The #1 agent in my market does 3 things brilliantly and 5 things terribly. After 30+ years as a top 1% producer, I spent 60 days reverse-engineering their business model—marketing, listings, pricing, and even called them as a client. What I discovered will change how you think about competition and success in real estate.
The 3 Genius Moves
- Geographic Farming:
They dominate 3 neighborhoods with 60-70% market share, mailing every month for 8 years. Consistency and focus = 15-20 listings per month. - Systematic Referral Process:
Every closing gets a gift basket and a follow-up for referrals. 40% of their business comes from referrals—because they ask, not hope. - Pricing Strategy:
They price homes 5-10% below market value to create bidding wars and multiple offers. Listings sell in days, not months.
The 5 Costly Mistakes
- No Lead Qualification:
They take every appointment, even with unqualified sellers. I qualify every lead before meeting. - Terrible Follow-Up:
They don’t follow up consistently. I use a 12-touch sequence that converts 35% of leads. - Underpricing Services:
They charge 5% commission when they could get 6%. On 100+ deals, that’s $400,000 lost per year. - No Systems for Scale:
They handle everything personally, limiting growth and burning out. I use systems to handle 200+ deals without 80-hour weeks. - Ignoring Online Presence:
Their website is outdated, and they have no social media strategy. In today’s market, that’s leaving money on the table.
How to Apply This to Your Market
- Identify your top competitor and study their strengths and weaknesses
- Model what works—geographic farming, referral systems, pricing strategies
- Find their vulnerabilities—poor follow-up, bad online presence, underpricing
- Implement and improve: Make their best strategies better, turn their weaknesses into your strengths
The Takeaway
Competition should motivate you, not intimidate you. Your competitors are your best teachers—study them, learn from them, and then surpass them.
Watch the full video here: https://www.youtube.com/channel/UC7-KRBzoNj0zYzHIti2_YBA