How being a successful agent is like being a Broadway producer

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Back in high school, all I wanted was to be on stage. Not the kind of stage where I’m training agents or speaking at events (although that is my life now). I mean acting and performing on the Great White Way of Broadway.

Acting was the dream. So, when I got into real estate at 19, it wasn’t out of a deep love for square footage. It was a strategy: Real estate would pay the bills while I auditioned in New York City.   

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Then something unexpected happened. I started doing really well. Like, really well. Real estate went from part-time hustle to full-time career, and eventually, I phased out of acting completely. I remember telling myself, “You know what? One day, I’ll make enough to produce my own show.”

Well … I didn’t quite become a Broadway producer. But I did get close. I’ve had the incredible opportunity to invest in Broadway through one of the best in the business — Ken Davenport, a two-time Tony Award-winning producer behind hits like Kinky Boots, Godspell, Oh Mary! and Othello. (By the way, he has an incredible new show called Joy – check it out!)

My first investment was in his revival of Gypsy (yep, that Gypsy, with Audra McDonald starring in the revival) — and even though I wasn’t the one calling the shots, being part of that world gave me a front-row seat to what it takes to put on a successful production.

Let me tell you something: It’s a lot like running a real estate business.

Here are five producer-style principles that every real estate agent can borrow from Broadway to put on a show-stopping business.

1. It’s not about being the star. It’s about assembling the right cast and crew

Sure, the lead gets the spotlight, but no Broadway show survives without a solid ensemble, a killer director and a behind-the-scenes crew that keeps the whole thing running. Same goes for real estate.

You might be the one with your face on the sign and your name on the business card, but you can’t do this alone — not if you want to scale up your business (and stay sane).

Your crew might include your mortgage broker, your home inspector, your stager, your transaction coordinator, your photographer and your go-to handyman. Every one of them plays a role in making you look good — and in making sure your clients have a smooth ride.

And when you surround yourself with people who are not only competent, but also care about your clients the way you do? That’s when the magic happens.

2. You’ve got to take risks, but smart ones

Nobody puts millions into a Broadway show unless they believe in the story. And yet, even with belief, talent and the best marketing, you still don’t know if it’s going to be a hit or a flop. That’s part of the thrill and part of the gamble.

Real estate is no different. Every listing is a bit of a risk. Every marketing campaign, every shift in your farming strategy, every door you knock or prospecting call you make — it’s a leap of faith. But the key is to take informed risks.

Track your numbers. Test new ideas in small batches. Know your audience. Invest in yourself and your business like a producer does: with heart and a spreadsheet.

3. You’re building an experience, not just a product

People don’t go to Broadway just to watch a show — they go to feel something. They want the emotion, the story, the energy, the escape. They want the full package: the lights, the music, the atmosphere, the wow moment when the curtain rises. 

Real estate is no different.

You’re not just helping someone buy or sell a property. You’re guiding them through one of the biggest emotional and financial moments of their life. That means how you show up matters. How you communicate, how you listen, how you make them feel during the process — those things stick with people far longer than the final price on a contract.

Members of our coaching program have started to shift their mindset this way. One shared how they stopped focusing solely on the transaction itself and started focusing on the experience — surprising clients with handwritten notes, giving thoughtful closing gifts, even staging welcome-home photo shoots. The result? More referrals, more repeat business and more clients saying, “You were the best part of this whole process.”

It’s not about the paperwork. It’s about the performance. And when you treat each client like an audience member whose experience matters, you’ll always get a standing ovation.

4. You have to believe in the project because not everyone else will

On Broadway, there are times when it’s not the show that’s in question — it’s the people behind it. Actors get passed over, producers get told “It’ll never work,” and directors are second-guessed at every turn. But the ones who make it? They believe in their talent, their voice, their purpose, even when others don’t.

The same goes for real estate. You’re going to have moments when a listing doesn’t sell, a client ghosts you, or someone questions your worth as an agent.

You’ll face markets that feel impossible and buyers or sellers who think they know better than you do. But here’s the thing — you don’t need to believe in every property, but you do need to believe in yourself. You need to believe that your guidance makes a difference. That your knowledge helps buyers build wealth and helps sellers move on to their next level in life.

You’re not just opening doors to houses; you’re opening doors to new eras in people’s lives.

When you believe in the contribution you make to others, in the heart you bring to this business, that’s what will carry you through the tough days. Not the price tag on a listing. Not the outcome of a transaction. But the impact you have along the way.

5. Your reputation offstage matters just as much as your performance

In Broadway, a producer’s name carries weight. If they’re known for putting on quality shows and treating people right, investors line up, actors want to work with them, and audiences trust the brand. But the moment a producer gets a bad reputation behind the scenes — being difficult, shady or cutting corners — it catches up to them fast.

It’s the same exact thing in real estate. You can crush it on listing appointments, stage homes like a rockstar and negotiate like a boss. But if other agents dread working with you, or clients feel like you’re only in it for yourself, your long-term success takes a hit. Word travels. Fast.

One of our coaching members shared that a big chunk of their business started coming from other agents — agents they had worked with on deals in the past who remembered them as professional, respectful and fantastic to work with. Those agents chose to refer their friends and family to someone they technically competed with. When that starts happening, you know you’re doing it right.

Your reputation is your real brand. Make sure it shines, even when the spotlight’s not on you. Especially when the spotlight’s not on you! As Charles Marshall said in his book Shattering the Glass Slipper, “Integrity is doing the right thing, even when no one is watching.”

So yeah, I never did star in a Broadway show, but I still found my stage. I coach and train real estate professionals across the country, helping them become the “producers” of their own careers. I may not be listing and selling anymore, but I still invest in real estate — and I see the business from both sides of the curtain.

And, just like Broadway, success in real estate is about more than just knowing your lines. It’s about casting the right team, believing in your vision, taking smart risks, building unforgettable experiences and protecting your reputation like it is opening night.

Now, go out there and break a leg.