First, a message from my Sponsor – me

When I sat in on Spring Benzgan’s presentation at PCAR about a week ago, I was struck by her energy and insights. That prompted me to reflect on my own journey. Nearly three years ago, I was struggling.  Sure, I kept it together.  It seems for most my life I have had to keep it together.  But at this juncture, I had reached a point where – for the first time – I experienced anxiety. About twice a week, I needed to take half an hour to breathe outside – before I could walk out the front door.  Getting to this point was progressive.  I also made bad decisions.  I made mistakes that cost me dearly.  Something had to change, so three years ago I did, and each day since has gotten better.

COVID made isolating ok. But it also made me sick.  We cannot live in silos.  Fact: People who remain connected and part of a community live longer and healthier lives.  Well, for most of my commercial real estate career, I have been somewhat of a lone wolf.  I won’t delve into the psychological components – it is what it is, and it ain’t healthy.  Thank goodness for family, close friends, Rotary, the Rotary Roadies, the Land Park Men’s Golf Club, a morning men’s group, and the people I do business with.  Without connections, we are stunted.

“If you want to go fast, go alone. If you want to go far, go together.”
— African Proverb (frequently quoted by Nelson Mandela)

“Ground Control to Major Tom…”

About 2 years ago, I had to make a second decision.  My anxiety had subsided, and business, while tough, was going all right.  But I knew it could be much better, but there was no way I could do it by myself.  You need a team and a support system. So, while I didn’t start looking, my radar was activated.  One day, I was checking out LinkedIn (procrastinating), and the radar bleeped.  The PDF Group had joined eXp Commercial.  I had looked at eXp Commercial before, but the timing was not right.  Paul Frank’s announcement beckoned, and within three months, I joined the PDF Group of Companies. 

PDF operates under the umbrella of eXp Commercial, which means all backend needs—insurance, data sources, marketing tools—are now seamlessly covered.  And then, when you add the synergy of the eXp community + the PDF team, I can honestly say that I am in the right place.  But as Spring says, “You need to burn the Boat.”  Although I joined PDF over two years ago, I didn’t burn my boat until March 2025.  

For context, eXp has approximately 90,000 residential agents worldwide and around 750 commercial agents across the U.S. Beyond its size, what truly makes the platform special are the people and the culture. eXp provides outstanding events with top-notch speakers (like Spring), but the most significant piece is the immense positive energy. Everyone is willing to help each other succeed.  In the Sacramento region, this is particularly true.

Who Spring Bengtzen Is — and Why You Should Listen

Spring’s presentation at the Placer County Association of Realtors was inspirational, and from her inspiration sprang an extraordinarily driven, systematic “Servant Leader.”  I learned about Servant Leadership through Rotary; a Servant Leader inspires those they lead and empowers them to achieve their full potential.  A Servant Leader is empathetic.

The presentation was centered around residential real estate, but the maxims are universal.  In many ways, Commercial Real Estate agents are years behind residential agents.  However, what I have come to appreciate is that it takes a lot of work to stand out in residential real estate because there are many more residential agents than commercial agents.   See the link to Spring’s presentation below.

Spring Bengtzen is from Salt Lake City, Utah, with over 22 years of experience in the real estate industry. Licensed at 23, five kids, two grandbabies, a blended family, and a team closing 800 homes this year. Additionally, she operates a mortgage company, a title company, and a coaching program.  However, her story isn’t just one of “success after success.” She hit a breaking point where she wanted to burn it all down. That’s a feeling many of us in this business know well. The turnaround stemmed from a mindset, solid fundamentals, and a framework she continues to live by.

The Life-or-Death Lesson

At 20 years old, Spring was in a boat explosion at Lake Mead. She barely survived. Burned over 85% of her body, she spent a month in the burn unit. At one point, doctors didn’t think she’d make it.  When she asked if she was dying, the doctor told her, “It’s your choice.”  

That moment changed her life. She realized life itself is a choice. We don’t always choose what happens, but we do choose how we respond.  That truth carries directly into real estate: we can’t control the market, interest rates, or inventory — but we can control our mindset and actions.

The Power of Identity and Thoughts

Spring hammered this home:

• The strongest force in human nature is how you see yourself.
• We have 60,000 automatic thoughts a day. Most are on autopilot.
• Audit your thoughts. Write them down for a few days — you’ll be shocked.

She shared how her coaches forced her to face the reality that she was creating her own misery. The shift came when she started telling herself a new story through “I Am” statements such as:

• I am abundant.
• I am a money magnet.
• I am confident.

When your words (and thoughts)  change, your outcomes change.  How about on the golf course?  Visualize a shot soaring down the middle of the fairway, and it likely will!

Desire, Exposure, and Design

Most of us stop dreaming as adults. Kids believe they can fly. Adults believe they can barely keep up.

Spring challenged the audience to write down:

• 50 experiences we want to have.
• 50 memories we wish to create.
• 50 things we want to purchase.

Desire comes from exposure. If you don’t expose yourself to new environments and people, your dreams shrink.  But desire alone isn’t enough. You must design your life and business intentionally — not let them be byproducts of everyone else’s plans.

Business Fundamentals: Three Legs of the Stool

Spring reminded us: this business always comes back to core fundamentals.

• There is no lack of opportunities. There’s a lack of action.
• The average transaction takes 19 months from first contact to close.
• Your business development must stand on three (or six) legs at all times (such as hand-to-hand combat, networking, and social media). If one collapses, you have stability.  You cannot rely on just one way, because if “the one way” goes away, so do you.

Social Media: Be Real, Be Present

Social isn’t optional. People either consume or create — you want to be on the creating side.

• Don’t overthink it. Real beats polished.
• Be consistent in creating and engaging.
• Perception is reality: “BE THERE”

Become the Local Economist

Clients don’t buy from us – they buy confidence in us.

That means:

• Host webinars about the local market or relevant business happenings
• Send authentic plain-text emails to your clients (or anyone who will listen 🙂 )
• Always, always add value.

Your voice in their inbox and feed builds trust faster than any glossy newsletter ever will.

Burn the Boats

Success comes when you go all in. No backup plan. No half measures. Spring’s advice to a friend considering real estate: burn the boats. Prospect daily. Talk to people. Track your numbers. Keep promises to yourself. Because confidence is built by doing what you said you would do.

Mindset:

• Audit your thoughts. Rewrite your story.
• Identity drives results. Tell yourself who you are.

When your goals are average, it is easy to “go all in.”  When you set your sights high, very high, it may be a little unnerving – “How the heck am I going to do that?” However, we become comfortable by getting uncomfortable.

You can watch Spring’s complete presentation here:

Servant Leadership & Mindset | Real Estate Lessons