“Stay organized. Keep it simple.”
— Bruce Fults
Bruce got his start in 1984, long before smartphones and CRMs were industry staples. Back then, it was a legal pad, a pen, and an unshakable work ethic.
“If I could go back, I’d tell myself just how crucial trust and relationships would be. Technology has evolved, but the core of real estate remains the same: show up, communicate clearly, listen more than you speak, and always do the work.”
His advice is timeless: Don’t overthink it. Real estate is built on trust and consistency. Tools can help, but it’s your character that will carry you the furthest.
“Play the long game.”
—Destinie Collins
“Real estate is more of a long game than I expected. Success isn’t just about knowing the market—it’s about consistency, trust, and showing up daily, even when things feel uncertain.”
Born and raised on the Emerald Coast, Destinie has deep roots in the community—and it turns out, that connection has been one of her greatest strengths. But it wasn’t always smooth sailing. One of her first deals collapsed just days before closing, a blow that felt deeply personal.
“I had tied my self-worth to that one deal,” she says. “But real estate taught me to be resilient. You can’t control everything—but you can control how you respond.”
Her advice to new agents? Focus on building relationships and stay grounded in your “why.” For her, that’s the community and the family she’s building here. “Let that be your anchor.”
“There’s no roadmap—but you still have to show up.”
—Todd Hancock
Growing up with a father who was a broker, Todd thought he had a head start. But once he was in the field, he quickly realized how tough that first year really is.
“There’s no steady paycheck, no guaranteed clients, and often, no one telling you what to do. You’ve got to figure it out and keep going—even when nothing seems to be working.”
Working with builders early on taught Todd the importance of timelines and attention to detail. Later, working resale honed his people skills and taught him how to weather slow seasons.
His advice: stay consistent, preview constantly, and follow up like it’s your superpower. Because in this business, it is.
“Learn to listen before you speak.”
—Gary Bowman
“I wish I had been a better listener from the start.”
Gary’s career took off once he mastered the art of communication—which starts with listening. Instead of jumping in with solutions, he learned to slow down and hear what clients were really saying.
“Don’t interrupt. Take mental notes. Clients will tell you everything you need to know—if you let them.”
It’s about trust, not talk. “Remember,” Gary says, “it’s about them, not you.”
“You’ll wear more hats than you think.”
—Cynthia Kennedy
Cynthia reminds us that being a great agent goes far beyond showing homes and writing offers.
“Marketing, networking, negotiating, market research—it’s all part of the job. Real estate is a business, and you have to run it like one.”
Her advice: embrace the many hats you’ll wear—and keep learning how to wear them well.
“Discomfort is the price of growth.”
—Glen Stegemann
Glen doesn’t remember the wins from his first year—he remembers the ones that fell apart, the self-doubt, and the fear of not being good enough.
“I was obsessed with doing everything perfectly. But I’ve learned that real estate isn’t about perfection. It’s about connection.”
Everything shifted when Glen stopped trying to prove himself and started asking better questions. That mindset, combined with finding the right team, changed everything.
“The day I joined a culture that celebrated collaboration over competition was the day my career truly began.”
Now, as a team leader, Glen passes that lesson on. “New agents don’t need perfection—they need support, honesty, and community.”
The Takeaway: It’s a Journey, Not a Sprint
Every one of these stories shares a common thread: growth doesn’t happen overnight. The first year in real estate is about building habits, embracing discomfort, and learning the lessons that don’t always show up in a training manual.
To all the new agents out there: give yourself grace, find your people, and keep showing up. The lessons are coming—and so are the wins.
Interested in joining our team at The Agency Northwest Florida Beaches?
We’re always looking for passionate, driven professionals who want to grow in a collaborative and supportive environment. Reach out!
