In a recent webinar hosted by The Share Group, industry coach Jake Dixon delivered a high-energy presentation aimed at transforming the way real estate agents approach their daily routines. The session, part of a webinar series focused on practical, actionable strategies, introduced the “5-to-25 Challenge” — a simple yet powerful method to build a consistent, profitable real estate business.
Below we break down the key takeaways from the webinar and explore different perspectives on how agents can leverage these insights to achieve lasting success.
At the heart of Jake Dixon’s presentation is the idea that real estate success does not come from complicated tactics or overnight breakthroughs. Instead, it is built on simple, repeatable actions that compound over time. Dixon emphasizes that many agents overcomplicate their approach as a justification for future setbacks. By stripping back the complexity, he encourages agents to focus on five fundamental tasks every day:
Need Generation (a.k.a. Lead Generation)
Dixon reframes lead generation as “need generation,” a concept that shifts the focus from self-interest to genuinely helping potential clients. Asking how you can serve others not only humanizes the process but also makes it more effective.
Consistent Follow-Up
Persistence is key. Agents are advised to follow up relentlessly with every contact, understanding that each conversation—even the ones that do not convert immediately—adds value and moves them closer to their next appointment or sale.
Appointments
Every day, agents should commit to booking face-to-face or virtual appointments. Dixon stresses that these interactions are the stepping stones to closing deals.
Contract Negotiation
For each appointment that leads to a transaction, mastering the art of negotiation is essential. This skill is honed through practice and plays a significant role in securing deals.
Script and Role Play
Practicing scripts isn’t about memorizing lines; it’s about building confidence and refining your pitch. Role playing with colleagues or a coach can help agents stay sharp and prepared for any conversation.
These five actions, when executed consistently, create a “compound effect”—a concept also highlighted in popular books like The Compound Effect and Atomic Habits. Dixon illustrates this effect with a powerful analogy: just as a baseball player improves with every swing, agents improve their conversion rates with each conversation, even if the early results are modest.
The webinar introduced the “5-to-25 Challenge” as a manageable, yet transformative target:
Dixon’s math isn’t just motivational—it’s a practical framework that agents can tweak. For example, increasing the number of contacts or refining conversion skills through better follow-up and role playing can significantly boost results.
Many agents balk at the idea of cold calling or initiating conversations with strangers. Dixon’s rebranding of “lead generation” as “need generation” is designed to mitigate this discomfort. By focusing on the potential needs of clients rather than on the sales pitch, agents can build relationships more authentically.
The Share Group has continuously evolved its technological offerings. During the webinar, new tools such as a people finder, skip tracing features, and mortgage lead integrations were highlighted. These tools can streamline the process of identifying and engaging potential leads, making the 5-to-25 Challenge even more accessible in today’s digital environment. You can learn more about these innovations on The Share Group’s website.
Even seasoned agents can benefit from the challenge. With a higher conversion rate and a refined skill set, experienced agents might not need to make as many contacts to hit six-figure earnings. However, the principles of consistent follow-up, disciplined appointment setting, and continuous role play remain relevant. In fact, the challenge is an excellent reminder that the fundamentals of the business do not change—even as the game speeds up.
A recurring theme in Dixon’s talk is the importance of accountability. Agents are urged to:
Moreover, Dixon’s candid discussion about his own journey—from less successful past experiences to embracing the discipline required in real estate—resonates with anyone who has faced setbacks. His approach underscores that success is often “boring” and rooted in the willingness to sweat the small stuff every day.
Jake Dixon’s webinar offers a refreshingly straightforward approach to real estate success. The 5-to-25 Challenge isn’t about flashy tactics or instant gratification; it’s about building a strong foundation through consistency, disciplined follow-up, and a commitment to continuous improvement. Whether you’re new to the industry or a seasoned professional, the key is to embrace these fundamentals and trust in the compound effect of daily action.
For more insights on how to transform your lead generation strategy and grow your real estate business, visit The Share Group. And if you’re interested in resources like the simplified script booklet mentioned in the webinar, be sure to check out their offerings for tools that can further support your journey.
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By incorporating these practical strategies and perspectives, agents can move from the struggle of inconsistent daily routines to a systematic approach that not only promises six-figure earnings but also builds a sustainable, fulfilling career.