Justin Heath's pivot from corporate sales to real estate pro

Table of Contents

1. Introduction

2. From Corporate America to Real Estate

3. Time Management and Investing in the Right Places

4. The Power of Agent-to-Agent Relationships

5. Old School vs. New School Brokerages

6. Betting on Yourself and Taking the Leap

7. Behind the Sign Podcast: Pulling Back the Curtain

8. Struggles, Boundaries, and Lessons Learned

9. Building Motivation Through Action

10. Redefining Success and Work-Life Balance

11. Insights for Real Estate Agents and Entrepreneurs

12. Conclusion

13. FAQs

Introduction

The world of real estate is filled with stories of risk, resilience, and reinvention. On a recent episode of the Bricks and Risk Podcast, hosts Tim Garrity and Vik Vaughn sat down with Justin Heath, team leader of the Selling Greater Philly Team at REAL Broker, and co-host of the Behind the Sign Podcast.

Justin’s story is one of transition—from corporate America to entrepreneurship, from rigid brokerage structures to collaborative networks, and from chasing volume to prioritizing relationships and fulfillment. Throughout the conversation, Justin highlighted key lessons that every real estate agent, entrepreneur, and small business owner can apply to their own journey.

This blog takes a deep dive into Justin’s insights on networking, collaboration, motivation, and building a sustainable business in real estate.

From Corporate America to Real Estate

Before entering real estate, Justin spent years in corporate sales, negotiating multi-million-dollar contracts for FedEx with pharmaceutical companies and hospital systems. The work was demanding and often unrewarding, with constant travel, rigid metrics, and little room for creativity.

He recalls his “Milwaukee moment”—a winter trip that solidified his decision to leave the corporate grind. Sitting in a desolate airport, exhausted from travel, he realized he no longer wanted a life defined by someone else’s expectations.

Instead, Justin chose to enter real estate, a field his parents had worked in for decades. Despite family skepticism—especially from his father, who favored stability over commission-based risk—Justin committed to betting on himself.

This theme of self-belief in the face of doubt is one of the strongest threads in his story.

Time Management and Investing in the Right Places

For Justin, one of the biggest challenges has always been time management. Early in his career, he spent countless hours hustling, often working “100 miles per hour” to maximize transactions. But he eventually realized that not all time spent is equal.

Now, he prioritizes three main areas:

• Clients – maintaining relationships, staying in touch, and providing value beyond the transaction.

• Agent-to-Agent Networking – strengthening ties within the industry to improve collaboration and deal outcomes.

• Personal Growth – investing in systems, routines, and self-care to ensure long-term sustainability.

As Justin puts it, the real estate business can feel isolating, especially in non-traditional brokerage models where agents work remotely. Networking and connection aren’t just professional tactics—they’re essential to avoiding burnout and building resilience.

The Power of Agent-to-Agent Relationships

One of the strongest takeaways from Justin’s interview was the importance of agent-to-agent relationships.

In a competitive housing market, relationships with other agents can mean the difference between winning or losing a deal. Sellers’ agents often prefer working with buyer’s agents they trust—sometimes even prioritizing a known agent’s offer over a slightly higher one from an unknown competitor.

This trust comes from reputation, communication, and professionalism. Agents who consistently demonstrate reliability earn preference in negotiations, giving their clients an advantage.

For Justin, networking isn’t about collecting business cards—it’s about building authentic, long-term connections that benefit everyone involved.

Old School vs. New School Brokerages

The podcast also explored the evolution of brokerages.

• Old School Model:

  • Rigid branding and stylistic rules.

  • Focused on competition and volume metrics.

  • Broker’s brand overshadowed the agent’s identity.

• New School Model (like REAL Broker):

  • Collaboration and flexibility at the core.

  • Agents build their own brand while supported by the brokerage.

  • Emphasis on networks and community over competition.

Justin’s shift to REAL Broker allowed him to align his business with his personal values, prioritizing collaboration and agent empowerment. This mirrors broader trends across industries—from insurance to media—where personal branding and authenticity increasingly matter more than corporate logos.

Betting on Yourself and Taking the Leap

Justin’s career pivot embodies the entrepreneurial mindset of betting on yourself.

Leaving behind a six-figure salary, benefits, and stability for the uncertainties of real estate wasn’t easy. But Justin knew he couldn’t build the life he wanted within the constraints of corporate America or rigid brokerage systems.

He acknowledged the skepticism of others—even from his own family—but leaned into the challenge. His perspective: when you rely on yourself, your upside is unlimited, even if the early days are tough.

This mindset is a powerful reminder for entrepreneurs in any field: growth requires risk, and risk requires self-belief.

Behind the Sign Podcast: Pulling Back the Curtain

Justin’s newest venture is the Behind the Sign Podcast, co-hosted with Ryan Kavanagh.

The show aims to:

• Demystify real estate for consumers by explaining behind-the-scenes processes.

• Provide motivation and transparency for agents navigating the ups and downs of entrepreneurship.

• Address the “unspoken rules” of real estate that aren’t taught in training.

Inspired partly by Bricks and Risk, Justin saw podcasting as both a personal passion project and a professional branding opportunity. By creating content, he not only shares his expertise but also positions himself as a thought leader in a crowded market.

Struggles, Boundaries, and Lessons Learned

Despite his successes, Justin openly shared one of his biggest struggles: knowing when to step back and stop fixing other people’s problems.

As a natural helper and people-pleaser, he often feels compelled to “rescue” colleagues, friends, and agents. But he’s learning that some people need to fail on their own in order to grow.

This realization ties into broader lessons about leadership: supporting others doesn’t mean solving everything for them. Instead, it’s about providing guidance and space while allowing others to take responsibility.

Building Motivation Through Action

One of Justin’s most impactful takeaways was his advice to stop waiting for motivation and start building it through action.

Motivation, he argued, often comes after taking the first step, not before. Whether it’s making calls, launching a podcast, or trying new strategies, consistent action generates the momentum that fuels long-term success.

His philosophy: “Success comes from doing the small hard things even when you don’t feel like it.”

Redefining Success and Work-Life Balance

In his early years, Justin measured success by sheer transaction volume. But over time, he’s shifted toward a more holistic view:

• People – surrounding himself with positive, supportive relationships.

• Time – being intentional about how he spends his days.

• Passion – ensuring he loves what he does and remains fulfilled.

This redefined success aligns more with lifestyle and purpose than with numbers alone. It’s a message that resonates strongly in industries where burnout is common.

Insights for Real Estate Agents and Entrepreneurs

Justin’s journey offers valuable lessons for anyone in business:

1. Prioritize Relationships – Authentic networking leads to better deals and stronger reputations.

2. Embrace Change – The industry is evolving; adapt rather than resist.

3. Take Risks – Betting on yourself may be uncomfortable, but it opens doors to freedom and growth.

4. Set Boundaries – Helping others is important, but so is knowing when to step back.

5. Stay Consistent – Success comes from daily action, not occasional bursts of motivation.

Quick Stat Snapshot

External Resources for Further Reading

• Forbes: Why Personal Branding Is More Important Than Ever

• Inman: How Collaboration Is Shaping the Future of Real Estate

Conclusion

Justin Heath’s story is a powerful reminder that success in real estate—and in life—isn’t about chasing volume or conforming to rigid systems. It’s about authentic connections, consistent action, and the courage to bet on yourself.

Through his work with Selling Greater Philly, his leadership at REAL Broker, and his Behind the Sign Podcast, Justin continues to inspire agents and entrepreneurs to redefine what success looks like and to build businesses aligned with their values.

FAQs

1. What is Justin Heath’s role at REAL Broker?
He leads the Selling Greater Philly Team while building agent-to-agent networks within REAL Broker’s collaborative model.

2. Why did Justin leave corporate America for real estate?
He wanted freedom, fulfillment, and the ability to build a business on his own terms after years of unfulfilling corporate travel and sales.

3. What is the Behind the Sign Podcast about?
It pulls back the curtain on real estate, sharing behind-the-scenes insights for both consumers and agents while tackling motivation and industry “unwritten rules.”

4. What’s Justin’s top tip for success?
Don’t wait for motivation—create it through consistent, intentional action.

5. How does Justin define success today?
Through people, time, and passion—prioritizing relationships, intentional scheduling, and doing work he loves.

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