Mike Ferry’s Podcast the Original: Agent Rebecca Gilbert on Building a $600K Business Across State Lines – Mike Ferry Interviews Rebekah Gilbert

In this episode, Mike sits down with agent Rebecca Gilbert of RG Real Estate Group. She’s part of Century 21 Mike Bowman Incorporated in the Dallas-Fort Worth metroplex. Rebecca sold real estate in Myrtle Beach, South Carolina for five years first. Then, in 2017, she relocated to Texas after a call from Mike himself. Thirteen years into her career, she now runs a tight three-person team alongside her business partner, Susan, and a full-time assistant.

Moving Markets, Doubling Income

Rebecca’s second year in Texas outpaced anything she’d done in South Carolina. Then, the following year, she doubled her income. Her average sales price now sits around $500,000. Meanwhile, a recent office move to Westlake, the wealthiest city in Texas, has been an intentional push to climb even higher. As an agent balancing three young daughters with a growing business, she closed 43 transactions last year. So far, she’s on track to surpass her goal of 50 this year.

Purging the Database Like Purging a Closet

On her coach Ron Cronin’s advice, Rebecca trimmed her database from 900 to around 600 contacts. She moved the rest into what Cronin calls “the dungeon,” an email-only list with no active outreach. About 40% of her business now comes from her database, and she expects that number to keep growing. That’s because she’s sorting remaining contacts into priority tiers and focusing her calls on the people most likely to buy or sell.

Walking Away From the Wrong Clients

Rebecca is candid about protecting her time as a mother of three. She won’t take on sellers who want to beat her down on commission or aren’t motivated to work with her, because that time comes straight out of family time. So she takes roughly 85% of the listing appointments she goes on, and she sells about 80% of what she lists. She credits consistent role play, weekly script practice, and disciplined pre-qualifying for those numbers. Her advice to newer agents echoes what Mike told her when she first moved to Texas: time takes time, and consistency compounds.