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How to take your real estate business from chaos to confidence

business strategy target market Jul 20, 2025

How I went from spinning my wheels to cruise control in my real estate business. 🛞

Have you ever felt totally unprepared?

That "I have no clue what I'm doing" feeling?

I have. Many times..

When I was starting out as a mortgage banker, I felt this way constantly.

Because I didn't have much business, I would chase any lead and try to partner with any Realtor who would listen.

Guess what that lead to?

The most random prospects with totally unique situations followed by a whole lot of "I'm not sure, let me check on that" from me.

It felt like every day I was doing so much just to keep my head above water and I could never get ahead. I was spinning my wheels going nowhere.

Each week, my strategy was to do more. More calls, more appointments, and more lead gen - hoping to get some traction.

It was what everyone else was doing so it's what I tried.

After a few years of struggling to get consistency in my business, I decided to make a change.
  

From Chaos to Clarity to Confidence

When you try to work with anyone, anywhere, it's almost certain that you'll have chaos in your business.

Every client adds a layer of complexity and it's really difficult to build any momentum because you're always putting out fires and trying to force deals to the closing table.

This is because there's little in common between the clients.

They are in all sorts of locations and all sorts of situations.

You don't have a chance to really get going in a specific direction with your business.

Of course, this is the normal way people start in their real estate business because they are just trying to get paid and don't feel like they've got the luxury to be picky with who they work with.

It also feels like what you're supposed to be generous and help all people that come your way.

But when you try to serve everyone, it's not generous. It's unfocused.

And most agents never make it out of the "work with anyone" phase.

So what do you do?

You gain clarity and control of your business by getting really good at solving the problems of a very specific group of people.

This also builds momentum in your business as you stop taking one step in every direction and start taking every step in one direction.

Your efforts start to be aligned, your clients start to become more similar, and you can build systems to more efficiently manage your business.

For me, this happened as I started to research the local real estate market.

I started writing short emails about our local market and sending them to all the Realtors in my database.

I certainly didn't know much about the market when I started, but I shared what I had learned from the data I could find.

Over time, the agents who were into the numbers and valued local market insights gravitated to me. 

They also became my target market - the Realtors I focused on working with.

I stopped chasing everyone and started attracting those who appreciated the value I brought to the table.

On top of that, they usually worked with clients that appreciated the insights I could provide.

This reinforced the Realtors' focus on referring clients to my team.

Overall, the market clarity I gained from the stats and my strategy to generate referrals from the agents who valued my expertise gave me confidence.

And the whole thing snowballed into a well-oiled machine.

We were running so well that I was able to earn my doctorate and start The Market Distillery while my team consistently ranked in the top 25 out of over 1,000 loan officers at the bank.

 

The bottom line 💡

If you're just getting going, stuck, or looking to evolve your business into something special, the first place to start is to get clear about who you'd like to work with.

This may be people in a geographic area that you become an expert in.

Or maybe it's a segment of the market that you resonate with based on your past experiences.

If you want to find your target market, ask yourself: what experiences have you had that allow you to better serve a segment of the market?

The path you've taken in life and your interests give you unique expertise that is incredibly valuable.

Not to everyone. But definitely to your ideal clients.

This is something we worked through at my last coaching mastermind.

But figuring out a target market and having the courage to commit to it isn't easy. 

Surrounding yourself with a group of agents who are dedicated to mastering their market helps.

If you want to become a Market Insider along with another 90 Northeast Florida Realtors, you'll have an opportunity to do so August 13th at 8AM. Just add your name to the waitlist.

You've got this! 🚀

Dr. Alex Stewart
Founder

Realtors, want help understanding the local market? 🚀

What if you could anticipate how your local market would change in the coming months? Do you need help handling client questions about the market? Are you looking for a way to grow your business?

Join an exclusive group of Northeast Florida Realtors leveling up their market IQ and growing their business through local market insights. Never feel lost in the market again.

Rated 9.8 out of 10 for value to their business by my members.

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