Josh Horner never expected to find himself discussing the joy of real estate sales when he transitioned from a career as a Broadway dancer and choreographer at Disneyland. In fact, the thought of listing presentations and the necessary paperwork was about as thrilling to him as watching paint dry in an open house. Yet, in a career turn he never anticipated, Horner now finds that his most fulfilling moments come from helping people navigate the complex world of real estate, particularly in suburban markets.
For many agents, the allure of luxury listings – like the breathtaking mansions featured on Instagram or hit shows like Selling Sunset – is all too tempting. It’s easy to fall into the trap of imagining success as a slick, suited-up professional closing high-profile deals with multimillion-dollar properties. But Horner’s reality is far different. As a suburban agent, he’s not managing penthouses overlooking the Harbour; he’s working with everyday people, helping them tackle the stress of rising costs while making their dreams of homeownership a reality. And in this challenge, Horner finds deep satisfaction.
“The magic happens when you stop trying to be what you think a real estate agent should be and start being who you actually are,” says Horner, reflecting on his personal journey. He points out that real estate is often a field filled with conformity—agents often rely on predictable scripts and cookie-cutter strategies. “We’re all guilty of it—sending out the same flyers, pointing out the same kitchen countertops as though they’re new revelations.”
But for Horner, his background in entertainment became the key to standing out. Rather than mimicking the standard industry playbook, he embraced his theatrical roots to craft memorable experiences for clients. By incorporating his flair for dance into property sales—creating “soul dances” during open houses, for example—he’s found a unique way to connect with his market, even if it raises eyebrows among traditional agents.
His unorthodox approach may seem unconventional, but it’s genuine, and it resonates with the families he serves. “When everyone else is doing the same thing, you need to find your point of difference,” he explains. And for him, that means merging his personal passion with his professional life to create meaningful interactions that are as authentic as they are enjoyable.
Horner also acknowledges that the real magic in real estate lies in the human connections, not the properties themselves. While some of his wealthiest clients in the entertainment industry led chaotic lives, Horner finds true fulfillment in helping a young family stretch every dollar to secure their first home. “At the end of the day, we’re not just selling houses; we’re helping people make transformative life decisions.”
For other real estate professionals feeling disillusioned by the industry’s pressure, Horner offers advice: “If the traditional model has you burned out, it might be time to swim upstream.” He encourages agents to reflect on what excites them about the job and how they can incorporate their true selves into their work. This, he believes, is where the real magic happens.
While Horner admits he’s not the most organized agent (just ask his accountant), his success stems from creating memorable experiences that prioritize joy. Whether through quirky marketing videos or celebrating each sale as a milestone, Horner has learned that leading with joy often results in success.
Ultimately, Horner reminds us that real estate is about more than just transactions; it’s about helping people make significant life changes. So, why not make the experience as joyful as possible? Whether through a quirky dance in front of a sold sign or another personalized touch, bringing authenticity and joy to the process is more rewarding than any high-dollar listing.
As Horner puts it: “We’re not just selling properties; we’re creating moments that people will remember for the rest of their lives.” And finding joy in that process is worth far more than a million-dollar commission.
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