Stop Knowing, Start Doing: The Real Estate Reality Check

As a coach and consultant, I often hear this common challenge in the real estate world: we know exactly what needs to get done. If you’re in real estate – whether you’re a broker owner, an office manager, a recruiter, or an agent – you’re probably wired like me: full of great ideas and comprehensive to-do lists.

We know what we need to do.

We know we need to:

• Broker Owners/Office Managers: Implement that new CRM, ramp up agent training, finally tackle the marketing budget, have those crucial one-on-ones with struggling agents.
• Recruiters: Make those calls, attend those industry events, refine our value proposition, build stronger relationships with potential candidates.
• Agents: Prospect consistently, follow up diligently, master that new marketing tool, practice those listing presentations, nurture your sphere.

The list goes on, doesn’t it? Our industry demands constant action and evolution. So why do we often find ourselves…stuck? We’ve charted the course, but the anchor feels stubbornly lodged.

I get it. I’ve been there, and I still have those moments. That gap between “knowing” and “doing” can feel like a chasm. We get bogged down in daily fires, shiny new objects pull our focus, or maybe that little voice of doubt creeps in.

But here’s what I’ve learned – and continue to learn – in this incredible real estate journey:

Knowledge without action is just potential energy gathering dust.  (K – A = D)

Our success, the growth of our brokerages, the strength of our teams, and our individual achievements are all directly tied to our ability to move from understanding to execution.

So, how do we bridge that gap? It’s not about some magic bullet or a sudden burst of superhuman motivation. It’s about practical, actionable steps that chip away at the inertia.

Your Action Plan to Get Unstuck

Here are a few things that have helped me (and hopefully will help you):

1. Reconnect with Your “Why”: This isn’t fluffy. Why did you truly get into real estate? What are you striving for? For brokers, it might be building a thriving, supportive office culture. For agents, it could be financial freedom or helping families find their dream homes or beyond. When that “why” is clear and emotionally resonant, the “what” and “how” become much easier to tackle.
2. Break It Down, Baby!: That big, overwhelming project? Slice it into the tiniest, most manageable steps. Instead of “implement new CRM,” think “research three CRM options this week.” Instead of “prospect consistently,” think “make five follow-up calls every morning.” Small wins build momentum and make the overall task feel less daunting.
3. Eliminate Friction: Make it easier to do the right thing. Lay out your prospecting materials the night before. Block out specific time in your calendar for crucial tasks and treat those appointments with yourself as sacred. Minimize distractions when you need to focus.
4. Schedule It and Honor It: If it’s not on the calendar, it doesn’t exist. Be realistic about what you can achieve, but schedule those important activities and stick to them.
5. Find Your Accountability: Tell someone what you’re committed to doing. Partner with another broker, manager, recruiter, or agent to check in with each other. Sometimes, just knowing someone else expects you to take action is a powerful motivator.
6. Celebrate Small Victories: Acknowledge your progress, no matter how small it seems. Did you make those five calls? Did you complete that first step of your CRM research? Give yourself a pat on the back (maybe even a small reward!). Positive reinforcement keeps us moving forward.

Look, we all have days where “doing” feels impossible. But in the competitive world of real estate, especially right here in this market, staying stagnant isn’t an option. We owe it to ourselves, our teams, and our clients to take action on what we know.

So, I’m asking you – and myself – what’s one thing you know you need to do this week that you’ve been putting off? Let’s commit to taking that first step. Let’s stop just knowing and start actively building the success we envision.

What’s your “one thing”? Share in the comments below – let’s hold each other accountable!