How to Break Into Sports & Entertainment Real Estate: Key Takeaways from EMC's Mastermind with KeAusha Jordan
- Colby Casoria
- Jun 4
- 4 min read
From Zero Connections to 35+ Professional Athletes: The Relationship Blueprint That Built a Niche
At Every Move Collective's latest Agent Power Hour, we sat down with Orlando-based REALTOR® and team leader KeAusha Jordan, whose business has become a powerhouse in the sports and entertainment space.
Having closed transactions with more than 35 professional athletes and high-profile clients, KeAusha shared exactly how she built her niche—from scratch—and the systems she uses to create an elite concierge experience that generates referrals year after year.
If you missed the live session, here's your Cliff Notes version.
Marketing Minute: Why Most Facebook Ads Fail
Before diving into the mastermind, Apex Agent Pro founder Tony Cruz shared a quick digital marketing lesson for agents.
The Facebook Ad Mistake Most Agents Make
According to Tony, Facebook's Andromeda update has shifted how ads perform.
Instead of relying heavily on audience targeting, Facebook now prioritizes the content and messaging of your ad.
What Works Now:
Emotion-driven headlines
Curiosity-based hooks
Client-focused messaging
Video content
Problem-solving topics
Example
Instead of:
"3 Bedroom Home Available for $450,000"
Try:
"Orlando buyers are overpaying by $37,000 without even realizing it. Here's how to protect your equity before making a move."
The lesson? Stop selling homes. Start solving problems.
Lesson #1: Stop Chasing the Athlete
One of KeAusha'S biggest revelations was simple:
Most agents are trying to get to the athlete.
The opportunity is actually in the athlete's circle.
Focus On:
Parents
Siblings
Spouses
Trainers
Managers
Coaches
Business managers
Personal assistants
Family friends
These are often the people influencing decisions and making introductions.
As KeAusha put it:
"The circle gets you to the client."
Lesson #2: Social Media Is Your Networking Tool
When KeAusha entered real estate, she had no sports connections.
Instead of waiting for opportunities, she used Instagram and Facebook as research tools.
Her Strategy:
Follow athletes in your market
Follow everyone connected to them
Observe what they post
Learn their interests
Engage consistently
Comment thoughtfully
Build familiarity over time
She emphasized that agents should be "scrolling with intent."
Social media isn't entertainment.
It's market research.
Lesson #3: Build a Concierge Service, Not Just a Real Estate Business
The turning point in Kea's career came when she realized luxury clients needed more than property tours.
They needed solutions.
Examples of Her Concierge Experience:
Airport pickup services
Favorite snacks waiting in vehicles
Childcare support during showings
Customized family experiences
Local recommendations
Last-minute problem solving
Her goal:
Make every client say, "My last agent never did this."
Lesson #4: Preparation Creates Opportunity
Long before she landed her first athlete client, Kyasha had already prepared her business.
Systems She Had Ready:
NDAs
Financial advisor relationships
Lenders familiar with athlete contracts
Private drivers
Concierge vendors
Service providers
Her advice:
Prepare for the business you want before you get the client.
Too many agents want luxury clients but haven't built the infrastructure to support them.
Lesson #5: Respect Privacy Above Everything
A recurring theme throughout the mastermind was trust.
Professional athletes and high-profile clients value privacy.
Best Practices:
Never post homes without permission
Never take unauthorized photos
Use NDAs whenever necessary
Train your team on confidentiality
Protect clients at all costs
Kea shared that every party involved in many transactions signs an NDA:
Team members
Vendors
Photographers
Title companies
Showing agents
Trust becomes your greatest marketing asset.
Lesson #6: Understand Athlete Finances
One of the most valuable discussions centered around financial literacy.
Many agents assume an athlete with a large contract can afford any home.
That's often not true.
Know:
Contract structures
Guaranteed vs. non-guaranteed money
NIL earnings
Endorsement income
Team stability
Financial advisor recommendations
Kea often advises athletes NOT to buy.
In some situations, renting is the smarter decision.
Her philosophy:
Tell clients what they need to hear, not what earns you the biggest commission.
Lesson #7: Rentals Can Lead to Million-Dollar Clients
Many agents avoid rentals.
Kea embraces them.
Why?
Because athletes often:
Get traded
Sign short-term contracts
Need seasonal housing
Need temporary accommodations during training
Many of her largest clients began with rental transactions.
The rental wasn't the paycheck.
It was the relationship.
Lesson #8: Become the Most Connected Person in Your Market
One of the most eye-opening parts of the mastermind was hearing how deeply connected Kea is to her city.
She knows:
Barbers
Stylists
Trainers
Drivers
Club promoters
Restaurant owners
Event organizers
Luxury service providers
If a client needs something at midnight, she knows who to call.
Her goal:
Never make the client search for an answer.
Become the answer.
Lesson #9: Follow-Up Is Where Most Agents Lose
Kea repeatedly referenced a powerful industry statistic:
Most clients would use their previous agent again if the agent had simply stayed in touch.
Her entire business is built around consistent relationship maintenance.
What She Tracks:
Birthdays
Children's milestones
Pets
Hobbies
Favorite activities
Family events
Everything lives inside her CRM.
Nothing is left to memory.
Lesson #10: Create Experiences That Keep Clients Connected
The transaction is just the beginning.
Kea invests heavily in relationship-building events.
Examples Include:
Luxury pool parties
Private dinners
Yacht events
Bowling nights
Pilates classes for spouses
Family gatherings
Community sponsorships
These events strengthen relationships while naturally generating referrals.
Lesson #11: Give Before You Ask
A major theme throughout the session was service.
Kea sponsors:
Youth camps
Charity events
Athlete foundations
Community initiatives
She isn't showing up asking for business.
She's showing up adding value.
The business follows.
Lesson #12: Relationships Beat Status
Perhaps the biggest takeaway of the entire mastermind:
Most people try to connect with the VIP.
Kea connects with everyone else.
She Builds Relationships With:
Security guards
Ticket attendants
Event staff
Team personnel
Family members
Those relationships often become the bridge to larger opportunities.
As she explained:
"It's the little people who move the room."
The Biggest Takeaway
Kea Jordan's success isn't really about sports and entertainment.
It's about relationships.
She doesn't sell real estate.
She creates trust.
She doesn't chase transactions.
She builds ecosystems.
She doesn't market to athletes.
She serves the people around them.
The result?
A referral-based business built almost entirely on relationships, service, and consistency.
Missed the Live Session?
Watch the full replay and subscribe to the Every Move Collective YouTube channel for future trainings, guest speakers, and agent growth strategies.
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