David Pullon On the 3 Stages of Relationship-Building & The Mindset to Thrive In a Shift  

For many people in real estate, it’s really easy to attribute a lack of success to time and even the market, but what if discipline is the real issue? Nothing great is accomplished without time on task, and this especially applies to building relationships and marketing ourselves. It’s been proven over and over that a buying relationship isn’t built overnight, and that it’s impossible to successfully sell to a stranger.  

From marketing to our habits, if we’re not willing to stick with something for a meaningful amount of time we’ll never move the needle or make a significant change. In this business, our results lag behind our actions. So if we’re not getting the outcome we desire, we have to look at what was happening 30, 60, and 90 days ago. For sales manager David Pullon, it’s really important for agents to have the mindset of discipline in every area of their lives. In this episode, he talks about getting your mindset dialed in during a shift and the power of taking just one step toward your goals.  

You’ll also learn about; 

• The three stages of relationship building
• The Agency and how they approach luxury real estate 
• The real estate stats that prove that discipline and consistency wins  
• Why perfection isn’t prerequisite for great social media content  

Key Points  

Just take the first step (09:18 – 18:45) 

We often think we don’t have enough time to do something, but we’re actually lacking discipline. No matter how many trainings and seminars we go to, and how much business content we consume, our natural tendency is to return to what’s comfortable for us. Which is why we struggle to stick with something. Sometimes all the content we consume creates paralysis because it feels like we have to take a whole lot of steps. The solution is just taking one solitary step, and then building on that to create something more. Discipline is key to moving yourself toward whatever you want. In marketing, it will take 4-12 touches to build that relationship. People actually go from a stranger, to familiar and then to a friend. So if you stop your marketing on the very first try, you’re definitely not going to get anything out of it.  

How to stop overthinking content creation (22:24 – 34:43) 

Most of us overthink ourselves out of posting great content by worrying too much about being perfect. Statistics have proven time and time again that the audience prefers authenticity over polish. In fact, a lack of authenticity can create more problems because people won’t trust us. In a high-trust business like real estate, if one thing seems iffy to a client it can undo the entire relationship with the transaction. Rather, create content without trying to look perfect, be yourself and have fun with it – it will always show through.  

The best mindset and habits in a shift (35:07 – 43:05) 

We move in the direction of our dominant thought, and this is especially true in a market shift. If we dive into the negativity, that’s the direction everything is going to go. Everything seems like it moves really really fast in a market that’s changing so rapidly. So we have to return to something that can slow us down enough to get out of a bad headspace.  

Guest Bio  

David Pullon is an Area Sales Manager at The Agency. He is a move-the-needle sales trainer, leadership coach, and talent recognition expert with over 20 years in the real estate and fractional ownership industries. His leadership approach is high in sales aptitude, fun, and interaction as he understands effective training lives on through effective execution. 

As Sales Manager for The Agency’s Scottsdale office, David’s areas of expertise include the short and long-term sales cycle and recruitment, sales and marketing leadership, the sales process, training delivery, and execution. David understands that leaders must inspire others and nurture the ambition of each and every team member. He promotes a mutual transfer of knowledge that elevates employees to a higher standard, ensuring they feel connected within the organization. This is a strategy that increases motivation and boosts overall performance. 

As a manager, David focuses on “THE FIT.” He doesn’t conduct interviews—he has conversations, allowing team members to be themselves, relax and speak authentically about their needs. By listening to their specific input and feedback, he can support them to ensure candidates find their ideal “fit” within the organization. 

Follow @davepullon on Instagram and find him on Facebook.