Friend First, Realtor Second: What That Means When You Sell a $1M+ Home in New Braunfels

I sat down with the TM3 Impact podcast (Episode 66, "The Real Estate Success Blueprint") to talk about how I got into real estate, what I learned working on a development in Belize, and how I run my business in New Braunfels today. Most of the conversation was about career and mindset. But a lot of it applies directly to you if you are thinking about selling a home at $1M and up.

Here is what I took from that conversation, written for sellers.

Relationships Are the Marketing Plan

When I moved to New Braunfels, I did not know anyone. My calendar was blank. So I filled it.

"I went to the Chamber of Commerce website, the Junior Chamber of Commerce, and I found all the events. And I just made it my job to fill my calendar with events to meet people."

Iñaky Strick on the TM3 Impact podcast, Episode 66.

That habit never stopped. The way I think about networking also changed over time. Early on, I thought it meant handing out as many business cards as possible. Now I go deeper with fewer people.

"I'd rather go to a networking event and only talk to a couple people and go deeper rather than wider."

Why should a seller care? Because a higher-priced home usually does not sell to whoever happens to scroll past it. It often sells through people. The agent you hire brings their relationships into your sale, and those relationships take years to build.

The Sotheby's Network Is Part of Your Listing

A big part of my business comes from other agents. On the show I shared the numbers:

"Over the years, I had gotten it up to 30% and people were blown away that other agents were sending me 30% of my business. Well, this past year, it was 50%."

Iñaky Strick on the TM3 Impact podcast, Episode 66, talking about traveling to events with other Sotheby's International Realty agents.

That comes from showing up. I travel to events with other Sotheby's International Realty agents, and it costs time and money.

"On Facebook and Instagram, people think I'm just traveling and having so much leisure all the time. I'm working."

For a seller, the takeaway is simple. When you list with an agent who is connected to agents in other markets, your home gets in front of people those agents know. Ask any agent you interview how they actually stay connected to that network, not just whether they belong to one.

Friend First, Realtor Second

This is the line from the episode I come back to most.

"I came out of that meditation knowing to be a friend first and a realtor second. So I don't lead with, hey, I'm a realtor."

In practice, that means I care about the long game. One referral on the show came from someone I had kept in touch with for years:

"I met somebody nine years ago and just last year they sent me a referral and I just kept up with them saying happy birthday every year."

Iñaky Strick on the TM3 Impact podcast, Episode 66.

When you sell a home, you are trusting someone with one of your largest assets. You should know whether that person is in it for one transaction or for the relationship.

Speed, Then Fix Along the Way

In Belize, I worked directly for the CEO of a large development. The biggest lesson was pace.

"So rather than like trying to come up with this huge plan on how we're going to do something, we just went and did it and then figured out the kinks along the way."

For a listing, that means not letting prep drag for months. Get the essentials done, get to market with a clear plan, and adjust based on real feedback from showings and agents.

Think About Your Equity Before You Buy Next

Early in my career in The Woodlands, I noticed a pattern with sellers.

"They had so much equity and what were they doing with it? They were just buying the next house."

I am not telling anyone what to do with their money. That is a conversation for you and your financial and tax advisors. But before you sell, it is worth asking: what is the plan for the proceeds? Is buying the next house the only option you have considered? Having that conversation early makes the whole sale more intentional.

Showing Up Every Day

Real estate does not come with a boss. On the show I talked about treating it like a job anyway.

"So I would be in the office 9 to 5 no matter what. And in that time I would figure out what to do."

Iñaky Strick on the TM3 Impact podcast, Episode 66, talking about treating real estate like a full-time job.

I am also spending time learning how AI tools can streamline the simple, repetitive parts of a transaction, so more of my time goes to people.

"I think it can be very useful for simple tasks that we have in real estate, right? That they can be automated, they can be streamlined."

A Little About Me

I was born in Mexico City, raised in The Woodlands, and studied at the McCoy College of Business at Texas State. I have spent 11 years in real estate and today I am a Broker Associate with Kuper Sotheby's International Realty in New Braunfels.

Thinking About Selling?

If you are considering selling your New Braunfels home and want to talk through timing, prep, or what happens after closing, I am happy to have a no-pressure conversation. Call or text me at 832-922-8218.

You can watch the full TM3 Impact interview here: https://youtu.be/nvTpC81BmM8