Why 90% of Agents Fail (and What Closers Can Learn)

Most real estate agents don’t fail because of the market. They fail because they never learn to treat real estate like a business.

In my latest episode of Pitch Me, I sit down with Leigh Brown, broker, keynote speaker, and unapologetic truth-teller, who has spent 25 years proving that discipline and commitment, not gimmicks, are what separate top producers from the 90% who barely survive.

Leigh started out selling chainsaws before building one of America’s most respected brokerages.

She has seen it all: boom markets, crashes, lawsuits, AI disruption.

And through it all, she has built her business on three pillars: authenticity, professionalism, and leadership.

Here’s what you’ll walk away with from this conversation:

✓ Why 90% of agents fail (and how to avoid it)
✓ How to build trust at any price point
✓ Why real estate is problem-solving, not just houses
✓ What AI can do (and what it will never replace)
✓ Why intentionality, integrity, and visibility beat every marketing hack

This isn’t just about real estate. It’s about sales at every level.

Because whether you’re closing a $500k home or a $50k coaching program, the truth doesn’t change: shortcuts and gimmicks will always lose to discipline, service, and consistency.

Leigh reminded me of something I live by: high-ticket closing is leadership. 

It’s about showing up with professionalism, solving problems, and guiding people through fear to clarity.

The agents who fail are the same as the closers who fail.

They cling to excuses, hide behind “the market,” or wait for conditions to get better. The winners?

They treat every call, every client, every opportunity like a business.

And that’s why they last.

If you’ve ever wondered why some agents (and closers) excel while others burn out, this episode is for you.

Listen here: Pitch Me with Leigh Brown

Stay relentless,
Kayvon Kay