In this weekly column, real estate agents across the nation share stories of the lessons they’ve learned during their time in the industry. This week, eXp regional leader and co-leader of Legacy Builders Global of eXp Realty, Tara Furges Houston.

In this weekly column, real estate agents across the nation share stories of the lessons they’ve learned during their time in the industry.

Tara Furges Houston

With a distinguished career in leadership as an eXp regional leader and the co-leader of Legacy Builders Global of eXp Realty (with husband Michael), Tara Furges Houston brings both her professional acumen and a background in education and personal development to her metro-D.C. real estate business.

Find out how she creates and nurtures connections that matter, then leverages them as she grows her company.

How long have you been in the business?

I have been in business as a real estate professional for 14 years. I started in the industry 17 years ago as an investor and venture capitalist.

Where do you see yourself in 5 years?

I see myself playing a key role in the coaching and training industry, empowering real estate professionals to build better businesses, live better lives and, ultimately, build their legacies in real estate.

What’s one big lesson you’ve learned in real estate?

It’s important to establish and cultivate relationships with people. Relationships are the life-line to the longevity of your business.

How did you learn it?

The majority of my business is based on referrals from my sphere of influence and other real estate professionals. For example, there was one young lady who acquired my services to purchase her first home. When she got engaged, she and her fiance decided to purchase a larger home. I then sold her first home that I helped her purchase and her fiance’s home. I also helped them buy that larger home.

At their wedding, I had the pleasure of emceeing the reception. They got up to thank me for serving as their emcee — and just “threw in” that I was the best real estate agent in the world. From the wedding, I received two more referrals. From those referrals, I received two more referrals, and the cycle continues to repeat itself.

What advice would you give to new agents?

You must get out of an employee mindset. Unfortunately, traditional schooling prepares you to be an employee — not a business owner. As a new agent, you now own a business. Your income will be based on results, not time and effort. No one cares how much time you put into something if the desired end results weren’t met.

Are you an agent with a story everyone can learn something from? Reach out to us (contributors@Inman.com). We look forward to featuring more of our best agents and brokers in a future edition of “Lesson learned.”

Christy Murdock Edgar is a Realtor, freelance writer, coach and consultant with Writing Real Estate in Alexandria, Virginia. Follow Writing Real Estate on Facebook or Twitter

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