Morning,
The most successful agents in my agency have one thing in common.
It's not more time. It's not better leads. It's not even more experience.
It's constraints.
Let me explain...
My brother Tim was in college when he started. Could only dial every other day between classes. He used that constraint to laser-focus during his limited windows.
I run an entire agency, coach agents, create content. I only have a few hours each morning to sell.
Yet I consistently write 1-3+ apps daily because those constraints force me to be surgical with my time.
This is how our top part-time agents can outproduce most full-timers because they can't afford to waste a single hour (and how our full time guys can double from there).
Here's what constraints actually do:
They eliminate the luxury of procrastination
When you only have 3 hours to dial, you don't spend 30 minutes "getting ready." You dial immediately. Yes, practicing your script matters - but not more than using it in real life.
They force you to focus on what matters
No time for busy work. No time for endless "research." Just revenue-generating activities. Training is important, but it's no substitute for being in the game.
They create urgency in everything you do
Every call matters. Every conversation counts. There's no "I'll get them tomorrow." Role-playing helps, but nothing teaches you like real prospects with real objections.
They make you ruthlessly efficient
You learn to qualify faster, present cleaner, close quicker. You must train every day - but if you can only choose one, choose dialing. Nothing will teach you better than actually doing the thing you're supposed to do.
The agents struggling the most? They have "all day" to work.
So they spend all day doing everything except the one thing that pays them - making calls.
Here’s the hack: use your constraints to make money.
If you have practical, life constraints (job, school, family) - use them to force focus.
If you don't have constraints - create them. Block 3 hours. Turn off everything else. Dial until it's done.
Either way, constraints are your competitive advantage.
They don't limit you - they liberate you from everything that's keeping you broke.
Johnny
