On this 272nd episode of Monday Morning Pep Talk, I’m taking you behind the metaphor and story of Take Flight - the name of my trademarked course designed to develop high-performing real estate advisors. At its core, the course teaches the difference between treating real estate as a hobby and building a predictable, sustainable business that seamlessly integrates into one’s life. The ultimate goal is a business that flows effortlessly, fueled by a steady stream of repeat and referral clients.
Today, I will give you the story behind Take Flight.
Before I jump into today’s call, I want to remind you of my professional purpose: to help you, the full-service, full-fee Advisor, optimize your productivity and become the best version of yourself. Why? Because “Happy Advisors Sell More Real Estate.” I do that by teaching you how to handle the challenges and opportunities you face every day. When you can effectively manage the situations that arise daily in your business, you’ll be more productive and live a life that reflects the best version of yourself. My ask is that you listen as if you’re in a one-on-one coaching session with me, either in my office or on a call.
In March 2016, Amy, the girls, and I were headed to Grand Cayman for spring break. By that time, I had been teaching the principles of a high-performance real estate broker for over four years, and the course had catapulted me into a leadership role at Jameson Sotheby's International Realty. More importantly, teaching the course helped me discover my life's purpose.
Up to that point, I had never given the course a name. I decided that during this trip, I would look for inspiration to finally name it. As we settled into our seats on our first flight en route to our destination and began taxiing toward the runway, the metaphor of Take Flight hit me. I realized in that moment that starting a business is a lot like getting an aircraft off the ground. At first, an enormous amount of energy is required just to gain momentum. The engines roar, the aircraft shakes, and all available power is focused on one thing: liftoff. But once the plane reaches cruising altitude - 30,000 feet – it’s a completely different experience. The flight becomes smoother, fuel consumption decreases, and you can cover a massive distance with efficiency.
The same principle applies to business. Reaching critical mass in your business is the equivalent of hitting 30,000 feet. You’ve done the heavy lifting. You’ve built something self-sustaining. You’re no longer grinding just to stay in the air; you’re soaring. But getting to this point isn’t easy, and it doesn’t happen overnight; in fact, it can take several years.
The Heavy Lift: The Grind of Takeoff
Ask any pilot, and they’ll tell you that takeoff is the most intense phase of flight. It requires the most fuel, the most power, and the most focus. The aircraft is fighting against gravity, pushing through resistance, and demanding everything from the engines to break free from the ground.
This is exactly what it feels like in the early years of building a business. You’re investing time, money, and energy at levels that feel unsustainable. You’re fighting for traction, refining your value proposition, and testing different strategies. Every decision matters, and mistakes feel costly. The work is exhausting, and you’re not even sure if you’ll get off the runway.
But if you stay committed, the aircraft starts to lift. The wheels leave the ground. There’s a shift - you gain altitude. In business, this means you’re seeing momentum. Clients are coming in, your marketing is gaining recognition, and your systems are starting to work.
Climbing to Cruising Altitude
Even after takeoff, the aircraft has to keep climbing. It doesn’t immediately reach 30,000 feet. The engines are still working hard, but now there’s a sense of direction. Pilots adjust controls, manage turbulence, and stay focused on reaching a steady altitude where they can fly efficiently.
For business owners, this is the phase where you refine and optimize. You’ve made it past the initial grind, but you’re still fine-tuning your CRM, your branding, your marketing, and your client experience. You’re hiring the right team members, streamlining your processes, and ensuring your business is moving toward critical mass - that point where it becomes self-sustaining. You’re tired but you are you are starting to see the benefit of your consistent efforts.
Reaching 30,000 Feet: Predictable and Enjoyable Growth
When a business reaches critical mass, it’s like an aircraft hitting cruising altitude. You’re flying at 575 MPH, covering more ground than ever, but with significantly less strain. The business generates consistent revenue, clients seek you out, and your systems support long-term success. The frantic energy of takeoff is behind you. You are making small alterations and course correction to your plan to maintain speed and ensure you hit your goals within a timeframe that you set out to meet them. In essence, landing directly on the runway just like to you set out to achieve.
But here’s what most people misunderstand: the goal is never just to take off - it is to get to cruising altitude. Too many real estate advisors and entrepreneurs burn out because they spend years in a constant state of taking off, never optimizing their business for sustainability. They keep stopping and have to attempt take off over and over again.
At 30,000 feet, you’re in control of your time. You’re executing your business strategy with precision. You’re working with a strategically defined number of clients who see you as the leader in your industry. Your personal brand does the heavy lifting for you. You are operating and leading like a CEO.
This is where the real fun begins.
Final Thoughts: The Journey is Worth It
Getting a business off the ground is one of the hardest things you’ll ever do. It takes vision, resilience, and an incredible amount of energy and effort. But if you’re willing to push through the turbulence and put in the work, you’ll reach a point where your business doesn’t just survive - it thrives. Is it always easy? Of course not. But the key is remembering that you are in control.
Nine years later, I believe the original idea behind Take Flight is more important than ever. The business is getting tougher. "Easy" deals no longer exist - but you can make the things within your control easier. Right? Not every stage of the business has to be a struggle. 30,000 feet isn’t just about altitude; it’s about altitude with purpose. When you reach that level, you’re not just running a business - you’re running a predictable and sustainable business. One that complements your life, giving you the freedom to truly enjoy the ride.
