If I had a DeLorean, a flux capacitor, and 1.21 gigawatts of power, there’s no question—I’d take a trip back to 1986 when I started in this business.
Why? Because after nearly 40 years in Silicon Valley real estate, I’ve learned some hard lessons and gained some valuable wisdom that would’ve made the road a little smoother and the ride a lot faster.
From time to time, I give a presentation called “The 25 Things I Wish I Knew When I Got Into This Business.” Today, I want to share a condensed version: 7 things I wish someone had told me when I was starting out. And I’d challenge you to reflect on this too: If you could go back in time, what would you do differently?
1. They’re Not as Good as You Think They Are
In the early years, I was intimidated by “top producers.” I avoided certain opportunities because I didn’t think I could compete. Over time, I realized most weren’t doing anything extraordinary. The more I believed in myself, the more I wondered why I ever doubted. Give yourself more credit—you’re better than you think you are.
2. Don’t Hide from Your Clients
When listings sit, those price conversations get uncomfortable. But silence doesn’t serve you. Don’t disappear. Be proactive. Have the hard conversations. Staying visible and honest is what earns you trust and respect.
3. Create Automatization
Success favors consistency. Set up systems that run without you. Just like The Automatic Millionaire teaches about wealth, automate your business processes—like farming, lead nurture, follow-ups—so results come in while you focus on growth.
4. Pay Yourself First
You’ve heard it before—but are you doing it? A simple 5% investment of $200K in annual income, over 30 years at an 8% return, can create a tidy nest egg of more than $14M. Start now. Future you, will be grateful.
5. Don’t Miss a Belt Loop
The small things matter. A sloppy contract, a missed checkbox, or an unclear contingency can become a legal headache. Attention to detail isn’t optional, it’s the price of professionalism. And remember: knowledge sells. Be a student of the market and a source of value, not just facts.
6. Stop Talking About Yourself
The best agents are the best listeners. Nobody cares how many homes you sold last year if you can’t hear what they need. Shift the spotlight. Ask questions. Listen deeply. Serve accordingly.
7. Think BIG—Then Think Bigger
When I ask agents to think big, most still play it safe. Let me challenge you to set a goal while thinking BIG. How much money would you like to earn this year? Nope… not big enough. Add a zero to your number. That’s thinking BIG. Does that number make you laugh or squirm? Well, that’s your new benchmark. BIG thinking isn’t reckless, it’s expansive. And it opens doors you didn’t even know existed.
We don’t have time machines. But we do have today.
What you do today becomes the experience, confidence, and success you’ll wish you had “way back when.”
So, think boldly. Act intentionally. Learn constantly.
And for heaven’s sake… don’t miss a belt loop.
TERRY Talks 