What I’d Double Down on in 2026 (If I Had to Start Over Today)

If I were starting over, I would make this decision early and never second-guess it.

I would build my business around referrals from past clients and my sphere, and I would commit to mastering one lead source instead of juggling many.

Most agents discover this a few years in. After the hustle phase fades, a large portion of their business comes from people they already know or people those clients refer. That does not happen by chance. It happens when you stay connected.

That connection does not need to be complicated. Friend past clients on social media. Pay attention to what is happening in their lives. Reach out when something meaningful comes up. A thoughtful text or a quick call at the right moment builds far more trust than constant marketing.

Where I see agents struggle is believing more is better.

More lead sources.
More platforms.
More spending.

More usually creates scattered effort and weaker results. When your time and energy are divided, nothing gets done well.

Outside of your sphere and current relationships, the smartest move is to choose one lead source and go deep. Not because the others do not work, but because focus creates skill, and skill creates momentum.

Leads are the lifeline of this business. Every lead is simply a future opportunity waiting for the right timing and the right agent. They can come from many places. Open houses, online portals, expireds, farming, partnerships, networking. All of them work when worked well.

Each one also has a cost. You pay with time, money, or risk. The important part is deciding which tradeoff fits your goals and committing to it fully.

The agents who struggle most are running what I call a “don’t know” business. They do not know when the next opportunity is coming in. That kind of uncertainty creates stress and burnout.

When we started, most of our business came from incoming leads. Over time, those clients turned into repeat clients and referrals. Today, referrals and past clients drive the majority of our business. That shift was intentional, not accidental.

If you want a calmer, more predictable business, this is the path.

Stay close to your people.
Pick one lead source and master it.
Have a plan for what happens after every closing.

Do that consistently, and your business begins to compound instead of reset every year.

Wishing you a Happy New Year and prosperous 2026!

Magali

Magali Pattison
Envision VA Home, eXp Realty
Virginia | Nationwide
https://www.envisionvahome.com
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