Velocitydrift

Coldwell Banker Warburg’s Kevelyn Guzman breaks down ancillary income streams for agents, including referral networks, investments, speaking and content.

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In real estate, commissions are the headline figure, the number everyone sees. But those figures are merely the outcome, not the business itself.

If your entire strategy or plan resets after every closing, you don’t have leverage, you have a hustle, and the hustle will burn you out.

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The agents who build real wealth think beyond the next deal. They build relationships, referral pipelines and investments. They create income that stacks, not income that disappears the minute the wire transfer hits.

The real advantage comes from building around the transaction, not just inside it. That’s where things change.

Ancillary income is about control, not add-ons

Every deal already touches mortgage, title, insurance, staging, relocation, maybe even property management. Those services exist whether you engage with them intentionally or not. Strong agents decide to be the connector.

When you introduce clients to some of your trusted partners or colleagues, you’re improving the overall experience and reducing risk for those clients while also protecting your own reputation. Sure, you might be participating in the creation of value. But it shouldn’t be about trying to squeeze more out of a deal. Instead, simply recognize that you’re at the fulcrum.

Referral business is scalable if you treat it that way

I’ve watched agents build referral networks quietly for years before the payoff ever shows up. They stay in touch. They show up at industry events. They make thoughtful introductions. They check in without asking for anything.

Then one day it clicks.

An agent I know spent three years building relationships with brokers in Palm Beach, Boston and Connecticut. No immediate return. Just consistency.

Then one of her long time Manhattan clients decided to buy in Florida. Instead of scrambling, she had two trusted partners ready. That one referral turned into multiple transactions, repeat business and a steady stream of cross-market opportunities.

The referrals did not “pour in” by accident. They were earned through patience and intention.

Ownership changes the equation

There’s a noticeable difference between agents who only sell real estate and those who own it. Ownership forces a different lens. You think long term, about cash flow, appreciation and timing, and you evaluate risk differently. You stop looking at properties as inventory and start looking at them as assets.

It doesn’t require a massive portfolio; it starts with participation. One property, a single partnership or one smart move. Commissions create income.

Ownership creates options.

Influence is a revenue stream

Real estate professionals often underestimate the value of their perspective. Developers want operators who understand absorption and pricing psychology. Brands want credibility. Organizations want leaders who have actually built something.

Cultivating a clear point of view can lead to other things: Speaking gigs, advisory work and consulting opportunities, for instance. Those opportunities should organically start finding their way to you, because your name starts to carry weight and open doors.

Consistent content can quietly create leverage

Content is about staying present, rather than trying to go viral. You can compound trust when you consistently share your insights, through text, video or speaking opportunities. People feel like they know how you think before they ever meet you.

That familiarity drives referrals. It drives invitations. It drives opportunities. You are building recognition without knocking on doors.

The shift that actually matters

The key is to think differently, not give yourself several new side projects to try and juggle. Strong agents have multiple streams of income and build around their transactions. They invest and expand their networks, increasing their visibility. They build businesses that can breathe and that are nimble. They understand that the work isn’t done just because the deal is.

Kevelyn Guzman serves as regional vice president at Coldwell Banker Warburg. Connect with her on Instagram and LinkedIn.

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