Mid-Year Business Check-up: Is your real estate business on track?

By Stephanie Goedl
July 10, 2026

Summer is the perfect halfway point to evaluate your goals and check in to see if your real estate business is on track to achieve them. If not, this is the time to either adjust those goals or tweak the activities that will move you toward them. This requires an honest assessment of all aspects of your business.

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Review Production Numbers

Start with an overview of your business, beginning with how much money you’ve earned so far this year. From there, break it down by the number of listings you took, listings sold, buyers you worked with, and buyer transactions. Include any rental transactions, separating them by rental listings and tenant placement. Assign the amount earned to each of them.

What’s in your Pipeline?

Your pipeline consists of prospective buyers and sellers you are working with. You must have a clear understanding of where they are in the buying or selling process. Will they be ready to go in a week, a month, or a year? Identify what they need to do to be ready to move to the next stage. This will help you nurture and guide them while developing a relationship. Having a clear understanding of your pipeline will help you predict future revenue.

Identify Lead Sources That Convert

Once you have an overview of your earnings year-to-date and the type of transaction associated with it, it’s time to take a deeper dive into how you got there. Write down the initial source for each of those transactions. Was it from your phone calls, walking your farm, a networking event, a conversation in the grocery store, a social media post or ad, or a referral? If it was a referral, was it from a family member, a friend, or a past client? Match each lead that resulted in a closed transaction to its activity. This will give you a clear picture of which lead sources are generating income. You’ll also want to identify the lead source for each prospect in your pipeline, as you’ll need that information when you repeat this process in six months.

Create a Roadmap for the Second Half of the Year

Now go back to your goals to see whether your current activities will get you there. Identify the activities that will generate leads to keep you on track to reach those goals. The key is to put those activities on your calendar and stay laser-focused on them. This will be your roadmap for the rest of the year. Share your goals and that roadmap with someone who can be your accountability partner. Stay the course, and you’ll be celebrating come December 31st and beyond.

Stephanie Goedl

About the author: Stephanie Goedl is Chief Operating Officer and Broker/Owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services we provide contact us at 714.626.2000 or Careers@C21Discovery.com.

Harness the Power of Social Media

By Suzy Lins
April 24, 2026

Most people don’t realize that real estate agents are independent contractors who must manage all aspects of their career and run it as a small business. They act as a marketer, negotiator, transaction coordinator, and trusted client advisor, all while ensuring they are compliant with industry regulations. Some agents are part of a team and can delegate, and others hire people to assist in specific areas.

Plus, a big portion of their job is finding their next client. This is where social media can come into play, and it’s also where I see agents miss the mark. But with just a few tweaks, an agent can harness the power of social media to their advantage.

Photo courtesy of Canva Pro

CONSISTENCY

You don’t have to post on social media every day, but you do need to show up regularly. Pick a posting rhythm that works for you. Whether that’s 2–3 times a week or once a week, the key is staying visible. Also, social media isn’t about going viral; it’s about staying top of mind. Because when someone is ready to buy or sell, they think of the agent they see consistently.

ENGAGEMENT

Keep the ‘social’ in social media. If someone takes the time to comment on your post, send you a message, or even just react, respond to them. The more you engage, the more the platform pushes your content out, and the more potential relationships you can nurture and build. And at the end of the day, that’s what our business is all about.

AUTHENTICITY

You don’t need professionally produced videos or perfectly curated posts. People connect with you, your personality, your knowledge, and your perspective. Share helpful tips, market insights, behind-the-scenes moments, or even just a quick check-in. Authenticity always outperforms perfection.

FINAL THOUGHTS

Think of social media as a long game. You may not get a lead from your next post, but over time, you’re building trust, credibility, and familiarity. And that’s what turns followers into clients.

Suzy Lins

About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery and a Business Etiquette Consultant. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

Common Mistakes Sellers Make 

By Joe Lins
March 31, 2026

Home sellers often make mistakes that delay or derail sales. Here are common pitfalls and ways to avoid them. If you’re an agent, bookmark this page and share it with your next seller.

House with For Sale sign in front.
Photo courtesy of Canva Pro

Overpricing

An overpriced home will sit unsold. The more days on market, the more potential buyers wonder what’s wrong with the property. Also, buyers have been trained not to make low offers. If they don’t see the value in the price being asked, they won’t write an offer at all. Sellers need to review the comps (comparable properties) with their agent, ask questions about the marketing strategy, and listen to the agent’s recommendations.

Skipping professional photos

This mistake actually falls on the real estate agent, unless the Seller hired an agent who does not use professional photos for their listings – then it’s the Seller’s mistake. A professional photographer knows how to capture the home at its best, as well as photograph tight spaces (think bathrooms) that an amateur with a cellphone camera can’t. Professional photos will showcase the home in the best possible light.

According to the National Association of REALTORS® 2024 Profile of Home Buyers and Sellers report, the home-buying process for many began online, with 43% of buyers indicating that their first step was to look for properties online. The report states that 100% of buyers used the internet at some point during their home search, making photos an integral part of the online search process.

Sellers need to ask the agent at the listing appointment if they will be using a professional photographer. If not, find one who does.

Not decluttering enough

Unless you live in a minimalist home, your agent will likely advise you to declutter. This can be a challenge for some because they don’t know where to start or where to put all their stuff. Talk to your agent about strategies to support decluttering. Decluttering a home will make it feel more open and spacious, making it more attractive to buyers. Plus, a decluttered home looks better in photographs.

While decluttering is essential, professional staging is not. Decluttering opens up the room, and staging tends to present a single idea. Depending on the marketplace, an empty room allows the Buyer to build their own dream.

Letting emotions drive decisions

Selling a home and moving can be one of the most stressful life events. There is a lot of emotion involved, especially if you’re selling a family home. As difficult as it may be, Sellers need to avoid letting their emotions drive their decisions. I counsel Sellers to focus on where they are going instead of what they are leaving behind. Understanding this before the house goes on the market and being able to step back and recognize those emotions will help when it comes time to make decisions.

Not hiring a professional

All the mistakes above can be avoided if you hire a professional REALTOR who knows what they are doing. You want someone who will coach and guide you through the process.

Joe Lins

About the author: Joe Lins is President, CEO, Broker and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

3 Simple Ways to Show Your Real Estate Clients Some Love This Valentine’s Day

By Joe Lins
January 21, 2026

This is the time of year to show your real estate clients and sphere of influence some extra love. Here are three simple ways to show your appreciation and continue to provide value to them long after the transaction has closed.

House made of paper with someone adding a red heart to the chimney.

Help Your Clients Prepare for Tax Time

Send your recent clients a copy of their closing statement from last year’s transaction. This is a great chance to reconnect with a past client. Sending them a copy of their closing statement from last year will help them more easily prepare for tax time and also position you as being proactive and helpful. Make sure to include a handwritten note and your business card along with the closing statement. Then follow it up with a phone call to let them know it’s on the way.

Support Their Home Goals with Trusted Vendor Recommendations

Ask about upcoming projects and share your trusted vendors. This is another opportunity to show your value by sharing your trusted vendors for any projects they have planned for the new year. This gesture will help maintain your relationship while also helping them check some things off their ‘To Do List’. To start the conversation, give your clients a call to see how they are doing and ask if they have any special projects planned for the year.

Offer a Complimentary Home Value Check-In

Provide an updated look at their home’s value and equity. Homeowners are often curious about their home’s value, even soon after purchase. This home equity update will keep you top of mind and remind them of your expertise. Ask if they would like a Comparative Market Analysis (CMA) of their home. If they are getting ready to put their house on the market, it will help them determine what their home may sell for. If they aren’t planning to sell, it can help them track their home’s value and their equity. Either way, this could open the door to future conversations.

Whatever type of client appreciation outreach you choose to do this time of year, make sure it’s something that provides value and shows you truly care about the relationship. Which is important in a relationship-based business, like real estate

Joe Lins

About the author: Joe Lins is President, CEO, Broker and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Photo Credit: Photo courtesy of Canva Pro.

3 Things Real Estate Agents Should Do Before the New Year

By Joe Lins
December 26, 2025

The week between Christmas and New Year’s is a great opportunity for real estate agents to get some important work done. Things tend to slow down, inboxes are quieter, and there’s a little more breathing room in the schedule. I’m going to share three simple things you can do during this in-between week that will help set you up for success in the coming year while also creating a less cluttered, more focused start to January.

Photo courtesy of Canva Pro

1. Reach out to your sphere of influence (SOI).
Call your SOI, yes, actually pick up the phone and call them. When they answer, keep it simple. Here are three easy questions to ask:

  • “How was your holiday?”
  • “What are your plans for New Year’s?”
  • “What are you most excited about for the coming year?”

After you ask the question, be quiet and listen. Really listen to what they’re saying and respond with thoughtful follow-up questions. Make the call about them, not you. The conversation may or may not turn to real estate, and that’s okay. This is simply a check-in call to see how they’re doing and where they’re at. These relationships matter, and staying connected without an agenda goes a long way.

2. Clean out your emails.
Use this quiet time to tackle some of the tedious work you avoid all year long. Go through your email and clean it out. If your inbox looks anything like mine, it’s probably bursting with junk. Somewhere along the way, you got added to countless email lists, and now your inbox is paying the price.

As you go through the process, unsubscribe from emails you never read or don’t need. Be sure to stay connected to emails from your brokerage, REALTOR® association, and Multiple Listing Service (MLS). This can take some time, so don’t feel like you have to do it all at once. Set aside an hour or so each day to click that “Delete” or “Unsubscribe” button. You’ll be amazed at how much lighter your inbox feels.

3. Commit to showing up.
A new year means a blank slate. Whether you use a paper planner or a digital calendar, pull it out and start marking important dates now. Add your office sales meetings and any regularly scheduled events that support your business and professional growth. Check your association’s calendar and plug in classes, networking events, and meetings you know you should attend, even if you don’t always feel like it.

Showing up consistently is one of the simplest ways to stay connected, informed, and top of mind. When these dates are already on your calendar, you’re far more likely to follow through. Treat these commitments like appointments with your future self and protect that time.

By putting these simple ideas into place, you will set the tone for the new year and hit the ground running.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Your Holiday Party Survival Guide (for Real Estate Agents)

By Suzy Lins
October 21, 2025

With holiday parties just around the corner, you know it’s coming…the question every real estate agent gets asked: “So… how’s the market?”

Let’s make sure you’re ready with a confident, informed answer that positions you as the local expert – plus a few holiday party tips.

Photo Courtesy of Canva Pro

Do Your Homework

Before you head to your next gathering, carve out some time to check your MLS for the latest market stats. Most MLS platforms let you pull reports by city or zip code showing New Listings, Pending Sales, Closed Sales, Days on Market, and Average and Median Sale Prices.

These reports help you spot trends and compare data year-over-year or year-to-date. If you’re going to a party in a specific neighborhood, reviewing the numbers for that area shows that you really know your stuff. (And honestly, this is great to keep up with all year long!)

Talk to Your Lender

Another question you’ll probably hear: “What are interest rates right now?”

When you check in with your lender, they’ll probably tell you, “It depends.” Rates vary based on credit score, loan amount, loan type, and debt-to-income ratio. Instead of quoting a rate, ask your lender for a good way to respond.

A great go-to answer:

“That really depends on a few personal factors — but I can have my lender reach out to you with the most accurate info.”

This keeps the conversation professional and opens the door for a potential lead.

Bring Business Cards (and a Digital Backup)

Before you head out, grab a few business cards, but remember a key piece of etiquette: wait to be asked before handing them out. It’s more natural that way and makes a better impression.

It’s also smart to have a digital business card ready on your phone. Apps and sites like Blinq, HiHello, or Online QR Generator let you create one quickly (and most have free versions). That way, you’re never without a way to share your contact info

Basic Party Etiquette

Good manners go a long way, both personally and professionally. Here are a few quick reminders:

  • RSVP promptly so the host can plan accordingly.
  • Arrive on time — generally within 15 minutes of the start time. Avoid showing up early!
  • Thank your host before you leave, and consider following up the next day with a quick text or, even better, a handwritten note.

These small gestures leave a lasting positive impression, which matters in a business built on relationships.

A little preparation and consideration can turn casual holiday conversations into meaningful connections. When someone at the party is later asked, “Do you know a good real estate agent?”, your name will be the first one that comes to mind.

Suzy Lins

About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery and a Business Etiquette Consultant. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

Five Easy Ways to Stay Connected with Clients This Fall

By Suzy Lins
September 21, 2025

The month of September marks a natural reset for our schedules. Our routines get reestablished with summer vacations over and kids back in school as we look ahead to the holidays. Fall is a perfect time of year to reconnect with past clients and stay top-of-mind. Here are five easy ways to nurture those relationships.

Photo Courtesy of Canva Pro

Seasonal Check-In

Checking in with your past clients and sphere of influence does not have to be elaborate. A simple call, text, or email with a friendly “Hope your fall is off to a great start!” is a great place to start. Keep it personal. Ask how the family, kids, new home, etc., are doing. If the conversation flows naturally to your business, ask if they would like a market analysis of their home or offer a market update of their neighborhood. Providing value without “selling” will allow your relationship to continue to develop.

Back-to-School Community Connection

Fall is the perfect time to position yourself as the go-to person in town. Highlighting local school events, sports schedules, or fundraising efforts shows you are plugged in to the community. Consider becoming a sponsor for a team or event in the area. Your name on a banner or in a program is a great way to show your commitment to the community and also create an awareness of you and your real estate business.

Seasonal Home Maintenance Tips

There are other ways you can show your value beyond the transaction. Consider creating a quick checklist of seasonal home maintenance tips, such as gutter cleaning, HVAC service, or preparing your home for cool weather. This list can be in the form of a postcard, blog post, or a downloadable PDF that you can email or text to your past clients.

Client Appreciation Gesture

There are many low-cost, high-impact things you can give a client to show your appreciation and stay top-of-mind during the holidays. A pumpkin spice baked treat or a note with a gift card to the local coffee shop is a nice nod to the cooler weather of fall. Another idea to kick off the fall season would be to drop off a small pumpkin adorned with a festive ribbon with your business card attached. Simple gestures like these are often the most memorable.

Social Media Engagement

The holidays are the perfect time of year to ramp up your social media. Encouraging interaction and making light-hearted connections on social media is an easy way to engage with your clients and sphere of influence. Share a personal story or tradition your family does this time of year. A fun idea that shows your community spirit would be to spotlight a local pumpkin patch or coffee shop that sells fall-themed beverages. Another idea is to post fall-themed polls asking your followers to share their favorite things to do during the holidays. 

In the end, we all know that this business is about relationships. Small, intentional gestures this time of year will help that relationship grow. Choose one or two of these touchpoints that feel authentic to you and get going. Consistent connection with your clients and sphere of influence now will lead to referrals later.

Suzy Lins

About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery and a Business Etiquette Consultant. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

Fall Selling Season: What Homeowners Should Know

By Stephanie Goedl
August 21, 2025

The transition from summer to fall often signals a shift in the real estate market. With the school year beginning, many sellers put their plans on pause. For the determined or motivated seller, this can actually be an advantage. With fewer homes on the market, their property has a greater chance to shine. At the same time, many casual buyers step back during the fall months, which means those who are still searching are highly focused and ready to make a move.

Here are some practical ways homeowners can help their listings stand out during this time of year:

Curb Appeal Matters More Than Ever

  • Seasonal landscaping: Keep lawns neat, shrubs trimmed, and add simple pops of color with potted mums, marigolds, or pumpkins by the front entry.
  • Exterior refresh: Pressure wash walkways, clean gutters, and add a fresh welcome mat for a crisp, cared-for look.
  • Lighting: With shorter days, good exterior lighting is key. Update porch lights or add pathway lighting to make evening showings warm and inviting.

Inside Staging with a Seasonal Touch

  • Cozy accents: Layer in subtle seasonal touches like throw blankets, warm-toned pillows, or a bowl of fresh apples or a vase with fall foliage to bring in a seasonal vibe.
  • Declutter and neutralize: Keep holiday décor minimal. A few tasteful pieces can add warmth, but too much can distract buyers from the home itself.
  • Maximize natural light: Clean windows, pull back curtains, and add warm lighting to keep spaces bright and welcoming, even on overcast days.

Pro Tips for Agents to Share with Clients

  • Smart upgrades: Small investments such as a coat of neutral paint, a seasonal wreath, or professional staging services can make a big impact.
  • Price strategically: Homes priced realistically in the fall market are more likely to sell before the holiday season begins.
  • Highlight move-in readiness: Buyers motivated to close before year-end—sometimes for tax advantages—are drawn to homes that are clean, updated, and move-in ready.

Fall is often overlooked, but it can be a powerful selling season when approached strategically. With the proper staging, curb appeal, and pricing, a home can stand out and attract motivated buyers who are eager to find the right property before year’s end. If you’re considering selling, talk with a Century 21 Discovery agent for a tailored plan to make the most of this season’s opportunities.

Stephanie Goedl

About the author: Stephanie Goedl is Chief Operating Officer and Broker/Owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services we provide contact us at 714.626.2000 or Careers@C21Discovery.com.

The Real Estate Agent’s Guide to Using Your Phone Like a Pro

By Suzy Lins
July 21, 2025

A real estate agent’s most powerful tool isn’t a flashy website or a stack of business cards; it’s their mobile phone. It’s the lifeline of their business, connecting them to clients, leads, and opportunities at all hours. Yet, surprisingly, many agents aren’t using it to its full potential. In this post, we’ll explore simple and effective ways agents can optimize their phone habits to boost their business and present a more polished, professional image.

Answer Your Phone

As salespeople, it may seem obvious that agents would always answer their phones. Yet in reality, many don’t. Some agents rely solely on texting—and some even include that preference in the remarks section of their MLS listings. But in a relationship-based business like real estate, relying only on non-verbal communication is a missed opportunity. The tone, urgency, and emotion in someone’s voice can provide valuable context you won’t get from a text.

Then there are agents who won’t answer calls from unknown numbers. But how many potential leads are being missed simply because someone didn’t recognize the number? Most smartphones now label spam or telemarketing calls, so let technology work for you. A professional answers their phone, or, at the very least, returns the call promptly.

Your Outgoing Voicemail

When someone reaches your voicemail, what do they hear? Does it reflect the professional image you want to project? Take a moment to call yourself from another phone and listen.

A strong outgoing voicemail should include:

  • A friendly greeting
  • Your full name
  • Your brokerage name
  • A prompt for the caller to leave a message
  • (Optional) A timeframe for when they can expect a callback

Be mindful of your recording environment as well. Background noise can be distracting and sound careless. Avoid recording near busy streets, construction sites, or loud indoor spaces.

Your Voicemail Box

Few things are more frustrating than reaching someone’s voicemail only to hear, “This mailbox is full.” It signals disorganization and a lack of follow-through, two qualities you don’t want associated with your business.

Clean out your voicemail messages regularly. And remember: on many phones, deleted voicemails also need to be cleared from the “Deleted Messages” folder to truly free up space. Take a minute to test your voicemail and ensure everything is working properly.

Where Are You Making Your Calls?

Be aware of your surroundings when making or answering business calls. Background noise, whether it’s a sporting event, a crowded restaurant, or street traffic, can make you sound distracted and unprofessional.

If you need to take a call while you’re out and about, it’s okay to answer and politely ask to call back from a quieter location. This not only shows respect for your caller but also helps maintain the quality and focus of your conversation.

Also consider your client’s privacy. Avoid discussing sensitive details in public spaces or where conversations could be overheard. A little awareness goes a long way toward building trust and maintaining professionalism.

The bottom line is, your phone is more than just a tool for your business, it’s a reflection of your brand. Being intentional about how you answer calls, manage your voicemail, and communicate on the go will set you apart as a polished professional real estate agent. Small habits can make a big impression, and in this business, that impression could be the difference between winning or losing your next client.

Suzy Lins

About the author: Suzy Lins is the Communications Director for CENTURY 21 Discovery and a Business Etiquette Consultant. For more information about CENTURY 21 Discovery you may call (714) 626-2000.

The Ultimate Guide to Time Management for Busy Real Estate Agents

By Joe Lins
June 21, 2025

Managing our time can be a challenge for just about everyone. In today’s world, constant distractions and interruptions are the norm. For real estate agents, many of whom are independent contractors, the challenge is even greater. We’re in charge of our own schedules, which means we decide when to start the day, what to focus on, and when to call it quits. That flexibility can be empowering, but it also requires a lot of discipline.

The good news? A few simple practices can make a big difference. When you start to manage your time with intention, you’ll find yourself getting more done and feeling less stressed in the process. Here are a few practical tips to help you take control of your time and make it work for you, not against you.

Calendar with pen and Century 21 water bottle

Use a Calendar

Whether you prefer a digital calendar or an old-school paper planner, the key is to actually use it every day. Schedule everything: workouts, lunch breaks, prospecting, transactions, client follow-ups, and even time for social media. Before you begin, take a moment to write out everything you do (or should be doing) in a typical day. Don’t forget to block off time for the unexpected because it always shows up.

To-Do Lists

Start each day with a prioritized to-do list that aligns with your calendar. Rank your tasks by importance and urgency. Tools like the Eisenhower Matrix can be a huge help here. It’s a system that President Eisenhower developed to help him prioritize the high-stakes issues he faced, and it works just as well for everyday life. Also, pay attention to your energy levels throughout the day. Save high-focus tasks for the time of day when you’re at your best.

Eliminate Distractions

This one’s tough, but it’s crucial. Put your phone on Do Not Disturb when you need to focus. Avoid aimlessly browsing the internet, and only check email at scheduled times unless you’re waiting on something time-sensitive for a transaction. Try to tackle one task at a time and find a workspace where you can minimize interruptions. It might not always be possible, but even setting boundaries with those around you can help. According to a study by UC Irvine, it takes an average of 8 to 25 minutes to get back on track after an interruption!

Organize Your Workspace

A cluttered desk leads to a cluttered mind. Having a clean and organized workspace also eliminates distractions. Take the time to clear out papers you don’t need by shredding or recycling them. Not sure if you should keep something? Scan it and store it in a labeled folder on your computer. Speaking of which, clean up your email inbox too. File or delete messages so only the essentials remain front and center. Label everything clearly so you’re not wasting time searching for things later.

Create Templates

For any task you repeat regularly, create a checklist or step-by-step template. Whether it’s onboarding a new client or prepping for a listing presentation, templates keep you consistent and save you the mental energy of figuring it out from scratch each time. Just make sure your files are stored in an easy-to-find place with labels that actually make sense to you.

Time management doesn’t have to be perfect to be powerful. The goal isn’t to schedule every second of your life but to create enough structure that your time supports your goals instead of slipping away unnoticed. Start with one or two of these tips and build from there. Small, intentional changes can have a big impact, both on your business and your peace of mind.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.