Unlock Sustainable Profitability: Top Strategies for Real Estate Success in 2025
With almost 20 years in real estate—as a brokerage owner, investor, designer, short-term rental consultant, and financial coach—I’ve seen firsthand that profitability in real estate isn’t just about making deals. It’s about structuring your business and finances intentionally so that success is sustainable, not just situational. That’s exactly what I help real estate professionals and investors achieve through Profit for Keeps®, a financial framework that prioritizes profitability, cash flow management, and long-term stability.
To uncover the best strategies for building a profitable real estate business in 2025, I interviewed some of the top professionals in the industry—investors, brokers, and consultants who are thriving in today’s evolving market. Their insights reveal what’s working now and how you can strategically grow your business without burning out.
Let’s dive in!
STrategy #1:
Build a Collaborative Business Model That Supports Financial Freedom – Carrie Richardson & Kenny Yoder of Home Team Realty
Carrie, Kenny, and I go way back—we co-founded Home Team Realty together in Portland, and our approach was always rooted in teamwork, trust, and efficiency. While my path has taken me in new directions, Carrie and Kenny have continued to refine and evolve our original model into something truly unique. Their one-voice team approach allows them to serve clients at a high level while maintaining the kind of work-life balance that most realtors only dream of. Our conversation was a deep dive into how they’ve structured their business and what makes a successful real estate team.
"If there’s one thing that sets us apart, it’s that we’ve mastered the “one voice” approach. Clients trust us because they know they’re getting two brains for the price of one, and they don’t have to worry about who’s working that day—that’s our problem, not theirs." — Carrie Richardson
Instead of the traditional grind of solo agents working 24/7, their structured approach allows them to take extended breaks while maintaining a thriving business.
This approach depends on technology and centralized communication that make teamwork seamless, ensuring clients always receive a consistent experience. To maintain that seamless collaboration, Carrie and Kenny rely on centralized email (Front), shared phone systems (Open Phone), and internal messaging tools to keep everything transparent. This prevents miscommunications, ensures clients never have to repeat themselves, and allows them to work more efficiently.
"With the right systems, you get the same amount of work done in less time. Clients don’t suffer, and we’re not constantly trying to piece things together manually—it’s all centralized and transparent." — Kenny Yoder
The real magic is in finding collaborators that share a dedication for an unparalleled client experience…. AND that won’t compromise on the personal/lifestyle values of sustainability and having a business that works FOR you instead of controlling your life. Carrie and Kenny are masters of this!
STrategy #2
Start With Your Numbers—And Leverage AI – Blake Carter at Cribs Consulting
Blake Carter, a real estate consultant and Director of Sales at Cribs Consulting, has seen firsthand how technology is transforming real estate investing. The most successful investors today aren’t just crunching numbers manually; they’re using AI to analyze deals at scale, underwrite properties instantly, and make data-driven decisions faster than ever.
"You can literally teach AI how you underwrite, give it an address, and it starts running the numbers for you. That’s probably one of the biggest opportunities right now." — Blake Carter
There are also incredible tools like AirDNA that help real estate professionals and investors analyze existing short term rental data and make projections that assist in investment decisions.
If you use ChatGPT (and if you don’t - start!), try sharing with it the information about how you currently assess real estate opportunities, and ask it what additional considerations it would suggest you incorporate. You can quickly refine a template for analyzing deals.
Strategy #3
Build YOURSELF, Build Your Business – Staria Clark at Compass Real Estate
For Staria Clark, a top-producing agent with Compass Real Estate in Nashville, Tennessee, the biggest turning point in her career wasn’t a business strategy—it was personal growth. She found that when she focused on building herself—her mindset, her confidence, her energy—her business naturally expanded. Instead of chasing clients, she started attracting the right ones.
"Forget everything you know about building a business—build yourself. The more I focus on my own growth, the more I attract ideal clients who align with my values and vision." — Staria Clark
This is so easy to overlook in an industry and society where the focus can be on “tactics and tools”... and chasing the next thing that will get you more leads or more deals without taking into consideration you, your values, and the way you want your life to feel.
By realizing that mental, emotional and spiritual growth aren’t in competition with professional growth, but instead a direct amplifier of it, Staria has tapped into the ability to strengthen her mindset, self-worth, and ability to hold success. This helps her to attract the right clients and scale her business intentionally - instead of saying “yes” to opportunities that don’t feel aligned and inevitably drain her resources.
STRATEGY #4
Leverage Complementary Skills to Build Trust – Miranda Lock and Keith Ferris at Madrona Residential Real Estate
Miranda Lock and Keith Ferris, co-founders of Madrona Residential Real Estate in Bellingham, WA, have built a business model based on partnership and complementary skill sets. Keith’s expertise in home construction and inspections pairs perfectly with Miranda’s deep market knowledge, making them a go-to team for buyers and investors.
Miranda and Keith are the dynamic duo behind Madrona Residential Real Estate in Bellingham, Washington. Recognized among the top 1% of real estate agents in the state, they've earned accolades such as Best of Zillow and AREAA A-List honors. Their commitment to honesty, education, and client care has solidified their reputation for exceptional service and outstanding results.
"Our brains just work differently. Keith knows the ins and outs of houses—he’s a certified home inspector—while I focus on the market and client relationships. Within a few showings, our clients know exactly who to ask for what." — Miranda
Complementary partnership can be hard to find, but it is absolutely priceless. It all comes down to trust - whether it’s a full-fledged partnership or someone in a support role, the key is being able to get to a point where you can truly trust the other person in such a way that it actually takes something off of your plate. In fact, the ideal collaboration usually involves an overlap of skills/approach/values and then a lot of complementary skills that support each other to create and offer their best value to the team and to their clients.
STrategy #5
focus on working with the right clients – Staria Clark
Staria Clark has shifted from grinding and hustling to attracting the right opportunities. As already shared, by focusing on her own growth as a human, she has been able to build a business that aligns with her values. As a result, she has gone from working with difficult clients to building relationships with high-caliber investors and developers who respect her expertise. She believes that being intentional about who you work with directly impacts your quality of life and business success.
"One tough client can drain you, but one aligned client makes everything feel fun. The key is attracting the right people—clients who respect you and value your expertise." — Staria
Profitability isn’t just about financial tactics—it’s about structuring your business in a way that’s both strategic and sustainable.
A Nashville native, Staria is a dedicated real estate professional with Compass Tennessee, LLC. With almost a decade of experience, she offers innovative, custom solutions tailored to each client's unique needs. Staria's deep connection to her hometown and her commitment to personal growth enable her to guide clients through Nashville's dynamic real estate market effectively. Whether assisting first-time homebuyers or seasoned investors, her goal is to align real estate strategies with long-term objectives, fostering clarity and confidence in every transaction. Reach out to her if you’ll be investing in the Nashville, TN area!
Strategy #6
Focusing on Authenticity & Trust with Clients – Miranda Lock and Keith Ferris
Rather than focusing on aggressive sales tactics, Keith and Miranda’s approach is education-based and rooted in honesty. They believe real estate success is about long-term client relationships rather than quick wins, and they prioritize integrity over short-term gain.
"We don’t really feel like we’re in sales. It’s more of an information-based approach—helping people make the best decision for them, not just pushing them into a deal. There’s an expression we use—‘don’t be penny wise and pound foolish.’ Agents who chase quick dollars might see some short-term success, but for long-term sustainability, you have to focus on real client relationships." — Keith
This allows Keith and Miranda to reject a short-term, money-driven mindset in real estate. They stress that agents who focus solely on commission checks often burn out, while those who prioritize client trust, education, and a long-term vision build sustainable businesses.
strategy #7
Investing Is About Relationships, Not Just Deals – Betsy Herald at The Charles Realty
Betsy Herald, Senior VP at The Charles Realty in Boston, couldn’t agree more. Betsy has been in the industry for more than 30 years, and if there’s one thing she’s learned, it’s this: real estate success is built on relationships, not just transactions. In an era where many agents rely on texts and social media, she still believes in the power of a personal connection.
Betsy prides herself on treating every client as her best client, and knowing that the investment into that relationship is worth more than any real estate tool or strategy that could be implemented. She’s especially a fan of really emphasizing personal connection and conversation.
"You can’t maintain proper relationships or properly service clients through text and email alone. There’s something to good old-fashioned picking up the phone and talking to people." — Betsy Herald
This is certainly becoming a lost art in a day and age where people are more accustomed to emoji’s as a primary communication tool, but Betsy’s success speaks for itself. In fact, her clients appreciate the personal touch and know that they can reach out to her at any time for her real estate knowledge and strategic support. This shows up in the extensive referral network that Betsy has built over the decades and how much trust her clients, colleagues and industry partners have in her.
Want to build trust and loyalty with your clients? Pick up the phone, drop off a closing gift, invite your clients to lunch. You’ll be amazed at what a difference it makes.
Betsy is also known for her personal experience in owning, renovating, and selling properties in various Boston neighborhoods, providing her with firsthand insight into the market. She has been recognized multiple times on the Boston Top 20 Agents list and has appeared as a host on HGTV's "Sale of Two Cities." If you are considering investing in the Boston area, reach out to her!
Strategy #8
The Importance of a Well-Defined Buy Box – Blake Carter
Back in Austin, Blake Carter works all day long with short term rental investors and has built a business on helping his clients be successful by focusing on what works for THEM. Successful investors aren’t just chasing every deal—they have clear criteria for what they’ll buy and what they won’t. Avoiding “shiny object syndrome” and sticking to a structured Buy Box makes it easier to focus on profitable, strategic investments rather than just accumulating properties.
"Not having shiny object syndrome is super important. Some investors are just deal junkies, but defining your Buy Box really strongly keeps you from wasting time. It’s also way easier to work with people who know exactly what they want." - Blake Carter
Blake and his team understand that sometimes this means redirecting clients… or helping them define their Buy Box if they are new to acquiring investment property.
Strategy #9
Adapting & Evolving Over Time – Carrie Richardson and Kenny Yoder
This feels like the secret sauce behind it all… recognizing that business changes, markets change, WE change. Being willing to think critically about what is working and what isn’t is a fundamental skill for growth that is sustainable and profitable.
Carrie Richardson and Kenny Yoder of Home Team Realty are continually refining their approach, adjusting their schedules, team structure, and market strategies based on what works best each year. This takes intentional time to sit down and glean the wisdom from their own work, from each other and from their team.
"Every year we step back and ask: What worked? What didn’t? We keep tweaking, but the core principle remains the same—staying flexible while keeping our foundation strong." — Kenny Yoder
Final Thoughts — Profitability Requires Intentionality
If there’s one common theme among all of these professionals, it’s this: profitability in real estate isn’t random. The people who succeed aren’t just working harder—they know how to:
✦ Build intentional systems
✦ Focus on long term sustainability instead of chasing deals
✦ Prioritize values and alignment
It’s such a pleasure to know and learn from each of these industry leaders.
Meet your Profit for Keeps® Certified Coach (pending graduation), Mellisa Reeves!
The missing link for many professionals—and where Profit for Keeps® coaching comes in—is not just making money but keeping it, structuring cash flow properly, and building financial resilience.
So many real estate investors and professionals make the mistake of focusing on revenue first and hoping that profits follow. The most successful business owners take the opposite approach—they reverse engineer their profitability and work backward to ensure their investments and transactions are structured to support it.
This is what Profit for Keeps® is all about:
✦ Allocating profits first, rather than treating them as an afterthought
✦ Tracking cash flow and expenses intentionally, so every deal supports long-term financial goals
✦ Ensuring that all aspects of your business AND personal financial needs are met
✦ Prioritizing sustainable investments and business models instead of chasing short-term wins
✦ Getting YOU off the revenue roller coaster
This is exactly what Profit for Keeps® coaching helps real estate professionals and investors achieve—a structured financial approach that creates lasting success.
If you’re interested in learning more about the Profit for Keeps® framework, book a free consultation here!
Time to Implement!
Which insight will you apply first? Drop a comment or email me—I’d love to hear how you’re using these strategies.
Here’s to a profitable, fulfilling, and strategic 2025!
