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.
It’s about doing the same smart things over and over. Consistency outperforms intensity.
If the seller isn’t motivated, or the price isn’t right, nothing else matters.
Hard work helps, but without structure, you’ll drown in chaos.
Ego blocks growth. Openness fast-tracks it.
Scripts matter—but not as much as what’s going on between your ears.
They don’t want your resume—they want to believe you can solve their problem.
Chasing strangers is fine. But nurturing relationships builds a business that lasts.
It doesn’t “work” overnight. But it compounds over time—if you don’t quit.
Stop waiting to feel ready. Be real, be visible, be consistent.
Buyers and sellers don’t care about square footage. They care about story.
Every agent has their version of 2008. Those who adapt, win.
Texting is fine, but real conversations create real trust.
Remove fear, answer the unspoken question: “Will I regret this?”
If you’re doing $10/hr work, your $1,000/hr vision is slipping away.
Rested agents make better decisions. You don’t need to earn exhaustion.
Avoiding conflict kills deals, teams, and trust. Say the hard thing, with heart.
Stop waiting to feel ready. Do something, then the energy follows.
You’re not here to impress. You’re here to uncover pain and offer clarity.
Clients may not remember your stats, but they’ll remember how you made them feel.
Activity isn’t progress. Check your scoreboard, not just your calendar.
Real estate is wild. You need anchors.
Winners pivot. Losers wait.
Freedom doesn’t come from winging it—it comes from repeatable structure.
Neglecting them is like planting a garden and never watering it.
Act accordingly.
Confidence comes from clarity. Know your market better than anyone.
If you’re just “another agent,” price becomes the only value conversation.
Tap into feelings first. Then back it with facts.
Boundaries build respect. Lack of them builds resentment.
If you see yourself as a top producer, your actions will follow.
What worked 10 years ago won’t work today. Stay a student.
Chase the dream—but keep your soul, your health, and your people intact.
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.