How Content and Data are Key Growing Your Business
If you are looking for proven real estate growth strategies to build a scalable, modern business, this is for you. I recently had the opportunity to sit down with Mark Roberge—former Chief Revenue Officer at HubSpot and author of The Sales Acceleration Formula—at our Team+ Retreat in Boston. Mark is one of the most brilliant minds in sales and content marketing, and he delivered game-changing advice for agents looking to grow and scale.
In this blog, I will break down five of his top tips for growth and show you how to apply them directly to your real estate business today.
1. Let Data Drive Your Decisions
Mark’s first and most important point: growth starts with tracking your numbers. Real estate is one of the most measurable businesses out there—if you know what to look for. From conversion rates to pipeline velocity, you must use data to evaluate your hiring, training, marketing, and sales strategies.
If you want greater control and predictability in your business, start by measuring the right real estate metrics. Numbers bring clarity, and clarity leads to better decisions.
2. The Internet Changed Sales…So Must You
The days of agents as the primary source of property information are gone. Buyers and sellers do their homework online before ever contacting you. That means your role is not to push information but to connect with people in ways the Internet cannot. Your job is to educate, guide, and provide confidence that no algorithm can match.
This shift is at the heart of modern business growth. Start showing up where people are looking, through content, conversation, and credibility.
3. Use the 1/3–2/3 Content Formula
When it comes to content marketing, most agents are doing it backwards. Mark says only one-third of your content should be about your listings, business, or process. The other two-thirds should promote content from local thought leaders, influencers, or community figures.
Make a list of 20 to 50 influential people in your area: journalists, business owners, community organizers, and consistently share their content. This accomplishes two key things:
- Positions you as a trusted local resource
- Builds goodwill with influential people who may then amplify your own content
This strategy makes you the connector and source of value—not just another agent shouting into the void.
4. Embody the 5 Traits of Great Salespeople
In his book, Mark outlines the five most consistent traits of high-performing salespeople:
- Coachability
- Curiosity
- Prior Success
- Intelligence
- Work Ethic
Ask yourself: How coachable am I? Do I stay curious, seek feedback, and apply what I learn? These traits aren’t just useful, they are essential to personal and professional growth.
5. Remove Yourself as the Bottleneck
This is the big one. If your business only works because you’re involved in every step, then your growth is capped. Mark said it best: “Whatever your business is dependent on you is your blocker to scale.”
To grow, you must delegate and automate. Document your processes. Build repeatable systems. Hire or outsource to support those systems. If your business can’t run for a day without you, that is your signal to change.
How to Prioritize Tasks for Growth
One of the most common questions I get is: How do I prioritize tasks when everything feels important?
Here is the formula I use:
- Identify the top three tasks that directly impact revenue.
- Time block them into your calendar first.
- Automate or delegate everything else.
If you struggle with task overload, start your day with the most important task, not the easiest. Review your business plan weekly to ensure you’re focusing on what actually moves you forward. For more, check out our guide on how to prioritize tasks.
Start Using Real Estate Growth Strategies That Work
Your next level of success will not come from doing more. It will come from doing the right things—smarter, faster, and with more clarity. These real estate growth strategies will help you build systems, scale your efforts, and show up with greater consistency and confidence.
Explore our real estate growth strategies to access templates, tools, and coaching that align with your goals and help you scale smarter.
Or, if you’re ready to implement these ideas with expert guidance, book a free real estate coaching consultation and let us help you design a path forward based on data, strategy, and proven systems.
