Are You Building a Business—Or Just Closing Deals?

Jul 18

Roujean Sabouri

Roujean Sabouri is the Director of Sales Enablement at Compass, where she leads initiatives that reduce ramp time and drive revenue faster, launches learning initiatives with near-perfect satisfaction, and partners with leadership on strategic GTM rollouts.

Some agents stay busy. They move from deal to deal, filling their days with showings, inspections, paperwork, and putting out fires. Others build businesses. They treat their real estate career like a company with strategy, systems, and long-term thinking behind every move.

In my role, I work behind the scenes supporting the Strategic Growth Managers who partner with agents across the nation exploring whether Compass is the right fit. I’m fortunate to have a front-row seat to the conversations that lead to breakthroughs. And over time, patterns emerge.

Busy Doesn’t Always Mean Strategic

Many agents are doing well on paper—but feel like they’re in constant motion with no time to reflect. They tell us:

“I’m closing deals, but I don’t know where I’m headed.”
“I know I want to grow, but I don’t have the time to figure out how.”
“I’m successful—but stuck.”

If that resonates, it’s not because you’re failing. It’s because you’ve hit a point where hustle isn’t enough. You’re ready to think like a business owner—not just an operator.

5 Signs You’re Running a Business Without a Plan

From my vantage point, the agents who benefit most from strategic conversations with our SGMs usually face friction in one or more of these areas. Even if they haven’t named it yet—they’ve felt it.

1. Lead flow feels unpredictable.

You’re getting clients, but it’s inconsistent—and often reactive. The difference between a good month and a bad one shouldn’t come down to luck or referrals.

2. You’re meeting with buyers or sellers, but losing them before they commit.

Your pipeline is full, but conversion is low. You might not have a system—or the right materials—to move people from interest to agreement.

3. You’re busy all day, but unclear on what’s working.

Without efficient workflows, your time gets eaten by tasks that feel urgent, not strategic. You’re doing a lot—but unsure what’s actually moving the needle.

4. Your income is up, but so are your expenses.

If your marketing and support costs are creeping up but your net income isn’t, it’s time to rethink your ROI. Gross revenue looks good. Profitability tells the truth.

5. You’ve hit a ceiling.

Maybe you’ve built something solid—but you know it’s not your final form. Whether it’s scaling, specializing, or pivoting, you’re ready to grow in a new direction.

This Is the Work Our Strategic Growth Managers Do Every Day

I’ve seen what happens when agents finally get the space—and support—to reflect on their business with a clear framework. That’s what SGMs offer: not a pitch, but a partnership rooted in business planning, growth strategy, and clarity.

And one of the things I’ve found most eye-opening?

Many agents who join Compass do so after realizing their current brokerage—despite seeming like the “better deal” on paper—wasn’t delivering the long-term value their business needed.

After taking a serious look at their business with the guidance of a Strategic Growth Manager, they often see something critical: what they were getting back wasn’t worth what they were giving up.

It’s not about a "better deal". It’s about better growth, better support, and better alignment with what they’re trying to build.

When you shift your mindset from “What’s my split?” to “What am I building, and who’s helping me build it?”—you start to see things differently.

And the results speak for themselves:

In Q1 2025, Compass had a 96.6% agent retention rate—a testament to how well the model works for agents who want to run better businesses, not just close more deals. Read more in our latest press release.

And for many agents, the clarity starts in the first conversation.

“A quote from a new agent joining email about how their experience with an SGM”

You Deserve Time to Think Like a CEO

If you’ve been feeling like your business is running you—instead of the other way around—it may be time for a different kind of conversation. One that’s not about being sold on a brokerage—it’s about seriously evaluating whether your current one is helping you grow. Because closing deals will keep you going. But building a business? That’s how you take control of your future.

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Compass does not recommend one particular strategy or guarantee of results.*