Business Coaching
Small Business Growth
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32 Years, 32 Lessons
Don Jacks
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32 Lessons in 32 Years: What Real Estate—and Life—Has Taught Me
By Coach Don Jacks
After 32 years in real estate, one thing is clear: success doesn’t come from a single moment. It comes from patterns, pivots, and the willingness to keep showing up. I’ve closed hundreds of deals, coached thousands of hours, and watched agents rise, fall, and rise again.
Here are 32 truths—real lessons that matter—each one earned through the trenches of real estate, business, leadership, and life.
1. Success is boring—but it works.
It’s about doing the same smart things over and over. Consistency outperforms intensity.
2. Price and motivation are everything.
If the seller isn’t motivated, or the price isn’t right, nothing else matters.
3. You can’t outwork bad systems.
Hard work helps, but without structure, you’ll drown in chaos.
4. Coaching is a shortcut—but only if you’re coachable.
Ego blocks growth. Openness fast-tracks it.
5. Real estate is 80% mindset, 20% strategy.
Scripts matter—but not as much as what’s going on between your ears.
6. People hire confidence.
They don’t want your resume—they want to believe you can solve their problem.
7. Database > leads.
Chasing strangers is fine. But nurturing relationships builds a business that lasts.
8. Marketing is momentum.
It doesn’t “work” overnight. But it compounds over time—if you don’t quit.
9. Video beats perfection.
Stop waiting to feel ready. Be real, be visible, be consistent.
10. It’s not about the house. It’s about the life they want next.
Buyers and sellers don’t care about square footage. They care about story.
11. Hard seasons reveal true grit.
Every agent has their version of 2008. Those who adapt, win.
12. Conversations create closings.
Texting is fine, but real conversations create real trust.
13. Buyers have to feel safe before they say yes.
Remove fear, answer the unspoken question: “Will I regret this?”
14. Leverage is not a luxury—it’s survival.
If you’re doing $10/hr work, your $1,000/hr vision is slipping away.
15. Burnout is not a badge of honor.
Rested agents make better decisions. You don’t need to earn exhaustion.
16. Most people are one tough conversation away from a breakthrough.
Avoiding conflict kills deals, teams, and trust. Say the hard thing, with heart.
17. Motivation comes after movement.
Stop waiting to feel ready. Do something, then the energy follows.
18. The listing presentation isn’t a performance—it’s a diagnosis.
You’re not here to impress. You’re here to uncover pain and offer clarity.
19. Your vibe matters.
Clients may not remember your stats, but they’ll remember how you made them feel.
20. Stop chasing “busy.” Start chasing results.
Activity isn’t progress. Check your scoreboard, not just your calendar.
21. Faith, family, and focus keep you grounded.
Real estate is wild. You need anchors.
22. Every market has opportunity—if you know where to look.
Winners pivot. Losers wait.
23. Systems set you free.
Freedom doesn’t come from winging it—it comes from repeatable structure.
24. Your past clients are future gold.
Neglecting them is like planting a garden and never watering it.
25. You’re not just selling homes. You’re leading people through major life shifts.
Act accordingly.
26. Learn your local numbers. Own the data.
Confidence comes from clarity. Know your market better than anyone.
27. Don’t compete—differentiate.
If you’re just “another agent,” price becomes the only value conversation.
28. Emotion sells. Logic confirms.
Tap into feelings first. Then back it with facts.
29. You teach people how to treat you.
Boundaries build respect. Lack of them builds resentment.
30. Your identity shapes your results.
If you see yourself as a top producer, your actions will follow.
31. Reinvention is required.
What worked 10 years ago won’t work today. Stay a student.
32. The real win? Building a business that doesn’t cost you your life.
Chase the dream—but keep your soul, your health, and your people intact.
Final Thoughts from Coach Don
You don’t last 32 years in this business by accident.
You last because you learn, evolve, and show up for people—again and again.
If you’re in real estate, leadership, or business… I hope one of these lessons meets you where you’re at today. Take what hits, ignore what doesn’t. And remember: you’ve got this.
Let’s keep going.
