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A wedding coordinator turned realtor who almost quit ends up selling 30+ homes her first year and doubling down on the one tactic most agents avoid: telling the truth. Meet Melissa Royale, a San Antonio agent who built a resilient business on systems, mentorship, and real conversations about budget, tradeoffs, and timing.
We dig into the inflection points that changed everything: splitting from family partners, leaving a bad fit, and finding a mentor who replaced guesswork with accountability. Melissa breaks down the exact toolkit that saved her sanity—Google Calendar time blocks, Tasks for daily execution, a CRM that keeps seven-month leads warm, and a live checklist that flags deadlines in red. The result is a calm brain and a steady pipeline, even with multiple pendings in a tight, incentive-heavy market.
If you’re wrestling with affordability, builder concessions, or the post-NAR settlement noise, this conversation offers spine and strategy. Melissa explains how to write offers that win, why she negotiates compensation inside the contract, and when she refuses listings that won’t sell. She sets expectations with buyers early—choose your compromise: location, size, age, or upgrades—and warns short-term owners about competing with builders on resale. For new agents, her advice is direct: know your personality, pick the right environment, and get organized fast. For buyers, it’s simple: start where you are, build equity, and let your next home fund itself.
Real estate doesn’t reward perfect conditions. It rewards clarity, consistency, and courage. Tap play to learn how Melissa turned hard lessons into a durable playbook you can use today. If this helped you think sharper about buying or selling, subscribe, share with a friend, and leave a review with your biggest takeaway—we read every one.
Key Factors Podcast is Powered by LoanBot.com
Host: Mark Jones | Sr. Loan Officer | NMLS# 513437
If you would like to work with Mark on your next home purchase or as a partner visit iThink Mortgage.
Chapters
1. Meet Melissa Royale, Realtor And Mom (00:00:00)
2. From Wedding Business To Real Estate (00:03:20)
3. Year One: Sink Or Swim Without A Team (00:08:40)
4. Lessons From Family And Failed Fits (00:16:20)
5. Mentorship, Accountability, And Sanity (00:22:40)
6. Building Systems: Calendar, Tasks, CRM (00:28:10)
7. Today’s Market: Incentives And Tradeoffs (00:36:00)
8. Telling Clients The Truth, Even When Hard (00:43:30)
9. Commission, NAR Settlement, And Value (00:51:00)
10. Part-Time Myths And Lead Generation (00:58:20)
11. Setting Expectations And Compromise (01:06:20)
142 episodes
