Many years ago, when I transitioned into residential real estate—back before the internet, before the MLS existed, when you had to pick up the property book every week… you get the idea—it was a long time ago that I learned a valuable lesson.

One day, one of my rockstar colleagues brought in a new agent to work with her. He didn’t fit the mold. Looked different, dressed different, acted different. We’ll call him Rick.

Rick walks into the office, comes straight up to me, sticks his hand out in a fist and says, “Hi, I’m Rick,” and just… holds it there. Right in front of my face. Waiting. Smiling.

I had no idea what he was doing. This was the first time anyone had ever tried to fist bump me. So, I grabbed his fist with two fingers and shook it up and down like it was a normal handshake and said, “Nice to meet you, Rick. I’m Jeana.”

In my defense—I think he may have invented the fist bump.

Now, real estate was a much smaller world back then. In my area, there were really only three competing brokerages. So naturally… we all judged Rick. Hard. Thought he was a meathead. Arrogant. No chance he’d ever do a deal.

Three months in, Rick walks through the door with his first listing: $14 million oceanfront. Six months later: $23 million.

It didn’t matter that he had zero experience. What mattered was that people trusted him.

Clients do business with people they know, like, and trust. Period.

Rick was a fitness coach to these clients. They trusted him—not because of his experience, but because of the relationship he built.

That’s the business. It’s connection. It’s how you make people feel. It’s showing up consistently, authentically, without an agenda.

Your network matters—not because you pitch them, but because when you show up with genuine care, people remember you. And when the opportunity comes up… they think of you.

They don’t have to be billionaires. But don’t underestimate how small this world is. One conversation can lead back to you because someone knows you, likes you, and trusts you.

So be intentional—with how you show up, how you connect, and how you treat people. Because that’s what brings the business.

Just ask Rick.