In this episode of the Windermere Ask a Coach podcast, host Michael Fanning explores the powerful combination of visibility and ability in real estate careers. He addresses the common "feast or famine" cycle many agents experience and introduces Suzy Welch's PIE concept (People, Ideas, Execution) adapted for real estate success.00:00 Introduction to Visibility and Ability in Real Estate01:00 The Importance of Visibility03:15 Combining Visibility with Ability05:15 Susie Welch's PIE Concept for Real Estate05:50 People: Building Deep Connections07:52 Ideas: Bringing Value to Relationships09:48 Execution: Delivering on Your Promises12:48 Consistent Visibility and Relationship Building15:30 Actionable Tips for Real Estate Success18:39 Balancing Priorities for Sustainable Growth23:33 Conclusion and Final ThoughtsVisibility Challenge: Many talented agents struggle because they're not visible enough in their marketThe Secret Problem: "Being the industry's best kept secret is not a business strategy"Balance is Critical: Visibility without ability is just noise; ability without visibility means missed opportunitiesIndustry Statistics: 82% of transactions come from repeat clients and referrals, yet only 13% of buyers and 33% of sellers use a previous agentFocus on quality of relationships, not just quantity of contactsCase Study: Agent Sarah vs. Agent Tom - relationship-building vs. transaction-only approachRemember personal details and maintain connections beyond transactionsBecome a source of insight, information, and innovationCase Study: Agent Jennifer vs. Agent Mark - providing unique value vs. transaction-focused approachCreate workshops, personalized analyses, and genuine insights for clientsDevelop reliable, thorough systems that create exceptional client experiencesCase Study: Agent Lisa vs. Agent David - consistent systems vs. boom-and-bust mentality"If you want to optimize, you must standardize" - James ClearConsistent contact (at least every 45 days) generates 40% more repeat/referral business71% of clients say they would use their agent again, yet only 25% actually doSolution: Create non-negotiable communication calendars and follow-up systemsSuccess story: An agent who increased referrals by 40% after implementing consistent visibility strategies"You don't have a time problem, you have a priority problem"Top-earning agents (>$1M annually) spend only 30% of time on active transactionsLower-earning agents (<$100K) typically spend 70-80% of time on transactionsAudit your calendar for PIE balance: People connections, Ideas development, and ExecutionCreate a consistent communication calendar with thoughtful touchpointsBecome a valuable resource beyond transactionsMake follow-up systems non-negotiableLeverage transactions to demonstrate both visibility and ability authenticallyRebalance your time allocation across People, Ideas, and ExecutionEmail: [email protected] be featured on the podcast, reach out directly to Michael FanningRemember to follow the Windermere Ask a Coach podcast on your favorite podcast app to receive future episodes.

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