Most real estate agents struggle with inconsistency. Deals come in waves, referrals feel unpredictable, and staying relevant between transactions is harder than ever. The reality is that people are moving less frequently, which means that relying on transactions alone is no longer a sustainable growth strategy.

That is exactly the challenge DeAnn Golden addresses in her recent Stay Paid podcast episode. As president and CEO of Berkshire Hathaway HomeServices Georgia Properties, she leads more than 1,250 agents to billions in annual sales—not by merely pushing more transactions but by changing how agents think about their role.

Her message is clear: Agents who win today are not salespeople. They are advisors, consultants, and long-term relationship builders.

Let’s break down the key insights from the episode, including Golden’s approach to coaching, her “two-calls-a-day” strategy, and how repositioning yourself as a real estate financial consultant can transform your business.

Why traditional real estate strategies don’t always work

The biggest shift in today’s market is simple: People are moving less often.

According to Golden, homeowners now move every 10–13 years, compared to just 4–7 years in the past. That means fewer transaction opportunities—and more pressure on agents to stay relevant in between.

She explains that many agents get stuck chasing deals instead of building relationships: “There is always something meaningful to do in our business. It’s important to do more than just help show a house or list a house.”

The agents who succeed are the ones who expand their value beyond the transaction.

What is a real estate financial consultant?

A real estate financial consultant is an agent who helps clients manage, grow, and understand their real estate as part of their overall financial picture.

Instead of focusing only on buying and selling, they guide long-term decisions about equity, timing, and wealth.

Golden puts it simply: “It’s not selling; it’s serving and it’s consulting.”

Why coaching matters more than training

One of the most powerful insights from the episode is the distinction between training and coaching.

Golden explains: “Training transfers knowledge. But coaching is what transforms the person.” Training teaches skills. Coaching changes behavior.

For agents, this means success goes beyond knowing scripts or tactics—it is about understanding motivation, discipline, and purpose.

Golden emphasizes that everything starts with understanding motivation. “You’ve got to know the ‘why,’” she says, “What motivates you and your clients as people?”

This applies not only to leaders coaching agents but also to agents working with clients. The deeper the understanding, the stronger the relationship.

The 2-calls-a-day strategy that builds consistent business

Golden’s most practical strategy is also her simplest: make two meaningful calls every day. Not cold calls. Not sales pitches. Value-driven conversations.

What is the 2-calls-a-day strategy?

This tactic involves a daily outreach system where agents contact two people to offer a real estate consultation, creating consistent touchpoints and long-term relationships.

Golden explains how it works:

“Call two people today… say, ‘I’m sending you a real estate review… it’s complimentary.’”

Over time, this creates a massive impact.

Two calls a day equals hundreds of meaningful conversations per year. That is how pipelines are built without relying on luck.

How to stay relevant between transactions

If clients only move every decade, agents must create value in the years between.

Golden highlights several opportunities:

• Equity reviews
• Insurance check-ins
• Home improvement guidance
• Long-term planning conversations

She challenges agents to ask better questions, like “Have you thought about your real estate plan?”

This shift transforms your role from vendor to advisor.

How to position yourself as the “real estate arm”

One of the most underutilized growth strategies Golden shares is partnership marketing.

She suggests aligning with:

• Financial planners
• Accountants
• Insurance agents

Her approach: “Can I be that arm when you’re consulting?”

This positions you inside existing client relationships rather than constantly chasing new ones. It also elevates your credibility instantly.

The mindset that drives long-term success

Golden’s journey—from receptionist to CEO—is rooted in mindset.

Her philosophy is simple but powerful: “If others can do it, why can’t I? Why can’t I learn more?”

She also emphasizes service over sales. And perhaps her most important belief is that “a closing is not a closed chapter… It’s when we’re opening the doors to the next relationships.”

This is the foundation of a referral-based business.

How to implement this strategy in your business

Turning these ideas into action requires structure and consistency.

Daily actions:

• Make 2 real estate review calls
• Track conversations and follow-ups
• Focus on meaningful interactions, not volume

Weekly actions:

• Review your database for outreach opportunities
• Connect with one professional partner
• Share one piece of value-driven content

Monthly actions:

• Deliver a real estate equity update
• Schedule in-person or virtual consultations
• Evaluate your pipeline and relationship health

The key is consistency. Small, repeated actions create long-term results.

How ReminderMedia helps you stay top of mind

Building a consultative business requires consistent communication—but most agents struggle to maintain it.

Here is the challenge:

• You know you need to stay in touch
• You do not have time to do it manually
• Your communication becomes inconsistent

Golden emphasizes that relationships require ongoing effort:

“People are at the heart of real estate… but do we really take action and make it happen?” This is where structured systems matter.

ReminderMedia helps bridge this gap by providing:

• Branded print marketing that keeps you visible year-round
• Automated campaigns that maintain consistent touchpoints
• Content-driven outreach that delivers value, not just promotion

Instead of relying on memory or motivation, you create a system that makes sure your clients hear from you regularly—without adding hours to your schedule.

The power of relationships

The real estate industry is changing, but the fundamentals of success are not. Relationships still drive referrals. Trust still drives decisions.

What has changed is how agents must remain present between transactions.

DeAnn Golden’s message is clear: Stop thinking like a salesperson, and start acting like a consultant. Make the calls. Ask better questions. Build deeper relationships.

Because in today’s market, the agents who win are not the ones trying to sell the hardest—they are the ones who stay connected the longest.

Start with two calls today.