What does it take to thrive in real estate for over three decades? Robin DiBuono pulls back the curtain on her remarkable 33-year journey that began when she was just 21 years old and still finishing college.

From humble beginnings helping her future husband with paperwork to building a successful family business, Robin shares the principles that have guided her through recessions, market booms, and technological revolutions. Her refreshingly practical approach centers on three core tenets: showing up consistently ("every day is game day"), being thoroughly prepared, and demonstrating resilience through market fluctuations.

Robin's pricing philosophy stands out as particularly valuable in today's evolving market. She explains why "pricing overcomes all objections" and reveals her strategy of calling agents with pending sales to uncover transaction details most agents miss. This commitment to deeper market intelligence has given her listings a competitive edge for decades.

Perhaps most surprising is Robin's dedication to geographic farming—maintaining three neighborhood territories, one since 1991—in an era when many agents chase quick digital wins. Her story of a client who kept her postcard for nine years before listing demonstrates the compounding returns of consistency and patience.

The conversation also explores family dynamics in real estate, with two of Robin's children now working in the business. Her daughter Kristen handles their social media ("for job security," Robin laughs), highlighting the value of leveraging team strengths rather than trying to master everything yourself.

Whether you're new to real estate or a seasoned professional, Robin's insights offer a blueprint for sustainable success that balances timeless fundamentals with adaptability to change. Want to build a business that thrives through any market? Start by treating every interaction like game day.

When sportscaster Jay Colley steps up to the microphone for William & Mary games, he arrives early and meticulously prepared – the same principles that have kept him in the top 3% of realtors across the country in production. His journey from broadcasting booths to the real estate arena reveals powerful success strategies that work in any market.

Success leaves clues, and Colley's four-decade career provides a masterclass in fundamentals. "Be on time, be mentally and physically prepared and you'll be ahead of 90% of your competition," he explains. This disciplined approach built his broadcasting reputation across Nashville, Charlotte, and Rochester before he found his permanent home with William & Mary's Tribe and the real estate industry.

The transformation from solo agent to team leader didn't happen overnight. Starting informally by mentoring new agents, Colley built a proper team structure after his son-in-law joined the business in 2017. Today, his team provides the responsive service modern clients demand – something impossible to deliver consistently as a solo agent in fast-moving markets.

Perhaps most compelling is Colley's "bird dog" strategy – nurturing 10 key relationships that consistently generate referrals. His reward system? Delivering fresh-baked brownies to their workplaces, creating additional exposure when curious coworkers inquire about the treats. "They've done their job by giving you a name and number," Colley explains, emphasizing that he recognizes referrals regardless of whether they close.

His approach to pricing reveals equal wisdom. Using a two-step listing process that incorporates both preliminary research and in-depth property analysis, Colley provides sellers with realistic price ranges. By asking about timeline preferences on a scale of 1-10, he aligns pricing strategy with seller motivation. "The best agent can't sell an overpriced home, and the worst agent can sell an underpriced home," he reminds us.

Ready to elevate your real estate business? Implement three strategies from this episode, set attainable quarterly goals that build toward stretch annual targets, and remember: when challenges arise, look in the mirror first. As Colley's mother taught him, "Take care of the little things, and big things take care of themselves."

Courtenay's journey from hospitality management to real estate leadership reveals how seemingly unrelated skills become powerful assets in this relationship-driven business. The ability to navigate diverse personalities with "poise, class, and a sense of humor" translated perfectly from resort management to real estate transactions. For those considering a career change, this perspective on transferable skills could be career-changing.

Perhaps most striking is Courtenay's "butterfly effect" philosophy about transactions. She shares how military families she helped with PCS moves in her earliest days still reach out nearly two decades later - not just for themselves but for their children, nieces, and nephews. This multigenerational approach to client relationships demonstrates how one successful transaction can multiply into dozens over a career span when agents focus on genuine connections rather than quick commissions.

As market conditions evolve, Courtenay emphasizes her "Three M's" approach: Mindset, Mentorship, and Mastery. She's embracing technology while maintaining authenticity, hosting workshops that teach agents to leverage AI for database management while preserving the human touch that defines great service. "I'm using AI to buy my agents back time," she explains, showing how technology should enhance rather than replace relationship-building.

Whether you're new to real estate or a seasoned professional, this conversation offers a masterclass in creating a resilient business that thrives through market cycles. By focusing on personal branding, genuine connections, and strategic use of technology, you can build a reputation that generates opportunities for decades to come. Ready to transform your approach to this business? This episode is your roadmap.