Persistence Pays Off: Strategies for Long-Term Success in Real Estate
Discover key strategies for long term success in real estate, focusing on persistence, smart investing, and building lasting client relationships.
Entering Real Estate During a Shift
Starting a career in real estate means stepping into a market that rarely stands still. When Michelle Kam graduated from York University and joined Re/Max, she entered a world that was already changing.
Toronto’s housing market was rising fast. Between 2000 and 2005, average home prices in the city grew by more than 40%. For a young broker, this meant competition was tough, expectations were high, and mistakes were costly.
Michelle Kam took on luxury resale homes in her early years. These properties came with million-dollar price tags and clients who expected detailed attention. She remembers one client who asked her to check lighting levels in every room because the buyer wanted their art collection displayed in perfect conditions. It wasn’t just about selling a house—it was about understanding a lifestyle.
This early work taught her persistence. She couldn’t afford shortcuts. Every showing required precision, and every negotiation demanded patience.
Moving with the Market
Toronto’s skyline was shifting. New condos and lofts were replacing empty lots and old factories. By 2011, more than half of new homes sold in Toronto were condos. Today, condos make up over 70% of new builds in the city.
Michelle saw where the market was heading. She adapted by moving into urban living spaces. Instead of focusing on sprawling suburban estates, she leaned into condos, lofts, and townhomes.
She recalls a first-time buyer who ignored kitchen size but spent thirty minutes asking about fibre internet and the building’s recycling policy. That moment showed her that priorities were changing. Buyers wanted convenience, community, and modern amenities.
The Pre-Sale Experience
Persistence is tested most in pre-construction sales. Selling homes that don’t exist yet takes trust and skill. Michelle worked with developers like Concord Alex and Baker Real Estate on high-volume projects.
Buyers would sit with floor plans and models. They had to imagine their lives in spaces that wouldn’t be finished for years. Michelle made it easier by connecting layouts to stories. She might tell a client, “This east-facing balcony will give you morning sun with your coffee every day.” Small, vivid details made abstract plans feel personal.
Pre-sale also meant scale. Instead of selling one estate at a time, she handled dozens of units in a single development. That required energy and persistence. She compared it to running a marathon—steady effort mattered more than speed.
Building a Brokerage
After proving herself, Michelle opened City Accord Realty Inc. She led it for over ten years. Running a brokerage meant more than selling. It meant hiring, training, and managing.
She set up systems where new agents could learn quickly and experienced agents could thrive. One new hire once told her, “You made contracts less scary in a single afternoon.” Those kinds of wins shaped the brokerage’s culture.
Her focus on teaching and teamwork showed persistence in another form—building others up. Instead of only measuring her success by personal sales, she measured it by her team’s growth.
Returning to Re/Max
In 2016, Michelle met Jamie Johnston, owner of Re/Max Condos Plus. She made the decision to move back under the Re/Max banner.
At that time, condo prices in downtown Toronto jumped nearly 25% between 2015 and 2017. Investors wanted rental properties. Young professionals wanted homes close to transit and work. The condo market was exploding, and Michelle wanted the right structure to meet the demand.
She joined Re/Max Condos Plus to combine her experience with the scale of a strong brand. It was another example of adapting to change with persistence and focus.
Lessons in Persistence
Stay Open to Change
Markets shift. Michelle moved from million-dollar estates to condos and from resale to pre-construction. The lesson: don’t cling to one path. Watch demand and adjust.
Focus on Details
Her story about checking lighting for art collectors or walking clients through floor plans shows how details build trust. Persistence means being willing to go that extra step every time.
Invest in People
Running a brokerage for a decade proved that building others is just as important as closing deals. Teaching and mentoring create long-term growth.
Keep Learning
Each niche—resale, condos, pre-sale, brokerage leadership—required new skills. Persistence means learning constantly, even when you’ve been in the industry for years.
Recommendations for Agents
Track Trends: Use local housing board data to see where demand is growing. Toronto condos became dominant because agents saw the shift early.
Master the Floor Plan: Clients can’t always imagine a space. Learn to walk them through layouts in a way that feels real.
Stay Patient: Pre-sales or large deals take months or years. Build persistence by setting small goals each week.
Build a Network: Your relationships often matter more than your marketing. Michelle’s return to Re/Max came from a trusted connection.
Teach Others: Share what you know. It cements your own skills and builds respect in the industry.
Why Persistence Matters in Today’s Market
Today’s real estate market is unpredictable. Interest rates rise and fall. Buyer demand shifts with economic news. In Toronto, condo sales dropped 40% year-over-year in early 2023, only to pick up again in 2024.
Agents who rely only on one strategy get stuck. Those who persist and adapt, like Michelle, keep moving forward. Persistence is not just about hard work. It’s about staying flexible, learning new methods, and being consistent even when results take time.
Conclusion
The career of Michelle Kam shows that persistence and adaptability go hand in hand. She started in high-end homes, shifted to urban condos, thrived in pre-sale projects, built her own brokerage, and then returned to a major brand at the right time.
Each stage demanded new skills and new energy. What stayed the same was her willingness to keep learning and her refusal to quit when challenges appeared.
For anyone in real estate—or any industry—the lesson is clear: markets will change. Persistence means changing with them, while keeping your core values intact.
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