By Janelle Compton – Broker, Coach, and Founder of Modern Agent Institute

When I first started in real estate, I was like many agents—working long hours, juggling clients, and chasing every opportunity just to keep the lights on. Downtown markets were competitive, cutthroat, and full of agents who had been doing this for decades. I knew I had to do things differently if I wanted to not only survive but build something bigger than myself.

Fast forward to today, and I lead a thriving real estate team that dominates our downtown market. It wasn’t luck—it was strategy, mindset, and relentless learning. Here’s how I went from solo hustler to empire builder, and how you can do it too.

1️⃣ Mastering the Market Before Trying to Lead

Before I ever recruited my first team member, I immersed myself in the downtown market.

• I studied every building, every street, every new development.

• I attended city planning meetings and connected with local business owners.

• I became the go-to expert in my niche before asking anyone to join me.

Lesson: You can’t lead others until you’ve mastered the terrain yourself.

2️⃣ Building Systems That Don’t Break

In the early days, my business ran on hustle alone. But hustle isn’t scalable.

• I implemented CRM automation to manage leads.

• Built templates for listing presentations, marketing, and follow-ups.

• Used AI tools for content creation and lead nurturing.

These systems allowed me to duplicate my success, which made it easier for new agents to plug in and thrive.

3️⃣ Recruiting the Right People (Not Just Any People)

I learned the hard way that not every agent is a good fit for your vision.

• I looked for people with drive, adaptability, and a service-first mindset.

• Instead of promising “easy success,” I offered coaching, mentorship, and real growth opportunities.

• I made culture my priority—we celebrate wins, learn from losses, and support each other.

Lesson: Hire slow, mentor deeply, and build loyalty through leadership.

4️⃣ Owning the Downtown Brand

We didn’t just sell real estate; we became part of the downtown story.

• Sponsoring local events

• Creating neighborhood guides

• Hosting open houses that felt like VIP experiences

By positioning ourselves as downtown market experts, we attracted clients who wanted our team specifically.

5️⃣ Transitioning from Agent to Visionary

The biggest mindset shift I had to make was letting go of doing everything myself.

• I focused on leadership, strategy, and vision, not just daily transactions.

• I built an operations team that handles logistics so I can coach and scale.

• I learned to trust my agents and empower them to become leaders themselves.

Result: My business now runs like a true empire, growing year after year without burning me out.

From Hustle to Empire – Your Turn

If you’re feeling stuck in the solo agent hustle, know this: you can build a team, you can own your market, and you can create an empire that lasts.

At Modern Agent Institute, I teach agents how to leverage systems, recruit effectively, and become visionary leaders. Whether you’re in a small town or a major downtown market like mine, the principles are the same.

The hustle may have started my journey, but leadership and strategy built my empire. And you can do it too.

– Janelle Compton
Broker | Business Coach | Founder of Modern Agent Institute