How I Became A 100% Referral Agent in Real Estate.
When you’re working hard to build something, it’s easy to lose sight of the other important parts of your life. It happened to me. After coming home exhausted, drained, and mentally reciting my to-do list, I knew I had to take a step back and reassess what truly mattered.
Born and raised in this area, but right after high school, I ventured out to see the world. I studied abroad in England and worked in Switzerland, paying my own way with money I’d earned waiting tables. That experience gave me a taste for connecting with people from all walks of life, and I knew that whatever career I chose, this was important to me!
That desire to connect with diverse people was what first led me to property management. Along with my exciting new job, I got married and had my daughter. As time went by, I wanted to experience the joy of helping people find their own homes, so I earned my real estate license in 2009 and launched my team, The Summit Group, by 2013.
It was a hit. I was among the top producers in both the group and Spokane. There never seemed to be enough hours in the day to handle all the business coming in! I was thrilled by the success, but also under immense pressure—coaching other REALTORS® and acting as CEO of The Summit Group. I was eating meals in my car between appointments, and my phone never stopped ringing.
At some point—maybe when I came home unable to turn my brain off or felt that deep exhaustion after another 70-hour week—I realized this wasn’t sustainable. I’d lost sight of why I was working so much in the first place. Something had to change.
I stepped away from running the team to create more time for my clients. I scaled back my coaching—though I love helping agents grow—and focused instead on the clients I already had. When I did that, the referrals started pouring in.
By working one-on-one with clients, I built deeper connections. I loved hearing their stories, learning about their lives, and walking with them through such a meaningful milestone. That personal connection brought me joy, and to my surprise, my business became 100% referral-based. I’m proud of that accomplishment—it’s a testament to the care I give every client.
Health and wellness also became priorities. I train 2 to 3 times a week with a personal trainer and have done this for over 4 years, and I’ve learned how much nutrition and movement affect everything else in life. I love spending time at the lake, unwinding, and even though winter isn’t my favorite season, I still make the best of it by skiing. This balance of exercise, nutrition, nature, and rest has reinvigorated me—and made me a better REALTOR® and person.
My daughter is now in college (time really flies!), studying business and marketing. Maybe she’ll become a REALTOR® one day—we’ll see. She’s thriving, learning discipline through a program where she shares a dorm room with 56 others. What makes me proudest is her faith. She started a Bible study group on her own and leads it! We pray together, and it warms my heart to see her now walking with God in her own way.
Looking back, I now see that—after years of trial, error, and reflection—I’ve found balance. Real estate remains my passion, and with selling over 800 homes sold, there’s nothing I haven’t seen—and no such thing as a dumb question. Finding balance hasn’t slowed me down; it’s deepened my purpose and my connection to this incredible community I’m proud to serve.
Natalie Rastall, REALTOR®
Managing Broker