Lake Norman’s Steven Custer Has Transferred His Work Ethic From the Gym to Real Estate and Investing

Steven Custer was the “face of a gym” in Lake Norman, North Carolina, working long hard hours as a personal trainer and manager with the promise of being co-owner one day. When that promise evaporated, he walked out and thought about joining the military or becoming a real estate investor. Real estate won the day.

“I always had an interest in real estate and investing,” said Steven. “I met (eXp Realty agent) Rich Tomasini at the gym and called him. He said, ‘You’d be great as a Realtor. Just do the same thing you do as a personal trainer – work hard, be consistent and it will be rewarding.’ I never thought I’d be where I am today.”  

In 2018 – his first year in real estate – he closed 18 properties and actively invested. He now owns eight properties and helps coach other agents in how to invest.

“Social media is my bread and butter,” said Steven. “I’ve never paid for leads on Zillow or anywhere else. Through the power of social media (Instagram, Facebook and YouTube), I’ve attracted buyers, sellers and new agents. It has just become a snowball effect.”

And Steven is forever indebted to having a coach like Rich Tomasini.

“He’s been so supportive of me. He mentored me like crazy. He’s changed my life so trying to think of things to help us both grow. I’m just trying to follow in his footsteps, be creative and think of new things.”

Learn more about Steven Custer:

Years in real estate: Since January 2018

Gross sales and transactions in 2021: $10.5 million and 30 transactions 

Brokerage history:

• eXp Realty (April 2018-current)
• Allen Tate (Jan. 2018-April 2018)

Main territory: Charlotte to Lake Norman, North Carolina

Main focus: Single-family, townhouses and investment properties

Number of people on team: 22 in my eXp downline

Accolades, accomplishments & awards:

• 3x eXp ICON agent (2019, 2020, 2021)
• Charlotte Real Producers Rising Star 2019

When and why did you join eXp?

“I joined in mid-2018. I joined eXp because my mentor happened to be at eXp and boy did I get lucky. Still to this day the best phone call I ever made. Rich Tomasini has made me dangerous as a Realtor, as an investor and having a business mindset. The three revenue streams really made eXp the perfect firm to hang my license with.”

What makes eXp special to you? 

“Joining eXp has changed my life! A firm made by Realtors for Realtors. This firm allows us the freedom and structure to be successful no matter what direction we want to take our business.”

Is there a significant experience you can share since you joined eXp?

“Way too many choices. I enjoy all my experiences with my fellow agents and more importantly my clients. I also think back to the first year and how hard it was for someone in their late 20s, pretty much broke. Going up against Realtors that had more experience than I did. But, my mentor and friend Rich T said I have the highest level of consistency and determination to be successful while keeping my clients in mind first.”

What is one thing about eXp that surprised you?

“When I joined I had no idea what I was joining. eXp had only 7,000 agents and all the potential to grow. So I would have to say how much this company has grown but has stuck to its roots. Realtors first like family.”

Have you had any experience or success around eXp’s global revenue share and commercial businesses yet?

“As of right now, my revenue share is at 22 agents and just in North Carolina. All these agents are new agents. I have done one commercial deal and it’s a completely different animal. I’ll stick to what I do best – residential and investing.”

Best tip to share with other agents:

“Consistency, hard work, having a heart for people and bringing it each and every day.”

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