Commission Breath is Killing Your Referrals: Chuck Honabach’s Mindset Shift
Commission Breath is Killing Your Referrals: Chuck Honabach’s Mindset Shift
What if the biggest thing holding your real estate business back... was your breath?
Not literally, of course—but Chuck Honabach, a top-producing Realtor from Lancaster, PA, has a term for something he sees all too often in the industry: commission breath.
“They can smell when you’re thinking about your commission.”
Chuck’s message in Episode #4 of Outside the Box is clear: If your focus is on closing the deal instead of serving the client, they’ll feel it. And once trust is broken, referrals dry up fast.
Clients Know When You’re Not in It for Them
Yes, Realtors have bills to pay. But when you start prioritizing your paycheck over your client’s needs, Chuck warns, you’re out of alignment—and eventually, out of business.
“Once it becomes about your paycheck, you’re out of business,” he says.
“The second you think about your own pocket before theirs, you're done.”
This mindset shift—putting clients first, always—is what separates the Realtors who survive from the ones who thrive.
Key Takeaway: The moment your energy shifts toward getting the deal done—for you, not them—your client feels it. And they’ll never refer you again.
Letting Go of the Outcome
During the podcast, co-host Justin Armbruster shared how his business changed when he stopped obsessing over whether a deal would close. That mindset shift helped him serve clients better—because the pressure to "make it happen" disappeared.
Chuck agreed: When the focus is on the client instead of the commission, the service gets better—and the business grows as a result.
A Gut Check for Realtors
If you’re feeling disconnected, stuck, or like the business has lost its spark, take a moment to reflect:
Are you really in it for them—or are you just trying to get this thing closed?
This isn’t a quote, but it sums up Chuck’s philosophy perfectly. That awareness can reset your mindset and re-center your business around what actually works: serving the client.
More Clients. Fewer Sales Pitches.
Want more referrals? Let go of commission breath. Focus on trust. Serve without strings. That’s how you become the kind of Realtor clients never forget—and always refer.
And when it’s time to follow up with a thoughtful touch, top Realtors turn to branded experiences that keep them top of mind.
Explore BizBox Closing Gifts | Branded Moving Boxes | Best Closing Gift Ideas
Episode #4 of Outside the Box dives deeper into this mindset shift—and how letting go of the commission focus actually helped Chuck grow faster.
