Talent won’t save your real estate career—consistent prospecting, the right environment, and a bulletproof mindset will. In this energizing conversation, host Robert Rico sits down with Helen Dos Santos—speaker, CEO, and Operating Principal at Keller Williams Huntington Beach—to unpack what top agents actually do differently, from daily habits and training to client-first systems that scale.

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What you’ll learn: how to choose the right brokerage environment, build prospecting muscles in a low-transaction market, and align your role with your strengths (buyer’s agent, listing specialist, admin/ops, team leader). Helen shares the frameworks she uses to develop agents—from day-one onboarding to the habits that move you from self-employed chaos to business-owner control.

Takeaways

• Environment > ego: Your results mirror your circle. Choose a brokerage with systems, standards, and training—then plug in, show up, ask questions, and execute daily.

• Prospecting based, marketing enhanced: In tighter markets, lead generation comes first. Block time, make the calls, follow up in your CRM, and let marketing amplify—not replace—your outreach.

• Mindset is the moat: Discipline beats feelings. Top agents do the work on the days they don’t feel like it, keep learning, and put the client first—every time.

• Role fit matters: Use career visioning to match your wiring to the work (sales, ops, showing, contracts). When strengths align, consistency skyrockets.

• Plan the runway: Aim for 3–6 months’ expenses before jumping in, set an activity budget, and measure actions (conversations, appointments) as fiercely as closings.

Helen Dos Santos is a 20-year industry leader—speaker, CEO, and Operating Principal at Keller Williams Huntington Beach. She’s onboarded and developed hundreds of agents, built training-first cultures, and champions client-first standards that produce durable, referral-driven businesses.
Level up your environment and your execution. Audit your daily prospecting block, plug into real training, and adopt a client-first system—then watch consistency compound.