The Two Worlds of “Extra.”
My professional life exists in two very different worlds. In one, I’m a college instructor, navigating classroom discussions and on occasion the “extra credit” opportunity. In the other, I’m a business consultant, working with high-performing recruiters, real estate agents, and the CEOs who lead them. Yet, I’ve noticed a surprising and powerful parallel between the two. The thrill a student feels from earning a bonus point is the same energy that fuels a top-producing agent who closes a difficult deal through sheer extra effort.
The parallels are incredible. The lessons I see play out in my classroom are the exact same ones I see in a top-producing brokerage.
The Upside: The ROI of Going Above and Beyond
In both college and business, the appeal of going above and beyond is simple and powerful. It’s about more than just a win; it’s about the return on your investment of time and energy.
- It’s a Direct Path to the Top. In my class, that bonus report can be the difference between a B+ and an A. In your brokerage, that late night spent perfecting a listing presentation or that weekend training a new agent can lead to a promotion, a higher commission split, or a leadership role. This is how top performers create their own opportunities.
- It’s How We Master Our Craft. When I give an extra credit assignment on a topic we only briefly touched on in class, I see students dig in and learn something new. The most successful agents do the same. They put in the extra time to get an advanced certification, attend a masterclass, or mentor a junior agent. They aren’t just selling houses; they’re becoming subject-matter experts.
- It Builds Your Reputation. Think of the student who consistently goes the extra mile. I know who they are, and I can trust them with more responsibility. The same is true for a recruiter or a broker-owner. The agents and recruiters who invest extra effort are the ones who get the best leads and the biggest opportunities. They’ve proven their commitment.
- It’s Your Safety Net. We all have an off day. For a student, a high score on an extra credit project can soften the blow of a bad midterm. In business, a history of consistent, discretionary effort can be your professional safety net. If a deal falls through or a campaign underperforms, your track record of hard work and commitment is your best defense.
The Downside: The Hidden Cost of “Extra”
While we love to celebrate the go-getters, we have to be honest about the potential downsides of a culture obsessed with “extra.” This is where many businesses fail.
- It Can Devalue the Core Work. I’ve seen students who focus so much on extra credit that they neglect their core assignments. This is a huge risk in real estate, too. If you’re constantly busy with “extra” projects—networking events, side hustles, new tech—but your core business of serving clients and closing deals suffers, what’s the point? High-level performance is built on a solid foundation, not just on flash and sizzle.
- It’s Not Always Fair. Not everyone can “do extra.” In my classroom, some students have full-time jobs or family obligations that make it impossible to take on an optional project. In your world, it’s the same. A parent with a sick child or an agent with a second job might be just as talented and dedicated, but they simply don’t have the bandwidth to put in extra hours. When a company’s culture starts to expect “extra” as the norm, it can create a seriously unequal playing field.
- The Path to Burnout. The student who takes on every extra credit assignment is at high risk of burning out before finals. The high-performing agent who never unplugs and is always chasing the next deal is on a direct path to burnout. That’s a lose-lose for everyone. Burnout leads to mistakes, poor performance, and eventually, turnover.
Finding the Sweet Spot
My dual roles have taught me that “extra effort” is a powerful tool, but it’s not the entire strategy. For students, it’s a way to demonstrate passion, not a crutch to avoid hard work. For business clients, it’s about being strategic with their effort—using it to stand out, but not at the expense of their core business or their well-being.
The real win isn’t about chasing a grade.
It’s about building a culture—in the classroom or the office—that celebrates and rewards high-quality core performance, while valuing and empowering truly exceptional, sustainable “extra” effort. It’s about building a system where everyone can win, not just the ones who can afford to play the extra credit game.
This really shifted my perspective on extra credit. Unfortunately, I was unable to attend the first Real Estate Association meeting because I have another class from 7:00 to 9:50 p.m. on Wednesdays. I really hope I still have the opportunity to get involved. I do have many night classes because I work the rest of the day, but I learn a lot from having to balance everything! I used to care so much about my grades that I would neglect the learning. Now, I’ve learned that grades means nothing if you don’t learn anything. Everyone should have the opportunity to learn regardless of their circumstances.