Episode Overview

Title: Leadership Isn’t Hard. Doing It Is (Rules 12–23)
Host: Tristan Ahumada
Date: December 19, 2025
Podcast: Your Daily Real Estate Podcast with Tristan Ahumada

In this brisk, high-impact episode, Tristan Ahumada continues his exploration of leadership lessons inspired by Mary Kay Ash, focusing on principles 12 through 23—core rules for converting vision into meaningful action. Emphasizing that execution outshines mere ideas, Tristan breaks down actionable habits of successful agents, emphasizing integrity, sales focus, stress management, and nurturing team growth. Designed for real estate professionals, but wise for any leader, this episode centers on how leaders can bridge belief and behavior to forge thriving teams and leave lasting legacies.

Key Discussion Points & Insights

The Bridge Between Ideas and Action

• Ideas are everywhere—execution is rare:
  “Ideas are worthless. Everybody’s got an idea. What separates the people who build something from people who just talk about it? It’s execution.” (00:01)
• Philosophy or planning is not enough; taking decisive action is what builds successful companies.

Mary Kay Ash's Principles 12–23: Action-Focused Leadership

12. Help Others Get What They Want (00:54)

• Shift from "What's in it for me?" to "How can I help them win?"
• Your success is a byproduct of empowering others:
  “When you focus on helping other people succeed, your success becomes a byproduct.” (01:09)

13. Stick to Your Principles (01:26)

• Tactics should adapt, but core principles are non-negotiable:
  “You can pivot your strategy... But your principles? Listen. Can't do it.”
• Compromising your values leads to discomfort and eventual failure.

14. A Matter of Pride (01:58)

• Create an organization people are proud of; pride is key to retention and cohesion:
  “People don’t leave places they’re proud of. Isn’t that crazy?” (02:03)

15. Don’t Rest on Your Laurels (02:26)

• Success is temporary; keep earning it every day:
  “Success is rented. Remember that. And the rent is due every single day.” (02:33)
• Past wins don’t pay today’s bills; complacency leads to decline.

16. Be a Risk Taker (02:53)

• Embrace failure as forward motion:
  “Fail forward. If you aren’t making mistakes, you aren’t moving fast enough.”
• Playing it safe is riskier than trying and learning.

17. Work and Enjoy It (03:16)

• Bring energy and joy to your work—positivity (or negativity) is contagious:
  “You can work hard and still enjoy the process. In fact, you have to.” (03:27)
• Leaders who last love what they do, enjoying hard work without burning out.

[Interactive Segment: Hardest Principle?] (03:54)

• Tristan reveals his own challenge: not resting on laurels (Principle 15).
• Invites listeners to comment with their hardest principle.

18. Nothing Happens Until Somebody Sells Something (04:33)

• Sales is the linchpin; all business activities support sales:
  “If you have a house for sale, you’re not getting paid until it sells, right?... Every job, every role, every department, they all ultimately support the sales function.” (04:50)
• No sales = no survival, regardless of systems or branding.

19. Never Hide Behind Policy (05:37)

• Don’t use rules to avoid tough conversations:
  “‘Sorry, that’s just our policy’ is a cop out. It’s lazy.” (05:45)
• Policies are guidelines for right decisions, not excuses.

20. Be a Problem Solver (06:03)

• Spend 10% of energy on the problem, 90% on solutions:
  “Dwell on the solution. Anyone can point out problems. That’s easy… Solutions move you forward. Problems keep you stuck.” (06:11)

21. Less Stress (06:33)

• Great leaders absorb, not create, stress for the team:
  “Create an environment that minimizes chaos. Stress kills productivity… When everything around you is chaotic, be the calm.” (06:44)

22. Develop People From Within (07:11)

• Loyalty comes from visible growth paths:
  “If your team doesn’t see where they can go or where they can grow, they’ll go somewhere else.” (07:19)
• Promote and invest in your people’s development.

23. Be a Follow Through Person (07:34)

• Your word is your bond:
  “Do what you say you’re going to do—every time, without exception. People remember who follows through and who doesn’t.” (07:42)
• Protect your reputation; don’t overpromise, always deliver.

Notable Quotes & Memorable Moments

• On execution:
  “Philosophy without action is just wishful thinking.” (00:22)
• On resting on your laurels:
  “That deal you closed last month? Doesn’t matter today. That award you won last year? Well, that doesn’t pay the bills this year, does it?” (02:35)
• On sales centrality:
  “If nobody’s selling, nobody’s getting paid. It doesn’t matter how good your systems are, it doesn’t matter how pretty your brand is. If you’re not selling, you’re not surviving.” (05:17)
• On environment and stress:
  “Your job as a leader is to absorb stress, not create it for other people. When everything around you is chaotic, be the calm. Please be the steady hand. That’s what your team needs from you.” (06:46)
• On follow-through:
  “That’s how you build trust. That’s how you build a reputation. That’s how you build a legacy. And I know a lot of you want to build that.” (07:51)

Timestamps for Key Segments

• [00:01] — Ideas vs. Execution: Foundation of Leadership
• [00:54] — Principle 12: Help Others Get What They Want
• [01:26] — Principle 13: Stick to Your Principles
• [01:58] — Principle 14: Pride in Your Company
• [02:26] — Principle 15: Don’t Rest on Your Laurels
• [02:53] — Principle 16: Be a Risk Taker
• [03:16] — Principle 17: Work and Enjoy It
• [03:54] — Tristan’s Hardest Principle & Listener Interaction
• [04:33] — Principle 18: Nothing Happens Until Somebody Sells Something
• [05:37] — Principle 19: Never Hide Behind Policy
• [06:03] — Principle 20: Be a Problem Solver
• [06:33] — Principle 21: Less Stress
• [07:11] — Principle 22: Develop People from Within
• [07:34] — Principle 23: Be a Follow Through Person
• [08:00+] — Summary and Call to Action

Conclusion & Takeaways

Tristan Ahumada powerfully reinforces that what sets apart successful leaders is relentless execution powered by unwavering principles. Drawing on Mary Kay Ash’s wisdom, he gives agents a practical, actionable roadmap for not just thinking like a leader, but behaving like one—every single day. The world, he insists, rewards action, not ideas. Real estate professionals are urged to execute these principles to see deeper growth, stronger teams, and lasting reputations.

For the full PDF of all 23 principles: DM Tristan “Mary Kay” on Instagram.