The Athlete Mindset That Turned This Realtor Into a Top Producer

What does it really take to close 85 homes in a single year — and why do most people who enter real estate never make it past year one?

Ed and Terence sit down with Trey McRae, a 10-year real estate veteran who has spent the last nine years dominating new home sales at Meritage Homes right here in Charlotte. But Trey's story didn't start with closings and commission checks, it started with zero deals his first year, MLS fees draining his account, and Ubering across Charlotte just to stay afloat and learn the city. What kept him going? A mindset forged on the track and field at UNC Charlotte, where he held records in the high jump, long jump, and triple jump. Trey breaks down how the discipline of being a solo competitor, writing weekly practice plans, studying his weaknesses, chasing that 1% improvement every day — translated directly into a real estate career that has made him one of the top new home sales reps in the market.

The conversation goes deep on the realities of the business that social media never shows: the follow-up calls after every contract, the 7-days-a-week grind, and the cancellations that don't make the highlight reel. Trey also pulls back the curtain on the new home sales world, explaining why Meritage focuses entirely on realtor relationships rather than direct buyers, and why building those partnerships was the key to his 85-home year. Ed and Terence also chime in on the biggest misconceptions outsiders have about the real estate profession, the importance of knowing your "why" before chasing the lifestyle, and how to navigate the image of success without letting it attract the wrong energy. This is Part 1 of a two-part conversation and the Free Game is already flowing.