Picture this: You’re 23, fresh out of college, walking into your first open house as a real estate agent. A grumpy older gentleman storms in, clearly frustrated with the world. Most rookies would’ve run for the hills. George Gatt? He saw an opportunity.
That conversation turned into a six-month journey that ended with a grateful client finally getting the keys to his dream home. It’s the kind of story that separates agents who last from those who don’t—and it perfectly captures what Gatt calls his “patiently aggressive” approach to real estate.
This isn’t your typical success story about overnight wins or viral TikTok marketing. Gatt’s path, which eventually led to $25.5 million in gross sales over three years, reveals something far more valuable: how authenticity, persistence, and genuine care for clients can build a thriving career, even when everyone tells you you’re “too young” to succeed.
Key Takeaways
- Daily Hustle with Long-Term Vision: Success comes from consistent daily action combined with the patience to nurture relationships over months, not days.
- Turn Objections into Opportunities: Use challenges like age or inexperience as motivation to over-deliver on knowledge and availability.
- Lead With Value, Not Sales Pressure: Focus on finding solutions for clients rather than pushing transactions.
- Authenticity Builds Trust: Genuine relationships and consistent follow-through create a sustainable business model that works year-round.
- Preparation Beats Perfection: Having the right knowledge and systems in place allows you to seize opportunities when they arise.
The “Too Young” Problem Some New Agents Face
At 23, Gatt faced the objection every young agent knows by heart: “You’re too young. You don’t have enough experience.”
“My number one challenge was my age by far,” Gatt said. “I kept getting over and over the objection of your age—not only are you a young kid, but you don’t have too much experience in real estate.”
Most agents try to argue their way out of this objection. Gatt took a different approach.
Knowledge became his superpower
Instead of making excuses, Gatt doubled down on education and preparation. “What I chose to do to overcome that is just strictly with knowledge and competence. I dedicate myself to my business and my craft. When you show a client that you have that knowledge and you took the time to educate yourself, that age objection kind of goes to the side.”
The results spoke for themselves. Gatt’s innovative marketing approach and 24/7 availability became selling points rather than weaknesses. While older agents in his market turned off their phones after open houses, Gatt made himself available around the clock.
This commitment to preparation has already earned him recognition as one of Long Island Board of REALTORS’ 20 Rising Stars in Real Estate and a spot among RISMedia’s Top 25 Rookie Year finalists.
The Philosophy That Changed Everything
Gatt’s approach boils down to what he calls being “patiently aggressive,” a mindset that perfectly captures the balance every successful agent needs.
As Gatt explains in this video, achieving your goals in real estate demands unwavering daily effort combined with the wisdom to know that true progress often unfolds over time.
This philosophy shows up in every aspect of his business:
- Daily Action: Gatt maintains consistent activity, whether it’s prospecting, following up, or staying visible in his market.
- Long-Term Thinking: He understands that real estate is a relationship business where today’s conversation might become next quarter’s closing.
- Genuine Patience: Instead of pressuring clients into quick decisions, he gives them space to make the right choice for their situation.
How One Open House Became a Six-Month Success Story
The story that perfectly illustrates Gatt’s approach happened at his very first open house. An older gentleman walked in, clearly frustrated and skeptical.
“I had an older gentleman come in. He was disgruntled, to say the least. After talking with him for about 15 minutes, he tells me he’s been trying to downsize for over a year. He felt hopeless.”
Some agents would have taken his information and moved on, but Gatt saw someone who needed help.
Over the next six to seven months, Gatt worked with this client through multiple challenges. The man had been told he’d never get board approval, that he’d never qualify for financing. Every obstacle seemed insurmountable.
“I did get him approved in the exact development he wanted. That feeling was amazing. It beats the biggest commission in the world. The better feeling than that is having somebody say ‘thank you, you helped me.’”
The lesson for every agent
This story illustrates everything that makes Gatt’s approach work. He didn’t see a difficult client. He saw someone who needed advocacy. He didn’t rush the process. Instead, he invested the time necessary to achieve the right result. And most importantly, he focused on the client’s outcome rather than his own commission.
Finding Homes, Not Selling Properties
Gatt’s sales philosophy flips the traditional real estate script on its head.
“I don’t like to push people either way towards a property. My job is to find you a home, not to sell you a property. There are thousands of agents that could sell you a property. I want to sit with you, actually find out your ‘why,’ and then position you where you need to go from there.”
This client-first approach has practical implications:
Discovery Over Sales Pitches: Gatt takes the time to understand what clients actually need.
Education Over Pressure: He provides information and options, letting clients make informed decisions.
Solutions Over Transactions: The focus remains on solving the client’s problem rather than closing a deal.
This mindset creates something powerful—clients who trust Gatt’s recommendations because they know he’s genuinely looking out for their interests.
Building Your Own “Patiently Aggressive” System
Gatt’s success isn’t accidental. It’s built on systems and habits that any agent can adopt:
Daily consistency beats sporadic intensity
Gatt maintains regular prospecting, follow-up, and market visibility activities. He doesn’t wait for motivation. He shows up every day regardless of how he feels.
Follow-up becomes follow-through
Instead of collecting business cards and hoping for callbacks, Gatt systematically nurtures relationships over time. His CRM isn’t just a database. It’s a relationship management system.
Knowledge as a competitive advantage
Gatt continuously educates himself about market trends, financing options, and industry developments. When clients ask questions, he has answers backed by expertise.
Availability as differentiation
While competitors work business hours, Gatt makes himself accessible 24/7. This availability has become a signature part of his service offering.
The Marketing Edge That Converts Skeptics
Gatt’s approach to marketing showcases how younger agents can turn perceived weaknesses into competitive advantages.
His marketing strategy includes:
- Digital Innovation: Gatt utilizes modern platforms and techniques that stand apart from traditional marketing.
- Measurable Results: He shows clients concrete data about his marketing effectiveness rather than making vague promises.
- High Energy and Availability: His youth becomes an asset when positioned as bringing more energy and responsiveness to client service.
Why This Approach Works Year-Round
Gatt’s “patiently aggressive” philosophy creates a sustainable business model that doesn’t depend on market cycles or seasonal fluctuations:
Relationship-Based: His business grows through referrals and repeat clients rather than constant prospecting for new leads. Learn More: Zillow, Facebook Ads,or FSBOs? The Best Lead Sources for Real Estate Agents
Value-Focused: Clients choose Gatt based on the service he provides, not just price competition.
Long-Term Oriented: He builds a pipeline that extends months into the future rather than living deal-to-deal.
Authentic: His genuine approach creates memorable experiences that clients share with others.
Your Next Move Starts Today
George Gatt’s story proves that success in real estate isn’t about having the most experience. It’s about combining daily action with long-term thinking, authenticity with professional competence, and patience with persistent effort.
The agents who win aren’t just busy. They’re consistent.
They don’t just chase leads. They nurture relationships.
They don’t just sell properties. They solve problems.
Want to build a career like Gatt’s? Start with your pipeline. The fundamentals of lead generation, conversion, and relationship management create the foundation for everything else. Master these systems, and you’ll have the tools to turn any conversation, even with the most skeptical client, into a success story worth telling.
Ready to build your own “patiently aggressive” system? Watch our free webinar on Zero to Pipeline: Build a Lead Strategy That Works Year-Round and download your Lead Conversion Calculator to start tracking your progress today.
