Losing momentum is the fastest way to kill your real estate career… or is it?
It took me exactly 19 years in business to realise what I now refer to as the greatest career myth in real estate.
If you’re on the real estate career path like I have been the past two decades, you’ve probably heard the word Momentum come up in conversation at some point.
It was drummed into me from a very early time in my career that losing momentum in real estate was a huge no-no. “That’s the fastest way to setting you back and possibly damaging your real estate career” they would say. “The goal is to keep up momentum at all costs, because if you lose it, clients will go elsewhere and so will your income.”
And so, I firmly set the belief that in order to be a successful real estate professional, I would need to make sure the wheels were constantly turning. In this game, rest came at a cost and I simply wasn’t prepared to wear it.
After all, once you have momentum, everything comes easier, right? THIS is the road to a successful career in real estate.
Business flows, your profile expands, sales increase and you have that overall sense that after all this time, the plane is finally up in the air and flying on autopilot. (kinda)
Building, gaining and maintaining momentum has long been the name of the game because once you’ve got it, the trajectory finally starts to look healthy.
But … only to the point where you start to burn out.
The trouble with momentum is it’s really a double edged sword.
You work hard to get it, but maintaining it is a whole other skillset that we as professionals seemingly need to master in order to keep the wheels turning.
We are conditioned to believe that losing momentum in our industry is a career-killer, but I’m here to tell you otherwise.
About 2 years ago, I was feeling incredibly burnt out from what most of us in the industry at the time remember as possibly the most stressful time in our careers to date.
The Covid-19 Property Boom.
To the outside world, it seemed that us real estate professionals were on top of the world, basking in the fruits of the booming property market and smiling all the way to the bank.
But those in the industry know of a slightly different tale.
Yes, we were making money, but we were also stressed out of our minds.
The unprecedented and unforeseen workload pushed us well beyond our limits but like all noble real estate agents will tell you - you just suck it up and make hay while the sun shines. That’s how this industry works.
And so that is exactly what we did.
This was our time to shine.
Buyer’s Agents and Seller’s Agents were in a frenzy to keep up with the demands placed upon us by panicked buyers looking to get a seat at the table to a property - any property, and the overwhelming demand to keep up the stock levels was every selling agent’s greatest challenge.
List, sell, repeat.
Or for Buyer’s Agents like me, it looked more like…
Buy, hunt for more stock, buy, next client.
I remember the pressure to buy being intense, but at the same time, guiding a trigger-happy client through a process that ensured they made the right decision and not a rash one was challenging to say the least.
It’s no secret that us agents make our money in the boom times to cover the slower periods and so we make it our mission to work hard whilst the work is there.
But when I spoke candidly to some of the agents I know on a more personal level, it was obvious to me that this time in the industry affected us deeply, and not necessarily in a good way.
Claims of PTSD and burnout were commonplace, but heaven forbid we admit this to the public, or even to ourselves.
My own experience of this time was heightened by the tragedy of losing both my pugs within 4 months of each other and I guess it was obvious that my stress levels had reach their peak when my hairdresser discovered I had lost a whole section of hair to what I’m now thankful was an isolated bout of alopecia.
Post covid boom, it was clear I needed time out, and I mean, a proper rest. Not just a full two-day weekend.
But the instant this thought came to mind, that word Momentum shot to the forefront.
I couldn’t possibly jump off the gravy train now.
Could I?
I’d built up so much momentum.
In June 2022, I bit the bullet and took two months off from real estate, travelling to Singapore, New Zealand and Melbourne.
You’re tired, exhausted and need a break, but that little real estate devil on your shoulder is telling you to suck it up princess.
I know all of us in the industry are faced with this first-world real estate dilemma at some point and we have to decide whether we do in fact suck it up and keep the gig going, or, we do what we know in our soul to be the right thing - to prioritise our health and take that much needed time off.
Seeing these words written in front of me, it is obvious what one should do, but in that moment of contemplation, it’s easy for us to go back to the status quo of choosing our career over health.
I know I have … many a time.
There’s no doubt the hustle culture is heavily ingrained and given the nature of real estate, it’s easy to feel guilty for taking time off when you know there is still business around.
But I’m thankful I chose the latter.
About a quarter of the way through 2022, I made the very conscious (and scary) decision to close my client book and take a whole two months off in June and July.
But I didn’t just do nothing. Rather, I shifted my mental load completely away from the game of real estate and set out on some travel adventures.
I went to New Zealand, Singapore and I took my sister and niece on a bucket list trip to Melbourne we had been planning since my niece was 4.
It was the best decision I made.
And you know what, I never lost momentum.
Instead, I gained a fresh start and a clear head.
Saying No to new business in order to take clear time out was difficult, but the mental health benefits I gained from drawing that line in the sand and prioritising Me were tenfold.
When I was ready to be a Buyer’s Agent again, it wasn’t long before clients were booking in to work with me, and that momentum thing started to kick-off again.
You see, the beauty about real estate is it’s all a timing thing.
Clients come to you when their timing is right, so why shouldn’t we flip the narrative and allow new business when our timing is right?
If you have built a name for yourself then you will surely have a database of clientele who will continue to refer and recommend you. You’ve probably also learned a thing or two about marketing and personal branding, and if you really understand how this business works, you will know to keep money aside for a rainy day (or in our case, a slow period).
All of this forms the basis for you having the ability to step out of the game momentarily if and when you need to.
The trick to it all is having the FAITH to know that there will be business waiting for you on the other side.
When you have the courage to work on your own timetable and set boundaries that both complement your career success AND prioritise your well-being, the universe will help out. Have faith that momentum will always be waiting in the wings when you are rested and ready to fly yet again.
And so, I believe I discovered the greatest myth of my career. There really is no such thing as losing momentum. It’s a scare tactic used to keep you constantly in the game. If you’ve put in the work and done the hard yards, momentum will always be there.
Knowing this, I’m no longer afraid to take time off when I need it in fear of losing momentum and sabotaging my success.
I know that real estate will always be waiting for me upon my return, if I choose to.
Discovering new truths about your career in real estate.
And if like me, you’re ready to start accepting new truths about real estate and take your career to the next level of success, my online Masterclass - The Polished Professional may just be the push you need. You can check out the curriculum here.
ABOUT THE AUTHOR
Wendy Russell writes about the highs and lows of a career in real estate. She is a self-made woman and Independent Buyer’s Advocate based in Brisbane Australia, representing busy professionals in luxury home purchases.
