This blog is based on an episode of the DealMachine REI Podcast, where Colorado real estate agent and developer Athena Brownson shares her journey, systems, and mindset for long-term real estate success.
Watch the full DealMachine REI Podcast episode with Athena Brownson to hear her full story, real estate strategies, and mindset tips, straight from the source.
Athena Brownson grew up in Breckenridge, Colorado, where the slopes and job sites of her developer father shaped her earliest experiences. She became a professional skier by 15, competing internationally for nearly a decade. After 15 surgeries, she pivoted away from the sport, searching for a new purpose.
Following her retirement, Athena turned to design, a field her mother mastered through interiors on development projects. But working for others didn’t fulfill her. She needed to create her own path. Real estate offered that opportunity, combining service, entrepreneurship, and creativity.
She quickly discovered that her athletic habits, discipline, accountability, and repetition, were the same skills needed to succeed as an agent. What began as a career pivot turned into a calling: helping people navigate some of life’s biggest decisions with care and structure.
Athena doesn’t shy away from the market’s challenges. Clients hesitate. Deals take longer. Many agents chase the latest shiny tool. Athena stays grounded by building simple, repeatable habits. Her weekly "greatness tracker", a spreadsheet of essential actions, keeps her focused. Calls, open houses, meetings, and handwritten notes form the foundation. If she misses her goals, money goes to charity.
“There’s no instant gratification in this business—and that’s hard in a culture obsessed with it.” — Athena Brownson, DealMachine REI Podcast
Instead of fearing downturns, Athena uses them to build skills. She practices real estate negotiation tactics, improves systems, and sharpens her communication. Her approach mirrors her athletic training: when conditions get tough, refine your technique.
She also reframes fear. Before high-stakes conversations, she tells herself she’s excited, not anxious. A mindset trick she learned from a former partner, a neurosurgeon, reminds her: “Is anyone going to die?”
If the answer is no, she resets emotionally and steps into the conversation with clarity and confidence.
Athena’s first mentor, John Stegner, helped her understand the difference between transactional and relationship-based business. Real estate is one of life’s biggest decisions. For Athena, it deserves depth, patience, and sincerity.
She stays top of mind with annual check-ins, equity reviews, handwritten cards, birthday calls, and genuine conversation. Consistency builds familiarity. Authenticity builds trust.
Rather than following generic scripts, Athena leans into what feels real. If cold-calling 40 people a day doesn’t fit her style, she makes three deep, thoughtful calls instead. Her approach is human-first.
She draws inspiration from Unreasonable Hospitality, a book that emphasizes thoughtful, personalized service. For Athena, it's about listening well and offering value without being asked.
Negotiation brings pressure even for Athena. But she leans into the moment with mental reframes, preparation, and confidence. Her strategy includes:
She notes that emotional clarity, not aggression, often wins the room.
“Step into your power. Represent your client better than 99% would.”
Whether presenting listings or negotiating tough inspection objections, Athena brings a composed, focused energy.
Early in her career, Athena would drive neighborhoods, find active development projects, and reach out to the builders and investors behind them. Her approach: a short coffee meeting with a strong elevator pitch focused on clear value.
She also helps past clients become first-time investors. By showing them how their primary and secondary homes performed, she opens the door to future opportunities like developments or rentals.
Her advice:
Athena's core system is her weekly tracker, a simple spreadsheet with non-negotiable actions. It includes:
These are small, unflashy actions that build a predictable, scalable business.
“When you implement the basics well and stay consistent, real estate stops feeling like a roller coaster.”
Behind the scenes, Athena manages chronic Lyme disease. Many in her position would leave the business. But she draws purpose from her work, and that purpose fuels her perseverance.
A sign behind her desk reminds her:
“Do it tired. Do it scared. Do it sad.”
She crafts her schedule with care: recovery routines, rest, and systems that support her ability to serve. Her openness about this journey builds connection with clients and peers alike.
Athena’s content strategy is built on education. Through short, helpful videos, she breaks down topics like:
“If someone learns just one thing, the content did its job.”
This effort not only builds authority, it strengthens referrals and search discoverability.
Top agents like Athena use daily trackers, stay accountable to mentors, and follow consistent routines like outreach, in-person meetings, and educational content.
Begin with clear goals, build a system of repeatable actions, and focus on relationships over transactions. Track your progress and stay consistent, even in slow markets.
It focuses on long-term client trust through consistent, authentic outreach and value—not just transactions.
Use a tracker to commit to key weekly actions: calls, meetings, notes, content, and updates.
Find out what investors need. Build a reliable team. Present solutions, not just listings.
Reframe anxiety as excitement. Stay grounded in preparation and clarity.
Educational content that helps people feel informed and empowered during real estate decisions.
Trends change. Platforms shift. But grit, care, and structured effort never go out of style.
Athena’s story, shared on the DealMachine REI Podcast, proves that real estate success is not about hype. It’s about habits. Her journey shows that even in the face of health challenges and market downturns, slow and steady wins.
By tracking what matters, caring deeply, and showing up no matter what, agents can build businesses that last.