WTH - Getting Started in RE Without A SOI

Starting from Scratch: How I Built a Thriving Real Estate Career Without a Sphere of Influence

When I began my real estate journey over 25 years ago, I didn’t exactly scream “future top producer.” I was fresh out of college, armed with enthusiasm, a questionable wardrobe, and a social circle that mostly revolved around Hurricane Harry’s and The Dixie Chicken—great for a Friday night, not so great for finding homebuyers.

The First Assignment

On my first day of training, the instructor gave us a seemingly simple task: “Go home and make a list of everyone you know who might buy, sell, or refer real estate business to you.”

I sat down, pen in hand, and…crickets. A week later, I turned in a list of 10-12 names, and I’m pretty sure a couple of them were fictional.

Meanwhile, my classmates showed up ready to dominate:

  • One woman had over 200 names, thanks to her husband’s job at the university.

  • Another brought a list of 200+ clients from her previous gig at a jewelry store.

  • And then there was Glen. Glen had 700+ names! He was a city employee, a church leader, and a high school referee. If social circles were currency, Glen was Warren Buffett.

I looked at my tiny list, saw their massive ones, and thought, “Well, this is going to be embarrassing.”

The Passion Factor

There’s a saying: “It’s not what you know, it’s who you know.” At the time, I didn’t know much about real estate, and I didn’t know many people. What I did have, though, was passion—a drive to learn, to work, and to succeed.

And here’s what I’ve learned: passion trumps the size of your sphere. Every. Single. Time.

Where Are They Now?

  • Glen: With his enormous sphere, Glen started strong. But after six months, he realized real estate wasn’t his thing. He left to work at his church, where he found his true calling.

  • Me: Despite my barely-there list, I led our group, earned Rookie of the Year, sold 62 homes, and won the prestigious Centurion Award (an achievement only 2% of agents ever reach) in my very first calendar year.

Why Passion Beats the Odds

I’m not sharing this to brag but to emphasize a point: passion is a game-changer in real estate. It pushes you to learn, to take risks, and to put in the effort—even when the odds aren’t in your favor.

Here’s what passion did for me:

  • It made me proactive. I couldn’t rely on a sphere, so I learned how to generate leads from scratch.

  • It kept me resilient. Rejection didn’t scare me; it motivated me.

  • It fueled my growth. I became obsessed with mastering my craft, from scripts to negotiations to understanding the market.

What This Means for You

If you’re sitting there thinking, “I don’t have a massive sphere of influence,” let me tell you—you don’t need one. What you need is:

  • A willingness to learn.

  • A strong work ethic.

  • And, above all, passion.

Why Join Us?

At our brokerage, we’re not just looking for people with long contact lists or flashy résumés. We’re looking for people who are passionate, driven, and ready to build something extraordinary. Here’s how we’ll help:

✅ World-Class Training: Learn how to generate leads, close deals, and build your business from the ground up.
✅ Mentorship: Get guidance from experienced agents who’ve been in your shoes.
✅ A Collaborative Culture: Surround yourself with like-minded professionals who want to see you succeed.
✅ Opportunities to Shine: Whether you’re starting with 700 names or just 7, we’ll help you turn your potential into results.

Are You Ready to Build Your Legacy?

Your success in real estate isn’t determined by who you know—it’s driven by your passion, your grit, and your willingness to grow.

If you’re ready to turn your passion into a thriving career, let’s talk. Together, we’ll help you write your own Rookie of the Year story.

Call us today, and let’s get started!


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