Roddy De La Garza Real Estate Broker, Author: Building Success Through Mindset and Daily Habits
What separates the agents who build lasting careers from those who burn out after a year? The answer isn’t a new lead source or the latest tech tool. It’s the daily habits and mindset you bring to work.
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I recently sat down with Roddy De La Garza real estate broker and author of Above Asking, to get his take on this. Roddy grew up in a real estate family, so he’s seen firsthand what works and what doesn’t.
Our conversation was a powerful reminder that the fundamentals of this business—relationships, consistency, and service—will always outperform the hype.
Check the complete episode:
My Conversation with Roddy De La Garza: Why Mindset Beats Every Real Estate “Hack”
Roddy's story begins at eight, helping his dad measure houses and reclaim foreclosures. Though he initially resisted real estate, his knowledge and confidence in the industry were undeniable, as it was in his blood.
Roddy wrote Above Asking after being inspired by daily devotionals with his father, a 55-year-old broker. After his father's passing, he noticed a gap in the industry, where agents felt pressured by messages implying they weren't enough and success depended on the next hack or tool.
According to the National Association of Realtors, most sellers find their agent through referrals, showing that relationships matter more than paid leads.
He aimed to challenge the status quo with his book, which encourages agents to recognize their existing resources for success. It emphasizes trusting one's intuition rather than seeking external material solutions.
“There’s always another tool, another system, another lead source—but none of it replaces showing up and actually connecting with people.”
This episode isn’t about shortcuts. It’s a tactical guide for building a sustainable business based on service, consistency, and community presence. This podcast framework I use can help structure your growth plan.
The Biggest Lie in Real Estate: Why Tools and Leads Won’t Save You
The shiny object syndrome is real. I’ve been a victim of it myself. My first year, I spent a small fortune on online leads that went nowhere. It’s a trap many new agents fall into.
Roddy De La Garza real estate broker author, shared a story about a new agent who was frustrated. She paid $3,000 for leads that didn’t convert. He suggested she could have taken 30 people to breakfast, fostering business through genuine conversations. Research from Realtor.com confirms that buyers and sellers value trust and local expertise over flashy marketing.
The idea that business just comes to you is a myth. You must stay top of mind by being actively involved in your community and engaging with people daily. For insights on building genuine connections, read about our approach at Take Action Realty Group, where we prioritize service over transactions.
The Daily Habits That Actually Build a Real Estate Career
So, what are the daily habits that separate thriving agents from struggling ones? It’s not complex, but it requires consistency.
Roddy advises new agents to prioritize face-to-face interaction, emphasizing humility in the first two years. Joining a team, absorbing knowledge, and keeping an open mind are crucial. Focus on learning, not earning.
Roddy emphasizes this philosophy across his work. You can learn more about his approach on his official website, where he shares resources for agents looking to build sustainable careers.
Here are the key daily habits we discussed:
Daily Conversations: Favor in-person interactions over digital communication, such as gym chats or coffee with neighbors.
Community Engagement: Participate in activities you enjoy, like joining nonprofits or civic groups, to connect personally, not just as an agent.
Consistent Follow-Up: Nurture relationships by maintaining regular contact, not just when seeking business.
Visual Breakdown – Habits vs Hype in Real Estate
Habits vs Hype Infographic
This isn’t about spending more money. It’s about investing your time where it counts. For agents serious about building long-term success, the California Association of Realtors offers excellent resources on professional development and ethical business practices.
The First Two Years: Why Most Agents Fail (and How to Survive Them)
Let’s be honest. The first two years in real estate are brutal. You’re building skills, relationships, and a reputation from scratch. Most agents fail because they underestimate how long this takes.
Roddy’s advice for surviving and thriving in those early years is a straightforward survival framework:
Join a Team or Find a Mentor: You need to be surrounded by people who know more than you. This is not the time for ego.
Stay Open-Minded: You don’t know what you don’t know. Every showing, every failed deal, and every conversation is a lesson.
Focus on Learning Over Earning: The goal in your first two years should be to build a foundation. The money will come later. If you focus on learning, you’ll be prepared to earn for decades.
When Roddy moved to Dallas in 2013, he was brand new to the city. While other agents were picky, turning down properties or areas they didn't want to work in, he took everything. He was all over a 90-mile radius, showing every property.
That was his education. He learned the city, the neighborhoods, and the schools. He didn't close the door on any opportunity to help. You can read more about Roddy’s journey and his book Above Asking.
Building Trust Instead of “Commission Breath”
One of the biggest turn-offs for clients is “commission breath”—that sense of desperation when an agent is more focused on the paycheck than the person.
How do you avoid this? Roddy’s advice to new agents is simple: talk less and listen more.
“Talk less, listen more. The agents who win are the ones who make people feel understood—not pressured.”
If you’re meeting a lead, they’ve probably met with multiple other agents. How do you stand out? By learning their story. Ask them where they’re from. Ask about their kids. Listen to why Grandma is with them today. The goal isn’t to impress them with your knowledge. It’s to make them feel understood.
Think of yourself as a cruise director. You’re there to show up, smile, tell them the agenda, and make sure they have a good experience. All that matters in the beginning is how you make them feel. If they like you, they’ll want to see you again.
Community Over Cold Leads: The Real Source of Business Growth
You don’t need to chase clients. You need to attract them by becoming a visible part of your community.
This is a concept Roddy learned from his dad. At 22, his dad told him to go do the things he loved in the community. So he started volunteering at a nonprofit, attending city meetings, and working out with a group trainer. All those people eventually became clients.
You want to be the kind of person people are drawn to, not the one who’s always chasing.
Volunteer Locally: Find a cause you care about and give your time.
Attend City/Community Meetings: Learn what’s happening in your market and show you’re invested.
Build Authentic Friendships: Let business be a natural outcome of genuine connection.
As Roddy put it, “Go out and be who you are. Go out, and the clients will be attracted.”
The Power of Daily Mind Work (From “Above Asking”)
The book from Roddy De La Garza real estate broker author, is structured around monthly themes designed to build a common language for teams and brokerages. With remote work and agents feeling more isolated, having a framework for connection is more critical than ever.
The book offers a simple, powerful structure: a motivational quote, a short reading, and a daily exercise.
For example, the month of November is about gratitude. An exercise might be: “Is there someone you’ve always wanted to collaborate with? Reach out to them today.” Another might be: “Is there something on your list you’ve been ignoring? Identify it and share it with a team member.”
These exercises put you in action. They also give you a common humanity to talk about with your colleagues. It’s a way to connect on a deeper level than just talking about the weather. This internal growth is the engine for external success.
Daily Mind Work Framework Chart
Handling Rejection and Staying Consistent
Rejection is a constant in real estate. A listing appointment goes wrong, a buyer chooses another agent, a deal falls through. You have to build emotional discipline.
For a new agent, this is especially hard. You might feel like you’re not good enough. But as Roddy reminds us, the key is to be of service. Focus on helping, not hunting.
When you go into a conversation without the pressure of needing a commission, it changes the entire dynamic. You can listen more, ask better questions, and build genuine trust. Reframe rejection. It’s not a reflection of your worth. It’s just feedback—a sign to tweak your approach or simply a “no” that opens the door for a “yes” later.
Building Your Real Estate Ecosystem (Your Hidden Advantage)
Your network is your net worth. This goes beyond your client list. A strong vendor network is one of the most powerful assets you can build. It’s what turns you from just an agent into a trusted resource.
Your CRM and your database will respond to how good your job is. If you’re the person who can solve problems—not just find houses—people will never stop calling.
Roddy shared that on his team, they track referrals by generation. They have one client who, since August, has now generated their fifth transaction. This happens because the client knows he can call Roddy with any question. Whether it’s about moving utilities, a repair, or a homestead exemption, Roddy is there.
Here’s how a strong ecosystem helps you:
If you’re a new agent, you can build this network by tagging along with other agents. If a senior agent is going to an inspection, go with them. If they’re delivering comps for an appraisal, go along. Absorb and learn. This is not a passive business.
Why Agents Plateau (Even When They’re Talented)
A lot of agents get comfortable. They find a system that works, and then they stop growing. This is a huge blind spot.
The market changes on a dime. Roddy has been through three market corrections. He’s seen agents post their new sports cars one year, only to disappear the next. The key to avoiding a plateau is to prepare for the ups and downs.
You do this by staying curious and continuing to educate yourself. Don’t just do the same thing you’ve always done. Roddy himself has diversified his income. While his real estate team is his primary source of revenue, he also owns a home staging company and represents a residential cruise ship for retirees seeking adventure.
Growth requires continuous adaptation. It’s about learning new products, understanding market shifts, and networking with other agents at events or through your local MLS training sessions.
The Long-Term Game: Service Over Transactions
When you shift from a selling mindset to a helping mindset, everything changes. You stop chasing a check and start chasing the opportunity to serve.
Roddy De La Garza real estate broker author, offered one final piece of advice for anyone stuck in a rut: go easy on yourself. Start every day with the concept of “what am I going to learn today?” When you learn something new, share it with two other agents. This act of sharing starts to create your network of collaborators.
Don’t compete. Collaborate. Your business will never run out of gas if you are driven by service.
Want to hear the full conversation with Roddy De La Garza? We go even deeper on mindset, daily habits, and the real reasons agents succeed. Tune in to the podcast episode.
FAQ Section
1. What is the most important habit for real estate success?
Consistent daily interaction with people and relationship building. It’s about showing up, having conversations, and being of service without expecting an immediate return.
2. Why do most real estate agents fail early?
Most agents fail because they underestimate how long it takes to build the necessary skills, relationships, and trust. They often chase shortcuts and leads instead of focusing on the fundamentals.
3. How can agents stand out in a crowded market?
By focusing on service, listening more than they talk, and becoming an active, trusted member of their community. Authentic connection and genuine care are more powerful than any marketing gimmick.
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Real estate is evolving. Markets are tightening, and the fundamentals of relationship-based business are more important than ever. If you’re actively working in the industry and solving real problems, whether in construction, finance, brokerage, or development, we’d love to hear from you.
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