Real Estate Agent Magazine recently sat down with Patrick Southern, a licensed real estate salesperson with SERHANT.
REAM: What originally drew you to the industry, and what has kept you motivated over the years?
PS: I got my start in college, launching a small site acquisition business, securing property for telecom equipment. I loved the independence of finding opportunities and closing deals. After a market shift post-9/11, I realized real estate offered that same entrepreneurial drive. Since then, the thrill of solving complex deals and helping clients navigate pivotal moments has kept me motivated every day.
REAM: How would you describe the current real estate landscape, and what trends are you paying the closest attention to right now?
PS: The real estate landscape has evolved dramatically. When I began in Jersey City, there were a few hundred agents; now we have around 8,500. The space is densely competitive, with agents vying for client acquisition. The high earning potential draws more people—including recent graduates—into the field. I’m closely watching this influx, as well as shifts in commission structures and technology adoption, which are shaping this new era of competition.
REAM: What are some of the biggest challenges buyers and investors are facing in today’s market, and how can they position themselves to succeed?
PS: Interest rates remain a challenge, but beyond that, municipal uncertainties—like fluctuating tax rates, rising insurance costs, and increased operational expenses—are significant hurdles. Many focus on rising rents but overlook escalating costs. Success today demands immaculate underwriting—understanding the asset deeply and ensuring it aligns with your true needs.
REAM: For professionals looking to build a long-term career in real estate, what habits or disciplines have been most important to your success?
PS: First, a disciplined, structured schedule is crucial. It’s not just about client meetings—it’s about dedicating time to skill-building, mindset work, and strategic planning. You can’t get complacent—set clear goals and commit to continuous learning, whether it’s mastering sales, development, or other specialties. Equally vital is understanding people—adapting your communication to each client’s profile. Versatility in how you connect will boost your ability to acquire and serve clients at the highest level.
REAM: What strategies have helped you consistently find and secure new opportunities in a competitive market?
PS: I’ve maintained a disciplined routine, including a strict prospecting schedule—three hours a day, five days a week for two decades. I consistently engage past clients, centers of influence, active transactions and meeting new people I have never spoken with to earn new business. The key is dedicating a large portion of every day to income-producing activities—business doesn’t come to you. When reaching out, I ensure I bring genuine value—demonstrating market expertise and showing clients that I am the trusted resource they need.
REAM: For professionals looking to build a long-term career in real estate, what habits or disciplines have been most important to your success?
PS: First, a disciplined, structured schedule is crucial. It’s not just about client meetings—it’s about dedicating time to skill-building, mindset work, and strategic planning. You can’t get complacent—set clear goals and commit to continuous learning, whether it’s mastering sales, development, or other specialties. Equally vital is understanding people—adapting your communication to each client’s profile. Versatility in how you connect will boost your ability to acquire and serve clients at the highest level.
REAM: Who has been the most influential mentor or role model in your career, and what did you learn from them?
PS: Without a doubt, the Mike Ferry Organization—and Mike Ferry himself—has been my greatest influence. I’ve been in one-on-one coaching with them for over 20 years. They taught me to prospect, build business plans, set goals, and master mindset. They showed me that success comes from hard work and honesty. Mastering their program gave me a foundation so strong that no economic condition could undermine it—I gained the experience to handle any market challenge.
REAM: What does a typical morning look like for you before the workday really gets going?
PS: My morning starts at 4:30 a.m. with bone broth, supplements, and pre-workout cocktails. By 5, I’m at the gym, heavy strength training, mobility, cardio, and depending on the day ice baths an infrared sauna. My trainer structures my 7 day routine and oversees my nutrition and recovery. In parallel, I review goals, affirmations, and mindset. It’s about three hours of intense physical and mental preparation. This structure fuels my energy for a long, demanding day, keeps my mindset sharp for clients, and ensures I end the day ready to recharge and do it all again.
REAM: When you’re not focused on real estate, what are some of the activities or interests you enjoy most?
PS: I have a deep love for art and music, and I’m passionate about golf—I play often. I also cherish time with my family. Outside the office, you’ll find me at the beach or surfing. I work hard and play hard, but at the core, it’s all for my family. As my kids grow older, I’m focused on making the most of our time together before they set out on their own.
