long vacation and everything run without you, you're thinking like an employee. You're one of your own employees.

SPEAKER_01 10:27

Yeah. If if you're not building assets of like, hey, here's how we do our team meeting, here's how we do this, here's how we show a house, here's how you know you you present this, like that, that's the key. And it's it's little by little. Yep.

SPEAKER_00 10:41

Yeah. All right, close it out.

SPEAKER_01 10:44

All right. So here here's the question. Every day you get to uh we all do, right? We get to cast a vote. We get to cast a vote for am I building am I voting to have the same thing happen tomorrow, next week, next year, or am I am I casting some votes for for new and better and system and improvement and everything else? So I think every day you gotta ask yourself, like, did I cast a vote for building a business, or did all my votes go to doing the exact same thing a year from now? And that's where um, yeah, cast the votes, start with systems one at a time, build out some processes, press record, uh, and start building in assets.

SPEAKER_00 11:21

Yeah. So hopefully you like this video. And if y'all did, on the next episode, we're gonna be talking about like why most team leaders are the bottleneck, like why you're the problem. And we're gonna break down how leaders accidentally become their biggest constraint in their business and how to overcome that. So make sure to stay tuned, watch that video. It's gonna be a nice short, sweet, but to the point. And um, as always, if you need something from us, DM us, look in the show notes. We've got some uh links in there for our upcoming masterminds and fill that out. See if you're good, see if you're gonna be a good fit for the mastermind. And uh let's take this conversation a little bit deeper. Hey, real quick, if you're liking this content, imagine having a full day immersed with people that are on this like us that are learning from each other.

SPEAKER_02 12:00

Man, we do these kind of events, these intensive, a couple times a year. And if you know that you are the smartest person in the room and you need to get into other rooms, this is the place to be, right? So apply, send us a message right now. We'll send you the application link and see if you are the right fit to be in one of the rooms.