Christian Stubbs - Start to Finish

Christian Stubbs - Start to Finish Owner & Team Leader of OnyxHomes

Agents who want to grow their business, Start to Finish in Real Estate is a community to learn.

Learn from the successes (and mistakes) of others ahead of you. Join at Skool.com/Start-To-Finish-in-Real-Estate

09/13/2026

36 pending escrows became 55 in about two weeks.

When we dropped down to 36, we could feel that something in the market had shifted.

So we adjusted.

Now we’re back up to 55 pending escrows with 264 deals already closed this year and another 32 listings.

The market didn’t suddenly get easier.

Lead generation didn’t magically pick back up.

We just recognized that the conversations were changing and adjusted how we were operating.

That’s what good salespeople do.

Markets change. Buyers change. Sellers change. Objections change.

You can spend the next few months talking about how slow the market feels, or you can figure out what changed and adapt.

We’re now getting dangerously close to the total number of deals we closed all of last year, with another 55 already pending.

The market shifted.

So did we.

“How do you stop worrying about what everyone else is doing?”My answer was simple.Good for them.Seriously.Someone else o...
09/12/2026

“How do you stop worrying about what everyone else is doing?”

My answer was simple.

Good for them.

Seriously.

Someone else opening an escrow does not change your business plan.

Someone else having a huge month does not mean you need a new lead source.

Someone else crushing YouTube does not mean you need a YouTube channel.

Look at your own business.

Look at your own inputs.

Are you doing the things you said you were going to do?

Because the math in this business is usually much simpler than we make it.

09/12/2026

“I have a friend who’s going to help me.”

One of our agents got this text from someone he had been working with.

His response started with exactly what most agents would say:

“Hey, I totally understand…”

And then he started tiptoeing around the objection.

I told him to take a completely different approach.

Why are we assuming this friend is the better option?

Are they even an agent?

How many homes have they sold in the last 12 months?

Why didn’t the client call them in the first place?

Are they choosing this person because they’re actually better equipped to help, or simply because they’re a friend?

That’s information you need before you step aside.

Handling an objection doesn’t mean pressuring someone into working with you.

It means asking enough questions to understand why they’re making the decision.

Don’t lose a client because you were too afraid to ask one more question.

112 days to hire 29 more agents.On August 7th, we publicly committed to hiring 40 agents by the end of the year.It’s bee...
09/12/2026

112 days to hire 29 more agents.

On August 7th, we publicly committed to hiring 40 agents by the end of the year.

It’s been just over a month, and we’re 27% of the way there.

11 agents have joined us.

29 to go.

Agents aren’t joining Onyx because we’re promising some magic shortcut.

They’re joining because we’ve built something valuable.

Leads. Training. Systems. Accountability. Support. A proven sales process.

A clear path they can plug into and execute.

We set a big goal because we know what we’ve built works.

Now we have 112 days to find the next 29 agents.

If you’re a full-time agent in Southern California and want to see what we’re building at Onyx, comment OH26 and I’ll send you the details.

09/11/2026

What if you could just focus on the part of real estate you actually enjoy?

Helping people buy homes.

Helping people sell.

Negotiating deals.

Taking care of clients.

Without constantly worrying about where the next deal is coming from.

That was the offer we were workshopping here.

Take an experienced agent who loves being a real estate agent, but doesn’t love the roller coaster that comes with constantly having to generate their own business.

Then give them the brand, systems, processes, database and opportunities to focus more of their time on actually serving clients.

There’s still work involved. There always is.

But not every great real estate agent wants to spend their career building a personal brand, becoming a marketer and constantly chasing the next lead.

Some people just want to be really good real estate agents.

More good. Less bad.

09/11/2026

“I totally understand” can kill a sales conversation.

I’m a big believer in consultative sales. This isn’t about arguing with someone or trying to pressure them into a decision.

It’s about being willing to challenge an objection when something doesn’t make sense.

If a client is about to buy a $1.5M home and sell a $1M home, then suddenly tells you they’re going to use a family friend, don’t immediately say:

“I totally understand.”

Ask why.

Why didn’t they call that person in the first place?

Is that person actually more experienced?

Are they choosing them because they believe they’re the best person to handle $2.5M in real estate, or simply because they’re a friend?

Those are completely different things.

Your job isn’t to convince someone to work with you at all costs.

Your job is to ask enough questions to make sure they’re making an informed decision.

Sometimes the best response to an objection is simply:

“I’m confused. Can you help me understand why?”

𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬. 𝐂𝐨𝐧𝐬𝐮𝐥𝐭𝐚𝐭𝐢𝐨𝐧𝐬. 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭𝐬.Those are the things that create revenue.Most of the rest is support work.So if ...
09/11/2026

𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬. 𝐂𝐨𝐧𝐬𝐮𝐥𝐭𝐚𝐭𝐢𝐨𝐧𝐬. 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭𝐬.

Those are the things that create revenue.

Most of the rest is support work.

So if your business isn’t where you want it to be right now, I’d encourage you to do something very simple this week.

Identify the ONE thing that is currently driving your business.

Then ask:

How can I do more of it?

How can I do it better?

And what am I currently doing that is stealing time away from it?

The boring answer is very often the right answer.

Focus is a superpower.

And the agents who can stay focused on the right things for years instead of weeks are incredibly hard to compete with.

09/10/2026

I copied successful team leaders and wondered why I wasn’t making any money.

Then I realized something.

Some of the businesses I was modeling weren’t making money either.

Team leaders love to talk about units, volume and agent count.

Those numbers look great on stage.

But they don’t necessarily tell you whether you’ve built a healthy, profitable business.

I fell into that trap.

At one point, I decided to stop selling cold turkey and force myself to figure out how to make the team profitable without relying on my personal production.

It worked eventually.

But it also cost me a tremendous amount of money over the next several years, and I wouldn’t necessarily recommend doing it the way I did.

If you’re trying to get yourself out of production, don’t make the goal a bigger team just for the sake of saying you have a bigger team.

Build a business that can actually support you stepping away.

Units are great.

Volume is great.

Agent count is great.

But none of them matter much if the business underneath them doesn’t make money.

09/10/2026

One uncomfortable question changed the trajectory of my sales career.

Early on, I realized something about myself.

I already knew what to say.

I already knew what to do.

I was just choosing not to do it because it felt uncomfortable.

So I made a decision.

On my next sales conversation, when I got that feeling in my stomach telling me not to ask the question, I was going to say it anyway.

And I did.

It led to a sale.

I remember thinking afterward that if I hadn’t made that choice, that particular sale never would have happened.

And who knows how different the rest of my career would have looked if I kept choosing the easier route.

That’s where a lot of salespeople get stuck.

They avoid the uncomfortable question.

They avoid pushing through the objection.

They avoid saying what they already know needs to be said.

But avoiding hard sales conversations doesn’t make sales easier.

It makes you worse at having them.

You probably already know what to say.

Say it anyway.

Winning isn't complicated.I was invited to speak at an event for Team Leaders and I LOVED what I heard form the speakers...
09/10/2026

Winning isn't complicated.

I was invited to speak at an event for Team Leaders and I LOVED what I heard form the speakers. Two agents doing well over $1m in GCI every year for 20+ years BOTH said the same thing. Just do the damn work.

Advertise to get leads. Convert them. Repeat.

I was asked to speak about building a Profitable Sales Organization. Most agents forget that we're sales people.

All I shared were the basics of what we do with our team. We create an environment that makes our agents WANT to be productive. And we give them everything they need to win.

Don't over complicate the business. Don't get distracted with shiny new things.

Just do the work that needs to be done.

Happy selling🤘

Address

25201 Paseo De Alicia #265
Laguna Hills, CA

Opening Hours

Monday 8am - 8pm
Tuesday 8am - 8pm
Wednesday 8am - 8pm
Thursday 8am - 8pm
Friday 8am - 8pm
Saturday 8am - 8pm
Sunday 8am - 8pm

Website

Alerts

Be the first to know and let us send you an email when Christian Stubbs - Start to Finish posts news and promotions. Your email address will not be used for any other purpose, and you can unsubscribe at any time.

Shortcuts

Share

Category