Level Up - From Agent to Entrepreneur

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How to Build a Single-Agent Business Where Clients Come to You w/Ricky Carruth

October 12, 2018

Clients can tell when an agent is all about the deal, and they get completely put off by it. How do we switch from a transactional mindset to a relationship-based mindset? How can we effectively nurture people who aren’t buying or selling right now? How can we build a business that can survive any shift? On this episode, Ricky Carruth shares how he found opportunities in market crashes, developed his value, and built strong relationships.


It doesn’t matter what the market is doing. It’s about people, and if you understand that concept, you’re going to win. -Ricky Carruth


Takeaways + Tactics

  • The only way to consistently get to 100 deals a year as a single agent is to build a base of relationships.
  • Every prospect you connect with represents 10-20 deals over your career.
  • Consistency is king— Ricky has sent a weekly email to his database since 2007.


At the start of the show, Ricky shared how he began in real estate, some of the mistakes he made and the valuable lesson he learned about market shifts. Next, we talked about how Ricky nurtures his database and his system for staying in touch. Ricky also shared how he’s scaling himself through coaching.

We also discussed:

  • The relationship mindset vs. transactional mindset
  • How to show clients that you are reliable and professional


Our unique value is the service we give to people, not the product we sell. Instead of focusing on the deal, we should pay more attention to how strong our relationships are. This is achieved through information and communication. Our job is to connect with people, leave a lasting impression, and have systems to stay relevant and in front of them. Ultimately, consistency is the special ingredient. By constantly communicating, you show people that you are reliable, hard-working, knowledgeable, and professional. That will always make you the natural choice over other agents.


Guest Bio-

Ricky Carruth is an agent and real estate coach. He has built an incredible real estate business based on the core values of creating strong relationships and being a servant to others. Now, he wants to give back to the real estate community by helping new and experienced agents who want to take their business to the next level and beyond. Go to https://zerotodiamond.com/ for more information or to get in touch.