Secrets to Real Estate Success: From Fundamentals to Growth
What separates agents who thrive from those who struggle? The answer comes down to effort and consistency.
According to the National Association of Realtors' 2025 Member Profile, agents with two years or less experience earned a median income of just $8,100 in 2024, compared to $78,900 for agents with 16 or more years of experience. The gap is staggering, but it is not about luck. It is about showing up every single day, even when results feel invisible.
In a recent episode of the Why Do I Suck As a Real Estate Agent podcast, I interviewed Evan Crawford, co-founder of the Evan Crawford Crawford Willis Group in Auburn, Alabama.
Evan offered a unique viewpoint, having built a top real estate team in Opelika, AL, after spending seven years with the Toronto Blue Jays and one year with the Chicago White Sox.
His transition from professional baseball to real estate taught him lessons about discipline, rejection, and mental toughness that every agent needs to hear.
Who Is Evan Crawford?
Evan Crawford is the Co-Founder and Associate Broker of the Crawford Willis Group, affiliated with eXp Realty in Auburn/Opelika, Alabama. Before real estate, Evan played professional baseball in the Toronto Blue Jays and Chicago White Sox organizations. That background heavily influences his discipline, mindset, and approach to business.
His message is simple: effort separates thriving agents from struggling ones.
Known as a leading Auburn Alabama Realtor, Evan has built a strong reputation in the industry through innovative strategies, exceptional service, and consistent results. As a leader within one of the region's top-performing teams, he has helped numerous clients navigate the buying and selling process with confidence and ease.
The Sports Mindset That Built His Real Estate Career
Evan transitioned from pro baseball to real estate in 2014. What carried over? Discipline. Daily structure. Emotional resilience. Short memory after failure.
He explains that success is not about quick wins. It is about consistent effort without immediate reward. In baseball, a Hall of Famer fails 7 out of 10 times. In real estate, rejection is part of the process.
“You’ve got to put in the effort with no expectation of receiving anything right away.”
Industry research consistently shows that the real estate agent failure rate hovers around 75% within the first year, with 87% failing within five years. These numbers sound intimidating, but Evan sees them differently. He views them as an opportunity. If most agents refuse to do the work, those who commit to daily discipline will rise to the top faster than they expect. Just look at the success stories of agents who figured this out early.
All of It: The Effort Required to Win
When asked what kind of effort struggling agents should be putting in, Evan's answer was simple and direct: all of it.
“That’s one thing that separates good agents from average agents or agents that are out of business in three years. It’s effort. What are you putting into it every day?”
But effort does not mean chaos. It means:
Time blocking
Daily call sessions
Intentional conversations
Consistent follow-up
Treating it like a job, not a hobby
Evan emphasized that real estate is not a sprint. You might be 30, 60, or even 90 days away from a closing and a paycheck. Commercial deals can stretch to 180 days. The agents who last are the ones who keep their nose to the grindstone without expecting anything back right away.
Time Blocking and Daily Structure
One of Evan's biggest struggles when transitioning from baseball to real estate was losing the structure that professional sports provided. In baseball, everything was scheduled for him. Stretch at 11:30, batting practice at 12, pregame meal at a set time. When he got into real estate, nobody was telling him what to do next. He found himself filling time with distractions instead of productive work.
This is why Evan believes so strongly in time blocking for Realtors. Despite eXp Realty being a remote brokerage, he maintains a physical office. He needs that dedicated space to stay focused and accountable.
“One thing I hate is when we go to these conferences and people say you’ve got to make 400 calls in a day. Come on. That’s not reality.”
Evan's approach focuses on substance over hype. Instead of chasing 400 calls per day (unrealistic coaching hype), he recommends:
2 to 3 focused hours of call time
Quality conversations over volume
Smart follow-up
"It's not necessarily volume. It's how valuable is that phone call"
The goal is not to rush through as many dials as possible. The goal is to have meaningful conversations that build relationships. If you are good at connecting with people, your calls will naturally take longer because you are asking questions and genuinely engaging.
90-Day Success Pipeline Infographic
Tend the Root, Not the Fruit
Real estate operates on a delayed gratification cycle. The work you do today will not show results until weeks or months down the road. Evan shared a powerful metaphor: always tend your root.
“You always want to be tending your root. You always want to be watering your roots. And your fruit’s going to grow. But the second you start reaching for that fruit and trying to take it out of the tree, you forget to tend your root. And then all of a sudden, 90 days from now, you’re dried up.”
The problem many agents face is that they chase the closing (fruit) and stop prospecting (root). The result? A 90-day drought.
Daily effort compounds — even when results do not show immediately. If you stop planting seeds in real estate because you are busy harvesting, you will eventually run out of crops.
Handling Rejection Like an Athlete
Rejection is unavoidable. Deals fall through. Clients change their minds. People hang up on you. Evan's sports background gave him a useful framework for processing this reality.
“If you’re a Hall of Famer in baseball, you’re three for ten. That means you’re the best ever. Real estate’s no different. If you’ve got a 30% rate of building a client out of 10 phone calls, then you’re killing it.”
Evan compares it to:
Striking out
Giving up home runs
Building calluses on guitar strings
His Advice:
Build the callus
Laugh it off
Chase the "no"
Call a friend to regain momentum
“The more no’s you get, the closer you’re getting to a yes.”
Sharing your experiences with other agents who understand the struggle can be incredibly valuable.
Rejection to Resilience Framework
Common New Agent Failures
Evan identified several traps that catch new agents off guard.
1. Expecting Instant Results
Real estate is 30 to 90 days of delayed gratification. Buyers get their inspection report back, realize how much cash they need on hand, and back out. Appraisal issues arise. Due diligence reveals problems neither party anticipated.
2. Flexible Schedule Mindset
When someone says they got into real estate because they want a flexible schedule, alarm bells go off.
“Your schedule should be fairly rigid.”
Flexibility is a benefit of experience, not a starting point. That discipline is what creates the freedom later.
3. Commission Breath
Desperation shows — especially near closing. The solution? Consistency and pipeline depth. Building your personal brand through real estate networks can help you connect with like-minded professionals and stay accountable.
4. Market Ignorance
Agents must know:
Current rates
Local price trends
Inventory shifts
Market psychology
Without education, confidence collapses.
VISUAL: Four Pillars of Real Estate Success
Rate Shock & Buyer Cold Feet
In today's market, Evan sees:
Inspection fallouts
Appraisal challenges
Payment shock
Buyers are backing out due to fear
Especially for agents who started during:
2–3% interest rate era
Multiple-offer markets
Waived inspections
Now?
7–8% rates
Payment reality
Longer decision cycles
Evan emphasized the importance of honesty. If a deal truly does not make sense for your client, say so. Being honest builds trust, and that trust generates referrals when rates eventually come back down.
VISUAL: Daily Consistency Checklist
Confidence Comes From Education
When I asked Evan what advice he would give to agents who feel like they are failing, his answer centered on education. Knowledge builds confidence. Confidence shows up in conversations. And confident conversations generate business.
"Being confident and being educated in the real estate world will give you the self-esteem that you need to have an amazing conversation for them to go, actually, do you have a card?"
Before making calls, he recommends:
Review MLS activity
Study recent sales
Know neighborhood trends
“Warm up like an athlete.”
Confidence does not come from hype. It comes from knowledge. When someone asks you about the average price point in a neighborhood, you should have an answer ready. That level of preparation makes you memorable. It makes people want to refer you. This is also why sharing your expertise through platforms like social media, email, and podcasting can position you as the go-to authority in your market.
Where Leads Really Come From
When I asked Evan where his team gets their opportunities, his answer might surprise agents who think success requires aggressive prospecting. For the Crawford Willis Group, opportunities come from:
Website traffic
Sphere outreach
Organic conversations
Relationship-based follow-up
Not aggressive cold calling, but consistent connection.
Smart Strategy: Ask people about their jobs. They will ask about yours. The conversation opens naturally.
For insights on investing in the Auburn, Alabama market, check out their blog post on exploring the investment landscape of Auburn, AL. If you are considering a move to the area, their comprehensive guide on moving to Auburn covers everything you need to know.
Final Advice for Agents Who Feel Stuck
Evan's closing guidance for agents struggling with their real estate mindset reset:
Put in the work daily.
Be consistent when it is slow.
Educate yourself constantly.
Build confidence through preparation.
Do not panic during slumps.
“Three weeks of a slump doesn’t scare me. You just get back in the cages.”
The agents who thrive are not necessarily the most talented. They are the most consistent. If you are struggling right now, that is okay. Keep grinding. The Evan Crawford Crawford Willis Group approach proves that daily discipline beats sporadic effort every time.
Listen to the Full Episode
Want to hear how Evan Crawford breaks down the mindset shifts that took him from professional baseball to building a top-performing real estate team? Catch the full conversation on our podcast episode!
Frequently Asked Questions
Who is Evan Crawford?
Evan Crawford is the Co-Founder and Associate Broker of the Crawford Willis Group, affiliated with eXp Realty in Auburn/Opelika, Alabama. Before his real estate career, he played professional baseball with the Toronto Blue Jays and Chicago White Sox organizations for eight years.
How did Evan Crawford transition from baseball to real estate?
Evan transitioned from professional baseball to real estate in 2014 after his final season. He had grown up around the industry with family members in real estate, and he took his real estate classes while still in the locker room during his last season.
What daily habits help Realtors succeed?
Successful Realtors practice time blocking, maintain a consistent office routine, dedicate 2 to 3 hours daily to prospecting calls, review MLS activity each morning, and focus on quality conversations over call volume.
How do you handle rejection in real estate?
Evan recommends building calluses through experience, maintaining a short memory like athletes do, calling a friend to reset your momentum, and remembering that even Hall of Famers in baseball only succeed 3 out of 10 times.
Why do many new agents fail in their first years?
New agents often fail because they expect instant results, enter the industry seeking a flexible schedule instead of building discipline, lack consistent daily habits, and do not understand the 30 to 90 day delayed gratification cycle of real estate.
How important is time blocking for agents?
Time blocking is critical for real estate success. Evan emphasizes that without a structured schedule, agents fill their time with distractions. Setting dedicated call blocks and treating the business like a job rather than a hobby separates successful agents from struggling ones.
What causes buyer's cold feet in today's market?
Buyers experience cold feet when they see the real numbers after getting pre-approved, including insurance estimates, property taxes, and mortgage payments at current interest rates. The shift from 2.5% rates during COVID to 7% or higher creates sticker shock.
How can Realtors build confidence?
Confidence comes from education and preparation. Evan recommends reviewing MLS activity daily, studying recent sales, knowing neighborhood price points, and warming up like an athlete before making calls or meeting clients.
What is commission breath, and how do you avoid it?
Commission breath is the desperation that shows when an agent is counting on one specific deal to pay their bills. You avoid it by maintaining consistent daily prospecting activities so no single deal becomes make or break for your finances.
How do you stay consistent in slow markets?
Stay consistent by treating real estate like a job with a rigid schedule, focusing on tending your roots through daily prospecting, educating yourself continuously, and remembering that a three-week slump does not define your career.
Connect with Evan Crawford and the Crawford Willis Group
To learn more about Evan Crawford Crawford Willis Group, visit their website at crawfordwillisgroup.com. You can also follow them on Instagram at @crawfordwillisgroup or connect on LinkedIn.
For insights on investing in the Auburn, Alabama market, check out their blog post on exploring the investment landscape of Auburn, AL. If you are considering a move to the area, their comprehensive guide on moving to Auburn covers everything from housing market trends to local amenities.
Subscribe to the Podcast
If this conversation resonated with you, make sure to subscribe to the Why Do I Suck As a Real Estate Agent podcast on YouTube and Spotify. We break down what really works in this business every episode, bringing on successful agents and industry experts. No hype, just real talk about habits, mindset, and the daily behaviors that separate agents who last from those who fade out. Check out our other content on the It's Your Neighbor Podcast as well.
Apply as a Guest on Why Do I Suck As a Real Estate Agent
Are you a high-performing real estate agent with a story worth sharing? Apply to be a guest on the Why Do I Suck As a Real Estate Agent podcast! It is a great way to share the habits, mindset shifts, and daily disciplines that helped you break through the struggles most agents face and build a thriving career.
*This podcast is produced by Icons of Real Estate, the #1 Real Estate Podcast Network.
