How to Succeed in Real Estate with Grit, Discipline & Daily Habits

Why Most Agents Fail: A Wake-Up Call for Newcomers

Real estate is one of the most competitive industries. Statistics show that nearly 87% of new agents fail within the first few years. Many don’t even close a single deal in their first 12 months.

In fact, recent data highlights that only 25% of agents sold a single house last year. This staggering number isn’t meant to discourage but it’s a reality check.

Success in real estate isn’t about luck. It’s about persistence, learning, and a relentless work ethic. Agents who push through the early struggles and commit to growth often come out on top.

Why do most agents fail?

They lack consistency, training, and a structured daily routine.

From Military Routines to Real Estate Mastery

David Frost's journey began in the military, where strict routines, high-pressure situations, and accountability were part of daily life. As an Army CID agent, he investigated major crimes including high-profile cases like Jessica Lynch and Saddam Hussein’s war crimes.

These experiences shaped a disciplined mindset that later translated directly into real estate success.

Tasks like early mornings, structured schedules, and mental resilience became second nature. In real estate, these same habits created a foundation for handling stress, managing clients, and staying organized.

"Mentally, you got to be able to get through adversity," David says—a mindset that became a cornerstone in building a high-performance career.

Watch the full interview with David Frost below to hear his real estate journey, proven strategies, and mindset tips straight from the source.

Real Estate Is a People Business: Build Trust First

At its core, real estate is about relationships. Successful agents know how to quickly build rapport and maintain strong communication. Whether you’re talking to a seller, buyer, or investor, trust is everything.

David’s investigative work required emotional intelligence, adaptability, and the ability to communicate with people from all walks of life. That experience now helps him excel in real estate, where every client comes with unique challenges and expectations.

Daily Habits That Separate Winners from Quitters

Success doesn’t happen overnight—it’s built one day at a time. Agents who thrive have one thing in common: a disciplined daily routine.

Top 3 Daily Habits of High-Performing Agents:

1. Prospect for new leads every day
2. Stick to a structured schedule
3. Follow up consistently across channels

Why Daily Routines Matter

• Plan each day with intent
• Follow a repeatable schedule
• Focus on both outreach and personal development

The Discipline Advantage

Military habits like punctuality, working through fatigue, and task management created a strong backbone for consistency in real estate. David recalls how sick days weren’t an option in the military—just Motrin and a return to duty. That same attitude applies in real estate.

Staying Consistent When Motivation Fades

Motivation comes and goes, but consistency creates momentum. Even when results are slow, sticking to a proven system brings long-term rewards.

"You're never going to get better at something by doing it less," David says. "You've got to really do it a lot or more."

A Triple-Threat Prospecting System That Works

David's team consistently closes over 100 deals a year using a strategic, repeatable system he calls the "three-headed monster":

1. Driving for Dollars

Agents drive through neighborhoods to find absentee owners and distressed properties. They use DealMachine to document, research, and contact potential leads directly.

2. Building & Managing Lead Lists

Leads are compiled from multiple data sources and organized in a CRM. David personally uploads 25–30 leads at a time, then enters them into a follow-up system for calls, texts, emails, and mailouts.

3. Following Up Across Channels

Persistent follow-up across multiple channels ensures no opportunity is missed. If leads don’t respond to calls or texts, mail campaigns kick in automatically through DealMachine.

Mastering Tech: CRMs, Apps & Tools That Save Time

Technology gives agents an edge. CRM tools help track leads, automate outreach, and manage follow-ups.

David stresses that tech should enhance, not replace, daily discipline. Used correctly, tools like DealMachine act like a digital assistant, streamlining prospecting and maximizing efficiency.

Balancing Flexibility with Accountability

Real estate offers flexibility but that can be a trap.

Without a structured routine, flexibility turns into procrastination. David warns that many agents misuse flexibility as an excuse to work less.

"Most agents don’t work full-time. They work when they have clients," he says.

The difference between top performers and everyone else? Top agents show up and work every day—regardless of their schedule.

Leading a Team That Closes 100+ Deals a Year

Strong leadership is built on accountability. David mentors his team by:

• Setting high expectations
• Providing structured training and routines
• Encouraging consistency over convenience

Ironically, many agents leave his team for the very accountability they asked for.

"They want someone to push them until they actually get pushed," he says.

Multi-Option Selling: Giving Clients More Choices

David’s team provides multiple exit strategies for property owners:

• Cash offers from investors (including himself)
• MLS listings for full exposure
• Renovation plans with partner contractors

"You can't lose with us," David says.

By offering multiple paths to sell, agents earn trust, provide value, and increase their chances of securing the deal.

The Power of Mentorship & Peer Learning

Being part of a learning community builds momentum. David’s coaching program offers:

• Weekly Zoom sessions
• Accountability tracking
• Real-time Q&A

Peer support motivates agents to stay disciplined and learn from each other. The structured yet flexible program gives agents the tools they need to grow fast.

Final Takeaways: What It Really Takes to Win in Real Estate

• Real estate rewards grit, discipline, and consistency
• Use a proven system daily: prospect, follow up, and stay organized
• Leverage technology like DealMachine and CRMs
• Invest in training and mentorship to accelerate growth
• Stay adaptable, but never lose structure

David’s journey, from CID agent to team leader, author, and coach, proves that showing up every day with a game plan is the real key to success.

Frequently Asked Questions (FAQs)

Q1: Why do so many real estate agents fail?

A: Over 87% of agents fail due to inconsistent routines, lack of outreach, and weak discipline. Success requires daily effort, training, and accountability.

Q2: How can military skills help in a real estate career?

A: Military experience builds structure, resilience, and time management—skills that translate directly into client handling, prospecting, and follow-up.

Q3: What’s the most effective real estate prospecting strategy?

A: A triple-threat method: drive for dollars, build lead lists, and follow up across channels (text, email, phone). Consistency makes the biggest impact.

Q4: How can I start a successful career in real estate?

A: Start by treating it like a business. Build a daily schedule, invest in training, leverage CRM tools, and surround yourself with a supportive team or mentor.