The Myth of "Working Smarter, Not Harder" - Kory Gorgani

A newer agent recently told me, “Kory, I just want to work smarter, not harder.” Well, and I want a six-pack without going to the gym … but here we are!

So I asked, “What does working smarter mean to you?”

For some, it’s about better systems, leveraging tools, or outsourcing tasks. But let’s be real—before you can “work smart,” you have to work. For this agent, it was a magic pill she was after which I had ran out of.

Every top producer I know put in long hours, made sacrifices, and built real skills before they ever had the ability to optimize and streamline their business.

Here’s why that matters:

You need real skills. Experience can’t be skipped. Tough appointments, real conversations, and challenges make you better.
You must understand before optimizing. You can’t delegate what you don’t fully grasp.
You don’t get to be picky (yet). Growth comes from taking the extra calls, the tough deals, and the opportunities others avoid.

The freedom to “work smart” is earned by putting in the work first.

So if you’re grinding right now—good. You’re on the right track. Keep building. The smart part comes later.