Explosive professional growth isn’t magic, Jimmy Burgess writes. Its momentum is created by showing up in ways others choose not to.
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Over the past few years, the gap between great agents and average agents has widened. The market shifted. Consumer expectations evolved. Search behavior changed. And the agents who are leaning in are pulling away from the pack.
If you’re reading this, you’re likely not looking to survive. You’re looking to grow. Explosive growth in real estate rarely comes from one big move. It comes from showing up differently, consistently and intentionally, in ways other agents simply won’t.
5 ways to show up
Here are five ways to show up right now that will create serious momentum in your business.
1. Circle back to the people who already know you
Most agents chase cold leads while ignoring warm relationships. You already have people in your sphere of influence who know you, trust you and would gladly refer you if they were reminded.
To build momentum with this group, I developed what I call the “3-9-3 referral momentum strategy.” This strategy calls for three coffee, lunch or other in-person meetings per week for nine weeks to generate three referrals.
The premise is simple: For roughly every nine intentional, in-person meetings with past clients, sphere members or influential contacts, you’ll generate one solid referral opportunity. Not texts. Not “just checking in” calls. Actual time together. Coffee. Lunch. Golf. A walk. A school event. Something that deepens the relationship.
The key question I encourage agents to ask toward the end of these meetings is this: “Is there anything specific I can do right now to support you or your spouse’s businesses?” If they don’t own a business, simply ask, “Is there anything I can help you with right now?”
When you lead with generosity, the law of reciprocity kicks in. They’ll often respond with, “What can I do for you?” That’s when you clearly and confidently say, “The best thing you can do is keep me in mind and make an introduction when you hear someone talking about buying or selling.”
Nine meetings. One strong referral. Do that weekly for nine weeks, and you’re looking at three new solid opportunities. That’s pipeline growth that compounds into the next quarter.
Circle back. The gold is already in your database.
2. Get uncomfortable
If I asked you right now what one thing would most grow your business, you’d probably know the answer. You’re just avoiding it.
Growth and comfort cannot coexist. So one of the best ways to build momentum is to get uncomfortable and do the thing you know would help your business grow, but you’ve avoided.
Maybe you love being behind the scenes, so you’ve avoided using video marketing. Maybe you’re comfortable posting on social media. Maybe your database is disorganized, and you haven’t sent an email to your entire database in years. Maybe you avoid open houses. Maybe you avoid calling your sphere.
Whatever made you slightly uncomfortable just reading that, that’s the move. There’s a quote I’ve always loved: If you’re willing to do what others aren’t willing to do, you’ll be able to have what others won’t have. Maximum momentum favors the agents willing to get uncomfortable.
Step into the thing you’ve been resisting, and you’ll feel momentum almost immediately.
3. Be the agent everyone talks about
Not in a flashy way. In a visible way. Real estate is still relational at its core. The agent who is most present in the community wins disproportionate attention.
That might mean:
- Serving on a local board
- Coaching a Little League team
- Joining the PTA
- Becoming active in a civic organization
- Showing up consistently at community events
It might also mean sending consistent, value-driven direct mail to a specific area or neighborhood. Or sponsoring events. Or being the connector for local businesses.
When people talk about real estate in your town, your name should naturally come up. That doesn’t happen by accident. It happens because you’re everywhere in ways that feel authentic and service-driven.
Be visible enough that conversations about housing include you, even when you’re not in the room.
4. Own your own neighborhood
Before you try to dominate a city, dominate your backyard. Your own neighborhood is often your most overlooked opportunity. The people who live near you likely share lifestyle similarities. You have built-in credibility. You understand the rhythm of the community. Become the go-to expert there.
That could look like the following:
- Monthly market updates specific to the neighborhood
- Hosting welcome-to-the-neighborhood gatherings
- Sponsoring a rotating food truck night
- Delivering quarterly value reports
- Introducing new neighbors publicly
- Creating neighborhood-focused content online
When you own your neighborhood, listings become more predictable. And buyer referrals increase because neighbors recognize you as the neighborhood expert.
Hyperlocal authority creates consistent opportunity. Start where you live.
5. Optimize to be found in an AI world
Search behavior is shifting rapidly toward AI. That means if you’re not intentionally positioning yourself to be recommended, you’re invisible in a growing channel of consumer discovery.
Here are a few foundational moves every agent should make:
Create bio continuity
Your bios across platforms must align. It provides AI with clarity on who you are. If your YouTube profile calls you the “Nashville Realtor,” but your Instagram says “Franklin Area Specialist,” you create confusion. AI thrives on clarity and repetition.
Your bio should be consistent across:
- Google Business Profile
- Zillow
- Realtor.com
- YouTube
The clearer and more repetitive your identity, the more recognizable you become in AI indexing.
Showcase review volume clearlyAI cannot automatically “see” your total review count unless you state it.
If you have:
- 50 Google reviews
- 40 Zillow reviews
- 30 Realtor.com reviews
Don’t hide that in separate silos. Combine them and list that in your bio, like this:
120+ five-star reviews across Google, Zillow and Realtor.com
AI looks for signals of authority. Give it the signal.
Study the sources AI usesAsk AI platforms who the best agents in your area are. Then scroll down and look at the sources cited. You’ll see directories and websites referenced in the recommendation. If AI is pulling from platforms like Agent Pronto or FastExpert, you need a strong profile there.
AI functions like a term paper; it cites its sources. Make sure you’re present where it’s looking.
The big picture
Separating yourself from your competition isn’t about luck. It’s about activity.
Get active:
- With your sphere
- In uncomfortable growth areas
- In your community
- In your own neighborhood
- In AI optimization
Explosive growth isn’t magic. Its momentum is created by showing up in ways others won’t. If you lean into these five areas with consistency, you won’t just grow; you’ll separate. And in this market, separation is everything.
March is Marketing and Branding Month at Inman. As the spring selling season kicks in, we’ll examine the proven tactics and new innovations driving results in today’s market — and celebrate the industry’s top marketing and branding leaders with Inman’s Marketing All-Star Awards.
Jimmy Burgess is the Chief Coaching Officer for HomeServices of America and President of Berkshire Hathaway HomeServices. Connect with him on Instagram and LinkedIn.
Topics: Jimmy Burgess | lead generation | new agent | productivity | profiles | referrals | social media Show Comments Hide Comments Sign up for Inman’s Morning Headlines What you need to know to start your day with all the latest industry developments Sign me up By submitting your email address, you agree to receive marketing emails from Inman. Success! Thank you for subscribing to Morning Headlines. Read Next
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