Monica Neubauer vividly remembers the feeling of burnout creeping into her life many years ago.

When she explored the roots of this feeling, she realized it wasn’t coming from her husband, kids or personal life; it was from her work as a REALTOR^®.

That’s when she made some fundamental changes to the way she ran her business – and began encouraging other real estate agents to concentrate on creating more balance in their own lives.

REALTORS^® may choose the career for freedom, flexibility and growth potential. But if left unchecked, the industry can turn into a series of all-consuming tasks that can leave you overwhelmed.

Neubauer, a Nashville-based REALTOR^®, national speaker and host of the NAR’s Center for REALTOR^® Development podcast, will present “7 Keys to Work-Life Harmony,” on May 9 at the Illinois REALTORS^® Conference & Expo in Collinsville.

Illinois REALTOR^® magazine talked to her about a few of her tips for setting goals — and boundaries — on work and life. Here is the Q&A of that conversation:

Why do REALTORS^® need to personally define success?

Answer. The first thing people need to do is create their own definition of success; otherwise you don’t know where you’re going or what you’re working toward.

When people don’t run their real estate business intentionally, it pulls them along rather than giving them life. Decide what you want and recognize what you need.

Some agents want to come in, build a huge career and be extremely business-focused. Others are looking for a second or side career.

When you define success in a way that encompasses all parts of your life and ask yourself what success is – family, friends, personal time, money, career – you not only know what that looks like for you but also what it is when you get there.

How can we define work-life ‘harmony’ in the real estate industry, and why is it important?

Answer. It’s not about time, so that’s why I like to use the word harmony. “Balance” implies spending equal time on things, and I don’t agree with that.

Real estate may often ebb and flow. If you’re a new agent or you live in Montana and your selling season is mostly seven months, there are times when you work hard and others not as much. Are you prepared for both of those seasons?

There are also times in your personal life when your family needs more attention.

A real estate career needs to be like an a cappella song where the pieces of your life will come into the spotlight at different times.

What factors can contribute to burnout in the real estate industry?

Answer. The industry will run you and your life if you don’t run your business with structure.

It can be easy to operate your business by your inbox and incoming texts and always be putting out fires. I encourage REALTORS® to get ahead of that and set structured systems to keep challenges to a minimum.

Ambiguity creates stress. People feel overwhelmed by everything they should do, so defining what you actually need to do to achieve success creates peace of mind.

There is so much change in the industry, which can be stressful. I don’t want to encourage people not to pay attention to changes, but it’s like watching the news – it can be constant and consuming if you try to keep up with it all the time. Focus instead on being kind to people and working on your business.

What advice would you give to a REALTOR^® who feels like they’re floundering right now?

Answer. Motivational speakers often say, “If you keep doing what you’ve always done, you’ll keep getting what you’ve always gotten.”

Everyone has areas of change they don’t like. I would ask: can you define what’s causing you stress? Figure out if it’s work, or family or another source. Then work to remove or improve it.

I also encourage REALTORS® to create boundaries. This is a personal thing for each person.

One of my friends would stop working at 3 p.m. every day. Unless there was something extremely urgent, she knew by 3 p.m. she would stop working so she could go get her kids. She chose to keep that time protected, and it worked.

In an active sellers’ market, I understand it can be more difficult to set boundaries like this, but everything can have a season. If you don’t set boundaries, you’re going to collapse at some point.

Many agents also need improved systems to streamline their business tasks. If communication with clients is constant, consider a CRM. Maybe it’s creating informational materials, set-ups for questions and follow-ups, or clearer systems for working with buyers and sellers.

Too often, we let clients dictate to us how to do business because we’re afraid of losing them. Most of the time we’re running behind the bus in business; we need to get in the driver’s seat and take control.

Why are breaks so crucial to agents?

Answer. If a REALTOR® is approaching burnout, they probably need to take several weeks off. I’ve even seen agents take months off.

Taking time off brings a rejuvenation of ideas. When we play, it stimulates all kinds of positive things in our bodies, inspiring us for when we go back to work.

When you take time off, find someone to refer business to or simply say no. Yes, it will cost you something, but it’s an investment in your future, your family and your health. People want to say, ‘Oh I could never do that.’ But if you need it, you need to make it happen. Nearly everyone has a choice to do this.

Personally, I find I’m not as busy in July, so I plan my vacations then. When is the time in your selling season when you need to take a break?

What is the one question agents should ask as they move forward?

Answer. I always encourage other REALTORS® to ask themselves if they need help.

Real estate requires people to do many tasks at a variety of skill levels. If you’re doing too much that you don’t like or you’re not good at, that can burn you out as well.

Get involved in a mastermind mentoring group, partnership or some sort of community, that offers you someone to brainstorm ideas with or help with accountability. It can also be beneficial to divide tasks within real estate teams or partnerships based on what people are good at.

REALTORS® also need to work with reliable vendors so that they can focus on doing their jobs, knowing that they have good support people doing theirs.

In moving forward, I encourage agents to be proactive in changing your life for the better because otherwise life changes you.

About the writer: Courtney Westlake is a writer and photographer from central Illinois. She can be reached at [email protected].