Good vs. Great: Why Models and Systems Matter

Over the past few weeks, I’ve had the privilege of consulting with leaders across the real estate industry—everyone from individual agents to brokerage leaders. And one thing has become crystal clear: there’s a distinct difference between good and great.

The good often lean on their personality and creativity. They thrive on “winging it,” but when it comes to long-term success, they get frustrated by structure. When someone presents a model or system, they push back. It feels restrictive—like a teenager testing boundaries. They want to do it their way, even if that way isn’t scalable.

The great, however, operate differently. They build their businesses on proven models and systems. They’re purposeful. They have a plan. And they commit to getting just 1% better each day.

It reminds me of a pilot vs. a passenger.

• A passenger may be fun to sit next to. They can tell great stories, improvise in the moment, and keep things lively. But they aren’t flying the plane.

• A pilot, on the other hand, doesn’t guess. They follow a flight plan. They use checklists. They listen to air traffic control. And because of that discipline, they reliably get everyone to the destination.

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I can already spot the “pilots” of tomorrow. They show up to consulting calls with thoughtful questions. They raise their hands for help. They treat masterminds as opportunities, not obligations. They lean into the wisdom of others and then apply it.

Looking back on my 20 years in real estate, I can say this with certainty: the difference-maker has always been a willingness to ask questions, follow proven systems, and lean on the experience of those who have already flown the path. That’s what builds not just businesses, but legacies.

So the real question is—are you a passenger, or are you the pilot of your business?

-Lesley Peters