What Traits Do You Need to Thrive on Your Business?
“Agents focus on clients, get paid in 90 days—then panic in 91. The cycle repeats.”
- Dan Rochon
Episode Summary
Breaking Free from the Cycle : I’ve been where most agents are—stuck on that 90-day treadmill. You hustle to get clients, you serve them well, and then you cash a check. But here’s the trap: you stop lead generating. Fast-forward 91 days, the pipeline is empty, and the fear sets in. The cycle repeats.
The solution isn’t complicated. It comes down to two things: skill and discipline.
Discipline First: Consistency Over Convenience
If over the last five of seven days you didn’t lead generate for one to three hours a day, then you’ve found your starting point. That’s the baseline. Lead generation isn’t optional—it’s the heartbeat of your business.
Too often, agents swap their lead generation time for client appointments. Yes, clients are important. But here’s the truth: 95% of the time, you can move a showing to later in the day. When you stop protecting your lead gen time, you’re sabotaging your future self.
Skill Second: The Power of Resourcefulness
Once you’ve locked in discipline, skill takes the wheel. Skill is about solving problems that others let stop them.
Just yesterday, I had a buyer who couldn’t figure out how to get on a video call. She didn’t know Google Meet. She didn’t have Zoom. She didn’t know how links worked. A less-skilled agent would’ve settled for a phone call. I persisted. Texted her the link. Walked her through it. Got her face-to-face.
That little extra effort meant she could see homes online, stay engaged, and be ready to write an offer today. That deal—cash buyer, Baltimore property—will cost me about $100 in showing fees and maybe three hours of total time. That’s the difference between being average and being skilled.
The Process: Activity → Skill → Outcome
Here’s the formula:
Activity – Lead generate daily.
Skill – Learn to solve problems, not avoid them.
Outcome – Consistent closings and predictable income.
Right now, I’ve signed one new listing, two new buyers, and I’m showing a property today. That didn’t happen by luck. It happened because I stayed disciplined in lead generation and applied skill where others would’ve quit.
Why This Matters
Most agents who finally see some results stop doing the very thing that got them there. Don’t fall into that trap. Skill and discipline are what turn the 90-day rollercoaster into No Broke Months.
Protect your mornings. Build your skills. Stay in action. Do this, and you’ll never have to live in fear of what’s coming 91 days from now.
