Most deals die in escrow, when a client quietly loses confidence. Martin built his whole coaching style around catching that moment early.
Martin came out of corporate sales knowing how to work, how to run a pipeline, and how to carry pressure. Then he tried wholesaling and hit a wall. He was working hard, moving fast, and staying in exactly the same place. The missing piece was structure, and the search for it is what brought him to Power.
His first year he closed 5 deals and collected every humbling lesson this job offers. Clients told him no because he was new. Transactions slipped through his fingers while he learned them live. He kept going, folded each lesson into how he worked, and in year two he closed 12. Same work ethic, better system, better results.
Three and a half years in, he has closed more than 30 transactions across Orange County. The number he cares about most, though, is the jump from 5 to 12, because inside that jump lives the lesson he now teaches first: structure changes everything, and composure wins deals.
Five Deals, Twelve Deals, One Lesson
When Power built the Mentor Program, the search was for agents who hit a wall, broke through it, and could teach the breakthrough. Martin fits on all three counts.
He arrived in real estate with exactly two assets, work ethic and the willingness to learn, and built everything else. Wholesaling collapsed under him because effort was the only system he had. At Power he added the structure, and inside one year he doubled his production. That jump tells you what happens when the system is right and the work ethic is already there.
The other half of Martin is composure. Deals wobble, clients panic, escrows land on life support, and Martin gets quieter and more precise. His negotiation style is problem-solving up close: price, terms, repairs, contingencies, whichever lever reopens the conversation. He treats the first “no” as an opening position and works forward from there.
His clients put it their own way: “He picks up the phone. Calm when things get hard. Their realtor for life.” Responsive, calm, solution-focused, all three at once.
“There’s No Off Season”
Ask Martin what a new agent needs to understand about this business and he gives you four words:
“There’s no off season.”
Most new agents plan around an imaginary calm. They tell themselves the chaos is a phase, that a slower month is coming, that they will rest when it arrives.
“I kept waiting to catch my breath,” he says. “That moment never came. Once I stopped waiting for it, everything changed.”
That shift is the pivot point. Accept the pace as permanent and you finally see the real pattern: the work compounds, consistency beats intensity, and showing up every day is what separates the agents who make it from the agents who quit.
Where Martin goes past the grind talk is the machinery around it. Corporate sales taught him pipelines and momentum. Power gave him the structure to run them. Composure is what keeps him steady inside all of it, and his sharpest lesson lives in escrow:
“Getting your clients into escrow is only half the battle,” Martin says. “Keeping them there is the real work. Clients don’t back out because the deal went bad. They back out because they lost confidence and nobody caught it in time. Now I set expectations early and make sure every milestone feels certain.”
That is the system he hands a mentee: close the deal, then keep it closed, with clients who feel certain at every milestone because someone set the expectations early.
Negotiation That Reopens Dead Deals
Price too high? He looks at terms and repairs. Deal stalling? He hunts for the one change that puts it back on track. Martin thinks like a problem-solver first and a deal-closer second, which is exactly why he closes more deals. His Zillow reviews tell that story from the client’s side: people who watched him fight for them through a rough transaction and decided he was their realtor from then on.
His second strength is rarer. Under pressure, most agents speed up and spill their nerves onto the client. Martin slows down. His calm spreads to everyone in the deal, and a client who watches their agent quietly solving problems trusts that the deal is in good hands. That trust is what carries transactions across the finish line.
The Daily Check-In Text
Every day you work with Martin, a text arrives: how did prospecting go, what conversations happened, where is the momentum. That daily thread is the spine of his coaching, backed by in-person time at least once or twice a week.
The rest is temperament. He answers his phone, replies to texts, and explains each step before you have to ask. Complicated moments get his calmest voice. He gives you every situation straight and attaches a solution to every hard truth, so you always know exactly where you stand.
On mistakes, the final call stays yours. His job is to give you the best guidance he has and then respect your decision. When a call goes sideways, you take one honest look at what happened, pull out the lesson, and let it sharpen every decision after. In his book, mistakes are tuition.
Three Deals With Martin in Your Corner
Every new agent at Power starts inside the Mentor Program. With Martin, the first three deals run like this.
Field activities, at least two per week. Showings, open houses, negotiations, closings. You watch Martin work a live situation, then you run the next one with him beside you, then you run one on your own. The classroom is the field.
A daily rhythm that compounds. Three hours of prospecting. Two hours of follow-through with past leads, past clients, and your sphere. One hour of roleplay on pitches, objections, and scripts. Hold that rhythm for 90 days and it becomes automatic; by deal two you are simply doing it.
Accountability every single day. The daily text is Martin’s signature. How did prospecting go, what conversations happened, where is the momentum. He keeps you on track until you can see your own pattern and hold it yourself.
Tools at producer level. Follow Up Boss run the way a producing agent runs it, to manage momentum. RealScout used to find deals before they hit the MLS. Shilo read regularly, so you know which parts of your business are working.
Negotiation and deal-keeping, his specialty. You watch him find the angle, set expectations, and keep a wobbling deal upright. Then you negotiate with him in the room. Then you run one on your own with him on standby, at every point of contact where a deal could fall apart.
Escrow with a steady hand. Inspections turn up problems, appraisals come in low, buyers get cold feet. You learn Martin’s response up close: stay calm, reset expectations, keep the client feeling certain.
After three closed deals you graduate to full independence at standard splits, carrying the system, the negotiation reps, and the proof that both work.
“I Didn’t Always Have That”
Martin remembers his first year and exactly what he wanted during it: someone experienced in his corner who had already made the mistakes and could guide him through his own.
“I didn’t always have that,” he says. “And I felt it.”
He knows both versions of this career: the one where you figure everything out alone, and the one where somebody tells you what is coming and keeps you level when it arrives. That contrast is the reason he mentors.
“What I’ve learned: we go further together than alone,” Martin says. “Nothing gives me more satisfaction than watching a new agent find their footing, seeing their confidence grow, their skills sharpen, and the moment it all clicks.”
His goal comes with a built-in finish line: get you standing on your own numbers fast, running a business that belongs to you.
“I genuinely care about your success, not as a number, not as a checkbox, but as a person determined to see you make it,” he says. “When things get hard, I won’t disappear. When deals get complicated, I’ll be there.”
What He’d Tell You on Day One
Expect year one to feel like too much. Martin’s did. He spent it overwhelmed, learning on live deals, and waiting for the season when everything would calm down. The honest news is that the workload stays. It changes shape as you grow, into more deals, more moving pieces, more complexity worth having.
The agents who last are the ones who quit waiting and build for the pace instead: a system that holds on tired days, composure that holds in hard rooms, and the habit of showing up on every single one of those days. Martin built exactly that between year one and year two, and it took him from 5 closings to 12. That is the career he builds with a mentee, sustainable by design.
Get the Structure Before Deal One
Day one at Power pairs you with a mentor like Martin: someone who remembers exactly where you are standing, because he stood there with 5 deals and a stack of hard lessons and built his way past 30. Someone who negotiates beside you, texts you every day, and stays level while a client panics, so you can learn to do the same.
The next step is a call to see how Power would work for your business, your daily 3-2-1 rhythm, and the path to your first three deals. It is free.
Martin Pacheco is a Power Mentor at our Anaheim office. 3.5 years at Power, 30+ transactions closed in Orange County. He mentors new agents through their first three deals, from prospect to close. Daily accountability. Real partnership.
Want to learn more about the Power Mentor Program? Meet all our mentors.