Winning The Day -

More Than Meetings: Why Building Bridges (Through Appointments) is Your Untapped Real Estate Superpower

05/29/202505/29/2025 Mark Johnson Leave a comment

“In the end, someone or something always gives up. Either you give up and quit, or the obstacle or failure gives up and makes way for your success to come through.” ~ Idowu Koyenikan

That quote speaks volumes about resilience. In real estate, the “obstacle” isn’t just a tough market; it’s often the chasm of disconnection between you and your next client, or between a client and their goals. The most powerful tool to conquer that? The humble, yet mighty, appointment.

Think of yourself not just as an agent, but as a master bridge-builder. Every appointment you set, every conversation you have, is another plank laid, another connection forged, spanning the gap between:

A potential client’s uncertainty and their confident decision.
A seller’s desire to move on and the reality of a successful sale.
A buyer’s dream of a home and the keys in their hand.
Your expertise and the community that needs it.

If you stop building these bridges, the “obstacle” of obscurity or inaction wins. If you persist, that obstacle gives way to a thriving network of opportunity.

The Architecture of Connection: What Kind of Bridges Are You Building?

Not all bridges are the same, and neither are appointments. Each serves a unique purpose in connecting needs with solutions:

The “Visionary Blueprint” (Listing Presentations): Bridging a seller’s property with the market, showcasing its value and your strategy to connect it to the right buyer.
The “Empathy Causeway” (Buyer Consultations): Bridging a buyer’s aspirations, fears, and financial realities to a tangible plan of action.
The “Discovery Channel” (Property Showings): Bridging a buyer’s abstract desires with the concrete experience of a potential home.
The “Community Network” (Networking & Past Client Care): Strengthening existing bridges and building new ones that lead to referrals and long-term trust. These are the lifelines that sustain your structure.
The “Opportunity Span” (Investor/Relocation Meetings): Bridging specialized needs with unique market opportunities.

Life’s Intersections: Where Bridge-Building is Most Crucial (The “8 D’s”)

People need bridges most acutely during times of significant change. These are the “8 D’s” – critical junctures where your bridge-building skills become indispensable: Death, Divorce, Diamonds (Marriage), Downsizing, Diapers (Growing Families), Deployment, Default, and Displacement (Job/Career Changes). These aren’t just events; they are calls for a skilled connector.

Deconstructing the Blueprint: How to Become a Master Bridge-Builder (Beyond Just “Setting Appointments”)

Surveying the Land (Proactive Mindset & Identifying Need):
- Stop Waiting for People to Find Your Unfinished Bridge: You must actively seek out points where connections are needed. This means dedicated time for outreach, research, and understanding your community. The obstacle of “no leads” gives up when you proactively survey.
- See Beyond the Transaction: Every interaction is a chance to lay a plank of trust, even if it doesn’t lead to an immediate “crossing.” Your reputation is built on the quality of even the smallest connections.
Designing with Integrity (Value-Driven Approach):
- Your Unique Value Proposition is Your Strongest Material: Why should someone trust yourbridge? What unique skill, insight, or care do you bring? Articulate this clearly and consistently.
- Authenticity is Non-Negotiable: People can spot a flimsy, self-serving structure a mile away. Genuine empathy and a desire to serve are the steel reinforcements of any lasting professional relationship.
The Daily Construction Schedule (Consistent Action):
- One Plank at a Time: Don’t be overwhelmed by the idea of building a massive suspension bridge overnight. Focus on laying one strong plank – having one quality conversation, making one meaningful connection – consistently. The compound effect is powerful.
- Systemize Your Craft: Use your CRM and other tools not as a crutch, but as your skilled construction crew, helping you manage materials (contacts), schedule work (follow-ups), and ensure no part of the structure is neglected.
Stress-Testing Your Designs (Learning from Every Interaction):
- Embrace Feedback (Even “No”): Not every attempted connection will result in a completed bridge immediately. What can you learn? Was the design flawed? Was the approach mistimed? Every interaction is data.
- Adaptability is Key: The landscape changes. Client needs evolve. Market conditions shift. A master builder is always learning, refining their techniques, and trying new approaches.

The Result: A Thriving Ecosystem, Not Just a Single Structure

When you consistently focus on building these bridges, you’re not just completing transactions. You’re creating a network, an ecosystem of trust and reciprocity. Past clients become advocates. New connections seek you out. The “obstacle” of an empty pipeline gives way to a steady flow of opportunity.

Your Next Blueprint:

Instead of “setting an appointment,” think: “Whose gap can I bridge today?”

Who needs to understand their home’s current value?
Who is wrestling with the decision to buy or sell?
Who in your network could benefit from a simple check-in?

Start laying those planks. The world, and your business, will be better for it.

The Unshakeable Brokerage: A Coach’s Guide for Leaders & Recruiters to Build & Win Through Empathetic Persistence

05/28/202505/28/2025 Mark Johnson Leave a comment

As a coach to dynamic brokerage owners, leaders, and recruiters like you, I’ve seen a common thread in those who not only succeed but build truly resilient and attractive organizations: unshakeable, empathetic persistence. This isn’t just a sales tactic you teach your agents; it’s a foundational principle for your leadership, your team building, and your strategic growth.

Let’s explore how you can master this vital approach in your specific role.

Your mission is to build a thriving brokerage and attract the very best talent. This requires inspiring belief – in your vision, your culture, your value proposition, and the future you’re creating. That inspiration is directly fueled by the genuine confidence and unwavering commitment you embody. This is where your empathetic persistence becomes your greatest asset.

The Critical Distinction You Must Model & Master: Empathetic Persistence vs. Counterproductive Pressure (in Leadership & Recruiting)

In your leadership roles and recruitment efforts, understanding and applying this distinction is paramount:

Pressure-Driven Approaches (What to Avoid):
- For Leaders: Micromanaging, imposing unrealistic demands without commensurate support, fostering a culture of fear or burnout.
- For Recruiters: Aggressive or impersonal outreach, over-promising and under-delivering, not genuinely listening to a potential recruit’s needs or career goals.
Empathetic Persistence (Your Path to Success):
- For Leaders: Consistently championing your vision, providing steadfast support and resources for your agents and staff, adapting thoughtfully to market changes, and fostering a culture where people feel valued and motivated to grow with you.
- For Recruiters: Building genuine relationships with potential hires, patiently and consistently demonstrating your brokerage’s unique value proposition, truly understanding their motivations and concerns, and being a trusted advisor in their career decisions.

This is about you consistently demonstrating, through your actions as a leader and recruiter, that your brokerage is the destination for talent and success.

Become an Architect of Excellence: How You Forge a Top-Tier Brokerage & Team

Empathetic persistence isn’t just about weathering storms; it’s about your proactive, strategic efforts to build an exceptional organization. Are you passively hoping good agents will find you, or are you actively architecting a culture and a recruitment pipeline that consistently attracts and retains A-players? Your best results will come from your skillful and sustained efforts in these areas.

The Powerful Signals Your Empathetic Persistence Sends (to Your Team & Potential Recruits):

When you lead and recruit with empathetic persistence, you communicate volumes:

Your Unwavering Commitment to a Shared Vision: Your team and potential recruits see that you are deeply invested in the long-term success and stability of the brokerage.
Your Belief in People (Your Agents, Staff, and Future Hires): They sense that you genuinely care about their growth, well-being, and success within your organization.
A Culture of Support and Resilience: You demonstrate that challenges will be met with strategic solutions and collective effort, not blame or panic.
A Compelling & Authentic Value Proposition: Your consistent messaging and actions clearly articulate why your brokerage is the superior choice for careers to flourish.

Cultivating the 6 Habits of Highly Persistent Leaders & Recruiters (Your Action Plan):

As your coach, I’ll work with you to develop and strengthen these essential habits in your leadership and recruiting:

Champion Your Vision & Celebrate Wins: Consistently articulate where you’re leading the brokerage and actively celebrate team achievements, individual successes, and recruitment milestones.
Lead & Recruit with Clear Purpose: The 8 D’s! Ensure your “why” for the brokerage and for attracting specific talent is clear. This purpose will fuel your long-term efforts.
Anticipate & Strategize for Market & Talent Dynamics: Proactively address industry shifts, predict future talent needs, and develop your strategies for navigating both.
Focus on Consistent, Strategic Action (Not Just Immediate Results): Whether it’s a slow quarter or a hesitant recruit, your focus should be on sustained, value-driven leadership and outreach, not short-term panic. Your moneyball?
Use Feedback & Resistance to Refine Your Brokerage & Approach: Agent concerns, market feedback, and recruit objections are valuable data. Use them to improve your offerings and strategies.
Commit to Your Continuous Growth as a Leader & Recruiter: The best leaders and recruiters are always learning. We’ll focus on enhancing your skills in communication, strategy, and team development.

Why Your Empathetic Persistence is Non-Negotiable for Brokerage Growth & Talent Acquisition:

Building a Legacy Takes Time: True brokerage success and a strong team culture aren’t built overnight. Your sustained, empathetic effort is the foundation.
Attracting Top Talent is a Marathon, Not a Sprint: The best agents are often discerning. Your patient, value-driven, and persistent recruiting approach will win them over.
Leadership Credibility is Earned Through Consistency: Your team needs to see you as a steady, supportive, and forward-thinking leader, especially through challenging times.

Your Toolkit: Turning Challenges into Opportunities in Leadership & Recruiting:

When you encounter obstacles, your empathetic persistence, guided by our coaching, helps you transform them:

For Leaders: Addressing agent churn, navigating economic downturns, implementing new technologies or systems, fostering inter-agent collaboration. Your persistent support and clear communication are key.
For Recruiters: Overcoming objections like “I’m happy where I am,” effectively communicating yourbrokerage’s unique differentiators, building a robust talent pipeline even when not actively hiring, and keeping promising candidates warm. Your ability to empathize and persistently offer value is crucial.

Building Your Unshakeable Leadership & Recruitment Edge:

Developing this strategic, empathetic persistence in your leadership and recruiting roles is transformative. It’s how you build not just a successful brokerage, but a respected brand and a magnet for top talent.

As your coach, I’m dedicated to helping you hone these capabilities, integrate them into your operational DNA, and leverage them for extraordinary results. This is about making your leadership and your recruitment efforts both more effective and more fulfilling.

Ready to make unshakeable, empathetic persistence the engine of your brokerage’s growth and talent strategy? Let’s connect to discuss your growth strategy and how you can implement these principles for breakthrough results.

Tax Bill Advances in House: Implications for the Housing Sector

05/23/202505/23/2025 Mark Johnson Leave a comment

The House of Representatives recently passed the “One Big Beautiful Bill Act,” a legislative package featuring several tax provisions with notable implications for the housing industry, homeownership, and real estate investment.

Key Tax Provisions Impacting Real Estate:

The bill includes several measures relevant to the housing sector:

Enhanced Qualified Business Income (QBI) Deduction: The deduction for pass-through entities, which includes many real estate professionals and small businesses in the housing sector, is set to increase permanently from 20% to 23%.
Modified State and Local Tax (SALT) Deduction: The cap on SALT deductions would be quadrupled from $10,000 to $40,000 for households earning under $500,000, with planned annual growth. This change could impact homeowners in areas with higher property and state income taxes.
Permanent Individual Tax Rates: Current lower individual income tax rates are slated to become permanent and indexed for inflation, a factor that can influence overall housing affordability.
Mortgage Interest Deduction (MID) Maintained: The existing deduction for mortgage interest is preserved at its current level and made permanent, continuing a long-standing tax consideration for homeowners.
Treatment of 1031 Like-Kind Exchanges & Business SALT: Section 1031 like-kind exchanges, a provision often utilized in real estate investment, are protected. Current state and local tax deduction rules for most businesses are also largely unchanged, though some limitations are introduced for certain high-income professional services, which are not anticipated to significantly affect most real estate businesses.

Additional Provisions Relevant to Housing and Investment:

The legislation also contains other measures that could influence the housing market and real estate investment:

Affordable Housing Support: Includes enhancements to the Low-Income Housing Tax Credit (LIHTC) to encourage the development of affordable housing.
Family Financial Measures & Home Purchase Incentives: Features an increased Child Tax Credit (to $2,500 through 2028, then inflation-indexed) and introduces new tax-advantaged Child Investment Accounts, which could be used for expenses such as first-time home purchases.
Investment and Estate Planning: Establishes a permanent $15 million (inflation-adjusted) estate and gift tax threshold and renews incentives for Opportunity Zones, aimed at encouraging investment in designated communities.
Business Tax Environment: Restores several business tax provisions, including those for R&D expensing and bonus depreciation. The bill does not include an increase in the top individual tax rate or changes to the tax treatment of carried interest.

These provisions, aimed at supporting homeowners, real estate professionals, and community development, will now move to the Senate for further consideration. If enacted, this bill could significantly shape the financial landscape for the housing industry and those involved in it.

Mindset Monday Recap: The Trust Deficit

05/19/202505/19/2025 Mark Johnson Leave a comment

Every Monday Matters!

For this Mindset Monday, I wanted to share some reflections from a call I led earlier today. We got into a really powerful topic: Working at the Speed of Trust. It reminded me so much of Stephen Covey’s book, “The Speed of Trust.” If you haven’t read it, he makes such a compelling case that trust isn’t just a nice-to-have; it’s something real and measurable that truly affects how quickly things get done and what they cost, both in our work and personal lives. The big takeaway for me is always that high trust just makes everything flow better, while low trust really bogs things down and adds to the burden.

The Ripple Effect of Trust

One of the things Covey talks about that really resonates is how trust isn’t just about others; it truly starts with us. That idea of Self-Trust, building our own credibility, is the foundation. From there, it naturally extends to our Relationships, the teams we’re part of, how we’re seen in the Market, and even Society as a whole.

Foundational Trust: It Starts With You

It’s a great reminder that building trust with others really has to start with ourselves. Covey outlines these “4 Cores of Credibility,” and I find them so insightful for self-reflection:

Integrity: Am I being true to myself and my values? Is there consistency in what I say and do?
Intent: What’s driving me? I always hope people see that I genuinely care and have their best interests at heart.
Capabilities: Am I keeping my skills sharp and relevant? It’s about knowing I can actually do what’s needed.
Results: What’s my follow-through like? Having a solid track record speaks volumes.

And that Covey quote, “You can’t talk your way out of a problem you behaved your way into,” always hits home. It’s our actions and who we are that really build that solid foundation of credibility.

Building Bridges: The 13 Behaviors of High-Trust Leaders

Once we’re feeling solid in our own trustworthiness, it’s amazing how that can flow into building stronger relationships. Covey shares 13 Key Behaviors that I think are fantastic guideposts for nurturing that Relationship Trust. They’re all things we can actively practice:

Talk Straight: Just being honest and letting people know where you stand.
Demonstrate Respect: Genuinely showing others you care and value them.
Create Transparency: Being open and real, so people can see what’s happening.
Right Wrongs: Owning it when we mess up and making things right, quickly.
Show Loyalty: Giving credit where it’s due and speaking well of others.
Deliver Results: This is a big one for me – getting the right things done and making things happen.
Get Better: Always looking for ways to learn, grow, and improve.
Confront Reality: Tackling the tough stuff directly, even when it’s uncomfortable.
Clarify Expectations: Making sure everyone is on the same page.
Practice Accountability: Holding ourselves and others responsible for commitments.
Listen First: Really trying to understand before jumping in with a response.
Keep Commitments: Doing what you say you’re going to do. Simple, but so powerful.
Extend Trust: Being willing to give trust to others often encourages them to reciprocate.

Putting Trust into Action: Practical Strategies for Our Industry

It was also great to connect Covey’s ideas to what we do every day in our industry. We talked about a few practical things that really bring these trust principles to life for us:

Radical Transparency: This feels so aligned with talking straight. Just being upfront and honest in all our dealings.
Prioritize Meaningful Interaction: Every conversation is a chance to connect, to really listen and show we care.
Become the Undisputed Hyper-Local Expert (and Share It!): This is all about building our ‘Capabilities’ and then generously sharing that knowledge. It shows we’re invested.
Over-Communicate: We all know that feeling when you’re left wondering! Keeping people in the loop proactively is huge for building confidence and showing we’re on top of things. After all, the #1 complaint from consumers can be, “I never hear from my agent!”
Show Your Value, Don’t Just State It: This is where ‘Delivering Results’ really comes into play. It’s about the actions and outcomes that speak for themselves. It reminds me of that saying, “Repeat business isn’t luck — it’s earned. I deliver results, not promises.” That feels so true.

Why This Matters: The Real-World Impact

Thinking about all this, it’s so clear that these aren’t just abstract ideas. In our world, especially with our clients, trust is everything. It’s that feeling when a client comes back, or refers someone new – that’s the best compliment, isn’t it? It tells me, “A returning client is the greatest compliment. Your trust means everything — I deliver, every time.”

I’ve definitely seen how low trust can create so many headaches and slow everything down. But when that trust is there, things just move smoother, decisions happen faster, and it opens the door for so much more. It’s like when clients know, “You need someone who shows up and gets it done — every time. That’s what I do.”That’s the goal.

Wrapping Up: Investing in Trust, Together

My main reflection from our chat and revisiting Covey’s work is just how vital it is to actively nurture trust. It’s a continuous journey, starting with ourselves and how we show up in every interaction.

Maybe this week, it’s a good opportunity for all of us to think about:

Which of those 4 Cores of Credibility feels like an area I can focus on for myself?
Is there one of those 13 Behaviors, or one of our industry strategies, that I could be more mindful of?

It really is an investment that pays off in so many ways – making things easier, more efficient, and building those strong connections. Here’s to all of us aiming to work at the speed of trust! Because at the end of the day, what we do is truly “Built on trust. Grown through referrals. Backed by real results.” Let’s keep earning it.

Doing the right thing is always the right thing.

Embracing Character: The Rising Appeal and Opportunity in Mature Homes

05/14/202505/13/2025 Mark Johnson Leave a comment

In today’s dynamic housing market, a fascinating trend is emerging: the growing prominence of mature homes. As of 2024, the typical home finding a new owner has a rich history, a testament to its enduring appeal and the evolving landscape of American housing, according to a recent assessment by Redfin. While the price difference between these character-filled dwellings and their newer counterparts has shifted, this opens up exciting opportunities for savvy homebuyers.

The data, spanning from 2012 to 2024, reveals a notable increase in the age of the median home purchased. This isn’t just a statistic; it’s a reflection of a market where established homes in desirable neighborhoods are increasingly in the spotlight. Two key factors contribute to this trend: the inherent affordability that mature homes often present compared to new constructions, and a period of more measured new home development following the Great Recession.

Sheharyar Bokhari, a Senior Economist at Redfin, notes, “America’s housing stock is getting older by the year.” While this is partly due to the pace of new construction, it also highlights a unique chance for buyers to invest in homes with stories to tell and craftsmanship from different eras.

A New Chapter for Homes with History

In 2024, the median age of a purchased home reached 36 years, the highest on record, as detailed in Redfin’s report. This means that many buyers are discovering the unique charm of homes built several decades ago. Specifically, the typical single-family home bought last year was 36 years old, condos averaged 38 years, and townhomes were a younger 23 years old. This is a shift from 2012, when the median age for all homes purchased was 27.

This embrace of established homes varies across the nation. For instance, in Buffalo, New York, buyers are finding value in homes with a median age of 69 years, dating back to 1955. Conversely, areas like Provo, Utah, showcase newer inventory, with a median construction year of 2018. This diversity offers a wide spectrum of choices for discerning buyers.

The Evolving Landscape of New Construction

The early 2000s saw a significant boom in residential construction, with nearly 15% of all existing homes built between 2000 and 2009. Following the 2008 financial crisis, the pace of new construction moderated, with about 9% of current homes built between 2010 and 2019. This was the smallest share of new homes added in several decades, according to Redfin’s analysis.

Looking forward, the period between 2020 and 2023 saw 3.1% of existing homes being newly built. While the pace of new construction continues to adapt to market conditions and economic factors, including recent tariff discussions that could influence building costs, the existing housing stock offers a wealth of opportunities.

Discovering Value in Established Properties

It’s true that traditionally, brand-new homes (less than 5 years old) have come with a higher price tag than those with more history (30+ years old). While this remains the case, the premium for newness has seen an adjustment. In 2024, the median price of a newer home was 31.6% more than an older home. This is a narrower gap compared to 2012, when new homes commanded a 77.9% premium. This evolving dynamic means that the unique value proposition of older homes is becoming even more apparent.

Choosing an established home can be an exciting journey. While they may not always feature the very latest contemporary finishes out of the box, they often reside in mature neighborhoods with established trees, community amenities, and unique architectural styles that newer developments may take years to cultivate. As Redfin Premier agent Jerry Quade alluded to, understanding the condition of an older home is key. This presents a fantastic opportunity for buyers to personalize their space, make updates that reflect their taste, and build equity through thoughtful renovations.

Bokhari further commented on the financial considerations, stating, “Without more construction, buyers are forced to choose from a pool of aging properties that present a new set of financial challenges, especially for those trying to save enough money to climb onto the property ladder.” However, this can also be viewed as an opportunity. Buyers who are willing to invest some TLC into an older property can often secure a home in a desirable location and create a space that is truly their own, often with a more manageable initial purchase price. The character, craftsmanship, and potential for personalization in older homes offer a rewarding path to homeownership and a chance to breathe new life into a property with a rich past.

Source: Based on an analysis of MLS data by Redfin

The Trust Deficit in Real Estate: Why Clients Are Wary and How We Can Rebuild It

05/13/202505/13/2025 Mark Johnson Leave a comment

You’ve felt it, right? That sense that clients are coming in with their guards a little higher these days? Maybe they’re more skeptical, questioning every detail, or just generally seem a bit more on edge. Well, it’s not just in your head. Society as a whole is experiencing a dip in how much we trust each other. A Pew Research poll showed a drop from 46% of people saying “most people can be trusted” in 1972 down to just 34% in 2018. If folks are less trusting in general, you can bet that spills directly into our world of property, contracts, and life-changing financial decisions.

So, how does this societal trust slump play out specifically for us brokers and agents, and more importantly, what can we do about it?

Why the Skepticism? A Real Estate Reality Check:

The “Bad Apple” Effect & Media Glare: Let’s be honest, our industry isn’t always painted in the rosiest light. A few horror stories about shady deals or unethical agents get amplified, and suddenly, everyone’s under suspicion. It’s tough when the actions of a few tarnish the trust for the many hardworking, ethical pros out there.
The Double-Edged Sword of Technology: We love our CRMs, automated market updates, and virtual tours – they’re efficient! But relational expert Julie Nise (from OutcomesOnly.com) warns about over-reliance on screens. If our primary interaction with clients becomes purely digital, we miss out on building genuine human connection. Clients might get information overload from portals but still crave the trusted guidance only a human expert can provide. Are we letting tech replace the personal touch that builds deep trust?
Communication Breakdowns & The Jargon Jungle: Think about it – we speak a language filled with contingencies, disclosures, and market stats. If we’re not crystal clear, or if clients feel we’re glossing over details or not truly listening to their anxieties (which are sky-high during a transaction!), their trust evaporates. In a world of information overload, clarity and transparency from us are paramount.

Julie Nise also highlights that trust often blossoms from R.A.P.P.O.R.T. (Really All People Prefer Others Resembling Themselves). In an industry as diverse as ours, with clients from every walk of life, finding that common ground and genuine connection is more crucial than ever. It’s not about being a chameleon, but about being genuinely interested and empathetic.

Our Action Plan: Laying the Foundation for Stronger Client Trust

This isn’t just fluff; trust is our bread and butter. Here’s how we, as brokers and agents, can actively work to build (or rebuild) it:

For Real Estate Brokers – Leading the Trust Charge:

Champion Radical Transparency: Make your brokerage a beacon of honesty. Be upfront about how things work, from commission structures to agency relationships. No smoke and mirrors.
Elevate Ethics Training: Go beyond the required CE. Host regular sessions on real-world ethical dilemmas, client advocacy, and transparent communication. Create a culture where doing the right thing is celebrated.
Foster a “Client-First” Culture: Ensure your agents feel supported in prioritizing client best interests over a quick commission. This starts at the top.
Systematize Feedback & ACT on It: Don’t just collect testimonials for marketing. Use feedback (good and bad) to genuinely improve your services and address concerns. Show clients you’re listening.
Be the Example: Your integrity, your communication, your community involvement – agents will follow your lead.

For Real Estate Agents – Being the Trusted Advisor:

Prioritize Meaningful Interaction: Yes, texts and emails are quick, but make time for phone calls or video chats, and especially in-person meetings when possible. Let them see your sincerity.
Become the Undisputed Hyper-Local Expert (and Share It!): Don’t just send listings. Explain market dynamics, neighborhood nuances, and the why behind your pricing or negotiation strategies. Your knowledge builds confidence.
Over-Communicate with Honesty: Keep clients obsessively informed, especially when there’s bad news or a hiccup. Explain the process, the jargon, the next steps. No one likes surprises in a real estate deal.
Master the Art of Active Listening: This is HUGE. Before you offer solutions, truly understand their needs, fears, dreams, and budget. Ask great questions and then listen to the answers. Make them feel heard.
Personalize, Personalize, Personalize: Ditch the generic scripts. Acknowledge their unique situation. Buying or selling is personal for them; make your service personal too.
Show Your Value, Don’t Just State It: Use testimonials, yes, but also clearly explain how you’re protecting their interests, navigating complexities, and advocating for them at every stage.
Educate Your Clients: Demystify the buying or selling journey. Walk them patiently through contracts, inspection reports, and closing documents. An informed client is a more confident and trusting client.

The truth is, in an era of skepticism, the real estate professionals who thrive will be those who make trust their non-negotiable foundation. It takes conscious effort, genuine care, and a commitment to transparency, but building that solid bridge of trust with each client isn’t just good for business – it’s the only way to build a sustainable and reputable career in this industry.

Let’s get to work!

Quick note: This piece is inspired by insights from an article by Michael Shiloh titled ‘People Don’t Trust Others Like They Used To. Here’s Why.’ (dated May 13, 2025). Shiloh’s article discusses a significant decline in trust, referencing poll data originally from Pew Research. I’m taking these insights and looking at them specifically through a real estate lens.

A System Will Produce What A System Will Produce, Nothing Less and Nothing More!

Onward & Upward: Key Advice for Your Journey

05/10/202505/14/2025 Mark Johnson Leave a comment

A heartfelt congratulations to all my college-level real estate students, especially my seniors!

Whether you are transferring to a four-year institution, advancing to the next stage of your academic or professional journey, or diligently pursuing your unique dreams, I commend your dedication and wish you profound success in all your future endeavors. This is a significant milestone, and your hard work has truly paid off!

I saw some great advice from James Clear’s “3-2-1” newsletter (May 8, 2025, JAMESCLEAR.COM) perfect for you. He suggests three books for success – focusing on habits, mind, and money.

Here are some key takeaways from his 3-2-1 newsletter:

3 Quick Ideas from James Clear:

Learn to Lose to Win: True success is about resilience. Bounce back from failure, undeterred, and keep moving forward. Your response to failure shapes your success.
Focus Narrows to Freedom: To expand your freedom (financial, physical, intellectual), narrow your focus on what it takes to achieve it. Discipline creates freedom.
Teach to Learn Deeply: The best way to truly grasp a topic? Teach it. Creating something—a book, class, product, or company—forces deeper learning than just reading.

2 Powerful Quotes He Shared:

Jiddu Krishnamurti: “The ability to observe without evaluating is the highest form of intelligence.” (From: The First and Last Freedom) – Pause before judging.
C.S. Lewis: “The sword glitters not because the swordsman set out to make it glitter but because he is fighting for his life and therefore moving it very quickly.”¹ (From: Surprised by Joy) – Focus on doing your best; recognition will follow.

1 Question For You (from Seth Godin):

“Better waves make better surfers. Are you on the right beach?” – Are your surroundings helping you grow?

The 3 Recommended Books (Great for anyone!):

Atomic Habits by James Clear
- Quick Take: Get 1% better daily. A proven system for building good habits and ditching bad ones for continuous improvement.
Don’t Believe Everything You Think, Expanded Edition by Joseph Nguyen
- Quick Take: Master your mind. Overcome anxiety and self-doubt by understanding how your thoughts shape reality, without needing constant motivation.
The Simple Path to Wealth, Revised Edition by JL Collins
- Quick Take: Financial independence, simplified. Straightforward principles for building wealth that will serve you for life.

As you move forward, remember these points. Bounce back, focus, keep learning, and make sure you’re in the right place to thrive.

Go make your mark!

(Source: Adapted from James Clear “3-2-1” newsletter, May 8, 2025, JAMESCLEAR.COM)

Stop Wishing, Start Doing: My Take on Dr. Bill Dyment’s Killer Goal-Setting Advice

05/08/202505/08/2025 Mark Johnson Leave a comment

Alright, let’s get real. We all have goals, big and small. But how many of them actually see the light of day? If you’re like most people, a frustrating number of those ambitions end up as “nice ideas” that never quite materialize. It’s a tough pill to swallow, especially when we want to see ourselves as people who get things done – as doers.

My good friend, Dr. Bill Dyment – a powerhouse “Team Doctor,” Executive Coach, and the guy who literally wrote books like “Fire Your Excuses” – recently shared some absolute gold on this very topic. His post from May 8, 2025, was packed with research-backed strategies that are too good not to amplify and put my own spin on. Because, at the end of the day, talk is cheap; it’s the doers who win.

So, here are some of Dr. Dyment’s game-changing tips, translated into my kind of straight talk:

Write It Down, For Crying Out Loud!
Dr. Dyment highlights a stark stat: goals only “in your head” have a pitiful 4% chance of success. Want to actually achieve something? Get it out of your brain and onto paper (or a doc, whatever). It’s the first step to making it real.
Get an Accountability Partner – A Real One.
This is a biggie. Share your progress with someone you trust at least every two weeks. Dr. Dyment points to research showing this skyrockets your chances of success to 74%! And make sure it’s someone who won’t just blow smoke; you need an honest mirror, not a “yes man.”
Schedule a “Me CEO” Meeting.
Treat your goals like serious business. Dr. Dyment suggests a weekly personal business meeting. This isn’t just calendar organizing; it’s dedicated success planning.
- Make it special: Find a unique spot for this meeting. Train your brain: “When I’m here, it’s go-time for my goals.”
- Rhythm: Start small, but aim for: an hour a week, a half-day a month, a full day a quarter, and even a weekend a year. Sounds intense? So is success.
Engineer Your Environment for Success.
Stop making it easy to fail.
- Surround yourself with winners: Connect with people already doing what you want to do. Join groups, online or IRL.
- Make bad habits a pain: Dr. Dyment uses the ice cream example: no ice cream in the freezer. If you really want it, you have to go out and pay top dollar for a single scoop. Suddenly, it’s a rare treat, not a habit. Apply this logic to your goal saboteurs.
Hack Your Habits with the Premack Principle.
This is clever. Link a new goal-related behavior to something you already do consistently. Want to do push-ups? As Dr. Dyment suggests, knock out a set before you stream that show or watch the game. Simple, effective.
Zip It (Mostly) Until You’ve Done It.
This is crucial, especially in our oversharing world. Dr. Dyment warns against broadcasting your goals before you achieve them. That early applause on social media? It actually reduces your odds of success because you get your reward prematurely. Tell your accountability partners, sure. Tell those running the race with you. Everyone else can hear about it when you’re crossing the finish line.
Reward the Grind, Not Just the Win.
Milestones matter. Instead of buying all the fancy gear before you even start, Dr. Dyment advises treating yourself as you hit progress points. Stick to your workout goal for a month? Then buy those new shoes. It keeps the motivation burning.
Nail Your “Why.” Make It Unshakeable.
Your reason for pursuing the goal has to be rock solid. As Dr. Dyment puts it, wanting to “mentor my grandkids and be active with them” is a far more powerful “why” for getting fit than just wanting to “look good in a bathing suit.” A strong “why” will pull you through the tough spots.
Become It Now: Adopt the Identity.
This is a mindset shift I love. Don’t think, “I will be an athlete when I get in shape.” Think, “I am an athlete. Athletes live differently.” Operate from the identity of the person who has already achieved the goal, as Dr. Dyment advises. It changes how you approach everything.
The 3% Challenge: For the Seriously Committed.
This one’s for those who are all in, a concept from Brian Tracy that Dr. Dyment champions. Invest 3% of your yearly income in personal development – coaching, courses, skills. We didn’t blink at investing heavily in our initial education, right? This is ongoing education for success. Dr. Dyment’s promise: give up one year of fancy vacations for this, and you’ll afford better vacations for years to come. That’s an investment in doing.

So there you have it – a no-nonsense breakdown of some incredible wisdom, sparked by my friend Dr. Bill Dyment. These aren’t just theories; they’re actionable steps.

Pick one, pick a few, or go all in. Just stop wishing and start doing.

What are you going to tackle first?

(Inspired by my friend, Dr. Bill Dyment, “Team Doctor,” Executive Coach, and Author)

Stupidly Smart Marketing: How to Hijack Heuristics and Win Attention

05/07/202505/06/2025 Mark Johnson Leave a comment

Let’s Be Real: Your Audience Isn’t a Robot (And That’s Great News!)

Tired of crafting elaborate marketing strategies only to see them fall flat on social media? It might be time to get “stupidly smart” about how people really think. The core ideas for this post are sparked by the compelling insights from the article “Stupidly Smart Marketing: How to Hijack Heuristics and Win Attention” (dated May 6, 2025), which highlights a crucial secret: people aren’t making decisions like logical robots, meticulously weighing pros and cons. Instead, their brains are running on incredibly efficient autopilot, using quick mental shortcuts. And the biggest brands? They know exactly how to tap into this. This isn’t about dark arts; it’s about understanding human nature. Ready to see how?

What the Heck Are Heuristics, Anyway? (The Brain’s Brilliant Laziness)

Imagine standing in front of two restaurants: one is buzzing with people, the other is empty. Which do you instinctively feel is better? That gut feeling? That’s a heuristic – a mental shortcut your brain uses to make quick, good-enough decisions without burning too many calories. It sees a crowd and thinks, “Popular = good!” As marketers, our job isn’t to fight this, but to give the brain the right signals at the right time and let it do the heavy lifting.

The “Stupidly Smart” Marketing Toolkit: Tapping into Human Nature

Let’s look at how legendary brands subtly steer us using these built-in shortcuts, and how you can, too, starting today:

Social Proof: “If Everyone’s Doing It, It Must Be Right!”
- We’re wired to look to others for cues. It’s safety in numbers. Netflix doesn’t just say a show is good; they hit you with “82 million households watched Bridgerton!” That collective nod is irresistible.
- Your Move: Don’t just tell people you’re great; show them. Share those glowing customer reviews, display poll results (“79% of you chose this!”), or run a user-generated content campaign.
Scarcity & FOMO: “Quick, Before It’s Gone!”
- That little pang of anxiety when you see “Only 3 left!” or a countdown timer? That’s scarcity working its magic, making things feel more valuable simply because they’re limited. Nike are masters of this with their blink-and-you’ll-miss-it sneaker drops.
- Your Move: Try a genuine limited-time offer (and mean it!). Use countdown timers in your Stories for a flash sale, or offer an exclusive deal to a small group.
Authority: “The Experts Say So!”
- When a respected figure or institution gives a recommendation, we tend to listen. Think about Nike aligning with legends like Michael Jordan, or Apple showcasing Oscar-winning directors using iPhones for their films. Their credibility transfers.
- Your Move: Who are the credible voices in your space? Share endorsements, highlight any awards or certifications you’ve earned, or even showcase impressive clients.
Liking: “I Just Vibe With This Brand!”
- It’s simple: we’re more open to people—and brands—we genuinely like. Wendy’s Twitter didn’t become legendary by being corporate; they did it with sassy, human charm. Coca-Cola consistently evokes warmth and connection.
- Your Move: Let your brand’s personality shine! Respond to comments like a real human, use humor (appropriately!), and tell stories that resonate on an emotional level.
Reciprocity: “You Scratched My Back, I’ll Scratch Yours.”
- Ever feel a bit obliged to buy something after accepting a free sample at Costco? That’s reciprocity. When a brand gives us something of value first, we feel a natural urge to give back.
- Your Move: What can you offer freely? A helpful checklist, a valuable template, an exclusive discount for new subscribers, or even just insightful knowledge can build goodwill and future loyalty.
Commitment & Consistency: “One Small Step Leads to Another.”
- Once we take a small step or make a minor commitment, we’re psychologically wired to want to stay consistent. Gyms know this with their 7-day free trials; get you in the door a few times, and you’re more likely to sign up. Netflix gets you to watch one episode…
- Your Move: Start small. Launch a micro-challenge (“Reply with a 🚀 if you’re ready!”), celebrate new followers warmly, and make those initial interactions easy and rewarding.

The Beautiful Simplicity of “Stupidly Smart” Marketing

If you’re tangled in complex “10-step nurture funnels” and decision trees thicker than a novel, you might be overthinking it. The brands that truly connect and convert are often the ones that keep it simple. They’re not teaching people new behaviors; they’re aligning with the brain’s existing, energy-saving shortcuts.

Your Turn: Unleash Your Inner “Stupidly Smart” Marketer

Don’t try to boil the ocean. Pick just one of these heuristics. Brainstorm a ridiculously simple way to test it—today. No need for a committee meeting or a 50-page strategy doc. Remember, marketing that truly works doesn’t just impress your colleagues; it moves your customers. So, what simple, smart move will you make first? 🚀

Beyond the Inbox: Are You Using the Right Level of Communication?

05/06/202505/05/2025 Mark Johnson Leave a comment

Let’s talk about connecting with people. In today’s world, we’re swimming in communication tools, right? Emails, texts, DMs, video calls, social media comments… the list goes on. We can reach almost anyone, almost instantly.

But here’s a question I’ve been mulling over: With all this connecting, how much are we actually connecting? You know that feeling – maybe you have hundreds of contacts, but only a few you feel truly linked with? Or maybe you’re trying to build relationships (for work, networking, or just life!) and feel like you’re not quite breaking through the noise?

It turns out, not all communication is created equal. I came across a concept that really puts this into perspective, often called the “7 Levels of Communication.” (Michael Maher wrote a whole book about it called “7L,” focused on building relationships that lead to referrals, but the core idea applies much more broadly). It essentially ranks communication methods by their power to build genuine connection and influence.

Think of it like climbing a ladder – the higher you go, the more effort it takes, but the stronger the connection becomes.

Let’s Break Down the Levels (My Interpretation):

Instead of getting bogged down in exactly seven rigid steps, let’s think about them in zones of impact:

The Broadcast Zone (The Lower Rungs): This is your mass communication stuff. Think advertising, generic flyers, maybe those mass emails that don’t even use your name, or broad social media blasts. It’s impersonal, one-to-many.
- Pros: Reaches lots of people cheaply and easily. Good for general awareness.
- Cons: Very low impact on individuals, easily ignored, doesn’t build relationships. We get bombarded with this daily.
Getting Warmer (The Middle Rungs): Here, things start to get a bit more targeted and personal. This includes things like:
- Direct Mail/Targeted Digital: Maybe a slightly more personalized email, a specific offer, or a targeted online message. Better than a generic blast, but still often feels automated.
- The Phone Call: Picking up the phone for a real-time, voice-to-voice conversation. You hear tone, you can have a back-and-forth. Definitely more connection than email!
- The Handwritten Note: Okay, this one is powerful. In our digital world, getting a thoughtful, handwritten note feels incredibly personal and intentional. It cuts through the clutter like nothing else. It shows you took real time and effort.
The Connection Zone (The Top Rungs): This is where the magic happens for building deep trust and rapport.
- Events & Seminars: Being face-to-face with people in a group setting. You share an experience, you can chat informally, you build community.
- One-on-One Meetings: The top of the ladder! Sitting down with someone face-to-face, whether it’s for coffee, lunch, or a formal meeting. This allows for the richest communication – you see body language, share undivided attention, and build trust much faster.

Why Does This Ladder Matter?

The big “aha!” for me wasn’t just knowing the levels, but realizing the importance of intentionality. It’s super easy to default to the bottom rungs – firing off an email is quick, right? But quick and easy doesn’t always build strong connections.

If you want to:

Sincerely thank someone… a handwritten note (middle rung) beats a quick email (low rung) every time.
Build trust with a potential client or collaborator… aiming for a call or meeting (high rungs) is far more effective than just digital messages.
Resolve a misunderstanding… a face-to-face conversation (top rung) is usually much better than a tense email chain.

Choosing a higher level of communication, even when a lower level is easier, sends a powerful message: “This relationship matters,” “I value your time,” “I’m willing to invest in this connection.”

Time to Level Up Your Communication?

Looking at this, I definitely see areas where I can consciously choose to “level up.” Maybe swap a few emails for a quick call? Send a couple of handwritten thank-you notes this month? Make that coffee meeting happen instead of letting it linger in the DMs?

In a world that often feels disconnected despite constant digital chatter, being intentional about how we communicate can make all the difference. It helps us cut through the noise and build the kind of relationships – personal and professional – that truly matter.

What do you think? Do you notice these levels in your own interactions? Does this inspire you to try reaching for a higher rung this week?