#GoToYALE: 25 Lessons From 25+ Years in Real Estate

Here's a question I've been thinking about...

Years ago, a newer agent sat down with me and said they wanted a career modeled after mine. After I finished laughing, I explained why that might not be the best idea.

No two careers are going to look the same. A career that started in 1998 is going to function very differently from one that starts in 2027. Mine started with a pager! This agent was starting with AI. But it got me thinking: What really made a difference in my career? Which lessons still hold true regardless of technology? So I put together a list of 25 things and told the agent to #GoToYALE. This week, I thought I'd take a break from being long-winded and share them with you.

Yale's Top Career-Changing Advice

1. Get your business structure right early. Talk to your CPA about whether a PLLC or another structure makes sense. Don't wait until you're earning $250K to think about it.

2. Use your GD CRM. I don't care which one, but make it your best friend.

3. Identify your top 20 “Ride or Die” clients. Then RIDE them. Evaluate/revise annually.

4. Hire a TC. Shut up. Yes, it costs money. Yes, you could do it on your own. Do it anyway.

5. Don't be afraid to brag. People like to work with winners. Just don't be an asshole.

6. Open a retirement account that works for your situation. Fund it EVERY. SINGLE. CLOSING. Start small, even $200. Your future self will thank you.

7. Have a separate business checking/savings account. NEVER commingle.

8. Get an airline rewards credit card. Pay it off monthly. Use it for business, always. First class tickets are nice.

9. Find your price niche. Work it. It will change as prices go up; you will follow.

10. Invest in marketing that works. Track the results. Your ego is not a marketing strategy.

11. Answer your damn phone. Put on a smile before you answer. Trust, it helps.

12. Never be shy to give the hard/blunt advice. That is what they are paying you for.

13. Farm a neighborhood. Feed it, tend it, watch it grow and partake in the fruits for years.

14. Align with a charity you love. Join the board. Donate time and treasure.

15. Go to the gym at least 3 times a week. Drink LOTS of water. Moisturize.

16. Help another agent. They will return the favor someday.

17. Tell EVERYONE you are a full-time, active Realtor. Again and again and again.

18. Client events. Find your groove, but do it. Clients meet other clients and talk about you.

19. Never underestimate the power of a handwritten note, birthday card, or an occasional attaboy.

20. NEVER fear going out on a limb. The fall isn't nearly as far as your haters think. Plus, if you fall, you'll land on their heads, and that's the most satisfying thunk.

21. Get over yourself and get on camera. People trust people they see.

22. Keep a HOT list: the buyers and sellers you're determined to convert into clients over the next six months. Review it weekly and work it relentlessly.

23. Show up for your business every day. Office, home or coffee shop, I don't care. Professionals have a schedule. Hobbyists have excuses.

24. Never, ever, ever lie. Even when it is uncomfortable.

25. NEVER apologize for the money you make. Ask for more. YOU DESERVE IT.

Twenty-eight years, more than a thousand homes sold, a few spectacular mistakes and more lessons than I can count. These are 25 things that made a difference in my career. Some may work for you. Some may not. Take what fits. Leave what doesn't.

But whatever you do, build a career that's yours.

So to answer the question I have been thinking about… Would I do it all again? You betcha.

Nicholas Yale

Designated Broker/Owner | Brokers Hub Realty