A lot has changed in real estate, and leaders have to be able to continuously train agents and keep up with evolving models. How do we encourage continuing education for our agents? How can we distinguish between working out of ego vs. doing it because it’s what we actually want? On this episode we're joined by Pat Hiban, the founder of Rebus University and Gobundance, and host of the #1 real estate podcast. Pat shares on his real estate journey and the lessons he’s learned along the way.      Three Things We Learned From This Episode Why youth isn’t a disadvantage Being young or new in the business is something you can use as a strength, especially now. Younger people have more experience with the online world, which is where most consumers are doing their home searches. Having fewer clients is can also be an advantage because it means that you can be more dedicated and give clients undivided attention.   How lead follow up has changed Follow-up is so much more important now because buyers are looking at homes 6-8 months in advance, meaning the ISA is crucial in the process.   How the sphere of influence changes when you get out of production When you go out of the business and someone else takes over the team, your sphere of influence will be affected. If you don’t have a system to communicate and stay in touch, the SOI is going to get crushed.   For a lot of real estate agents, we get into the game and become driven by ego. In order for us to have real staying power, there has to be a lot more motivating us than accolades and recognition. Instead of focusing on those things, prioritize getting better everyday, pursue education, and push through to reach our goals.    Guest Bio Pat is the founder and Chairman of Rebus University, Gobundance, and the Hiban Group. He is also the author of the book 6 Steps to 7 Figures, and is the host of real estate podcast Real Estate Rockstars with Pat Hiban. Go to https://www.rebusuniversity.com/ to find out more about the courses, go to http://www.gobundance.com/ if you’re interested in joining. Listen to the podcast https://hibandigital.com/.   To get a copy of Pat’s book 6 Steps to 7 Figures, and to get access to Rebus University’s courses for $127 a month, go to https://freesixstepsbook.com/.