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    Unlock Your Real Estate Business Potential (and Beyond!) with the New Annual Integrated Economic Survey (AIES)

    Mark Johnson 1 Comment

    Hey everyone! For those of us in the dynamic world of real estate and its vital partners – mortgage, title, and homeowners insurance – staying ahead requires understanding the economic currents that shape our markets. And for businesses across all sectors, having a clear picture of the economic landscape is key to growth. That’s why I’m excited to share some important news about a significant development from the U.S. Census Bureau: the launch of the Annual Integrated Economic Survey (AIES).

    Here in SoCal, we know how crucial market intelligence is, but the truth is, this new survey has the potential to be a game-changer for businesses nationwide. The AIES is a smart move by the Census Bureau, consolidating seven major annual economic programs into one comprehensive survey.

    What’s the Big Deal? Streamlined Data Collection, Richer Insights

    Starting this month, the AIES will integrate the data previously collected by these key surveys:

    • Annual Capital Expenditures Survey (ACES)
    • Annual Retail Trade Survey (ARTS)
    • Annual Survey of Manufactures (ASM)
    • Annual Wholesale Trade Survey (AWTS)
    • Manufacturers’ Unfilled Orders Survey (M3UFO)
    • Report of Organization (COS)
    • Service Annual Survey(SAS)

    The goal is two-fold: make it easier for businesses to report their data (leading to better quality and more timely information) and provide a more holistic view of the U.S. economy.

    Why This Matters for Your Business Development – Especially in Real Estate and Affiliated Services

    This consolidation isn’t just about efficiency for the government; it’s about unlocking valuable data that you can use to fuel your business growth, particularly if you’re in the real estate sector or a related field. Here’s how:

    1. Identify Emerging Market Trends and Opportunities in Your Area (and Beyond):

    • Broader Economic Context: While not solely focused on real estate, the AIES will provide comprehensive data on finance, insurance, and overall economic activity at national, regional, and state levels. Practical Use for Real Estate: By analyzing trends in the finance and insurance sectors in your operating area, you can gain insights into lending health, insurance demand, and overall economic confidence – key drivers for housing market activity. Strong overall business revenue growth in your region, as indicated by AIES data, can also signal a healthy environment for real estate transactions.

    2. Understand the Financial Landscape Impacting Your Clients:

    • Insights into Key Sectors: Data on the performance of the finance and insurance industries is directly relevant to mortgage lenders and insurance providers. Practical Use: Mortgage brokers can track finance sector revenue trends as a potential indicator of lending volume. Insurance agents can analyze the insurance sector data for market size and growth opportunities in their state.

    3. Benchmark Your Performance and Identify Growth Areas:

    • Industry-Level Data: While individual company data remains confidential, the AIES will provide industry-level benchmarks for revenue, expenses, and more within your state and region. Practical Use for Affiliated Services: Your mortgage, title, or insurance businesses can compare general trends in their respective sectors to understand broader market performance and identify potential areas for improvement or expansion within your local competitive landscape.

    4. Inform Strategic Decisions on Market Focus and Expansion:

    • Regional Economic Strengths: AIES data will highlight which industries are thriving in specific geographic areas across the US. Practical Use for Real Estate: If you’re considering expanding your brokerage into a new county or metropolitan area, understanding the economic drivers in that region (as indicated by AIES data) can help you assess the potential for housing market growth and make more informed decisions.

    5. Support Business Planning and Forecasting for Your Local Market:

    • Long-Term Trend Analysis: Tracking AIES data over time for your state and region will allow you to identify longer-term economic trends that may impact the real estate market and related services. Practical Use: Brokerages can use this to anticipate shifts in buyer demographics, potential changes in market demand, and adjust their strategic plans accordingly.

    Data Release: Summer 2025

    The first data from the newly integrated AIES will begin to be released in the summer of 2025. This will be a crucial time to start exploring this wealth of information.

    The Bottom Line for Real Estate and Businesses Nationwide:

    The AIES represents a significant step forward in providing comprehensive and timely economic data. For those in the real estate industry and its affiliated services, as well as businesses across all sectors, this data offers a powerful lens through which to analyze market dynamics, identify opportunities, and make strategic decisions for growth. Keep an eye out for the AIES data releases – it has the potential to be a valuable tool in your business development toolkit, no matter where in the United States you operate.

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

    They’re Giving Their Broker Another Shot? Here’s My Game Plan.

    Mark Johnson 1 Comment

    Hey Retainers, Recruiters, and Attracters!

    “I’m giving my current brokerage another chance.” Sound familiar? It’s a classic, and honestly, totally understandable. Agents have loyalty, or maybe they’re just hoping for a turnaround. But does that mean the conversation ends? Absolutely not!

    My morning TAG Zoom session just dropped some serious wisdom on how to navigate this, and I’m buzzing to share. We’re talking P.A.I.D. – your new secret weapon for turning a “not now” into a “maybe later” (and eventually, a “yes!”).

    P.A.I.D. in Action:

    • P – Pause: Breathe. Don’t interrupt. Let them speak. Respect goes a long way.
    • A – Acknowledge: “Got it. Loyalty’s key.” “That’s fair, wanting to see improvement.” “I respect that.” Validate their stance.
    • I – Isolate: Gently probe: “What specifically are you hoping changes?” “What would a successful second chance look like?” “What support are you really looking for?” Understand their underlying needs.
    • D – Discover: Subtly connect their needs to your firm’s strengths: “Interesting… many who join us were seeking [your relevant benefit].” “Mind if I briefly share how our [specific resource] helps agents achieve [desired outcome]?” Be helpful, not pushy.

    Turning “Not Now” into Future Opportunities:

    So they’re staying put… for now. Here’s how I keep the pipeline flowing:

    1. Smart & Consistent Outreach: Target the right agents, use LinkedIn/email/events, and always offer value beyond just recruitment. Think insights, not just invites.
    2. Long-Game Relationships: Connect on LinkedIn, offer your newsletter, and suggest a low-pressure check-in down the road. Be a resource, even if they don’t switch today.
    3. Subtle Value Drops: When the moment’s right, highlight the benefits of your firm (more income, better support), not just the features. Let your agents’ success stories do the talking.
    4. CRM is Your Brain: Track conversations, note their timelines, and schedule those follow-ups. Stay organized!

    My Takeaway: “Second chance” isn’t a rejection – it’s a pause. By using P.A.I.D. and focusing on genuine connection and value, we can build a pipeline of agents who will remember us when the time is right.

    What are your go-to moves for this objection? Let’s swap strategies.

    Winning Is A Habit
    Winning Is A Habit

    Forget Just Gen Z: Turns Out Everyone Craves Feedback (Yes, Even You, Baby Boomers!)

    Mark Johnson 1 Comment

    Okay, so I just read this article, “Gen Z’s Work Mindset Is Different — 5 Lessons Your Business Can Learn From ‘Zoomers’,” and it got me thinking. The piece talks about how Gen Z – those digital natives born roughly between 1997 and 2012 – have this strong desire for regular feedback, and how businesses should adapt. And yeah, that’s definitely something I see with my students. They’re always looking for ways to improve and genuinely appreciate knowing where they stand.

    But here’s the thing, and this is where the article, while insightful, kind of misses a universal truth: it’s not just a Gen Z thing! This hunger for feedback? It’s human. We all want to know if we’re doing a good job, where we can get better, and that our contributions are actually seen and valued.

    Let’s break down the generations mentioned, just to be clear:

    • Baby Boomers (born roughly 1946 – 1964): Often associated with a strong work ethic and loyalty, they’ve seen a lot of workplace evolution.
    • Generation X (born roughly 1965 – 1980): Known for their independence and adaptability, they bridge the gap between pre-digital and digital eras.
    • Millennials (born roughly 1981 – 1996): The first true digital natives to enter the workforce, often valuing purpose and work-life balance.
    • Generation Z (born roughly 1997 – 2012): Grew up entirely in the internet age, digitally fluent and often focused on authenticity and social impact.
    • Generation Alpha (born roughly 2013 – present): The youngest generation, whose workplace expectations are being shaped by seamless AI integration.

    The article highlights that 73% of Gen Z and younger Millennials are more likely to ask for recognition several times a month compared to Baby Boomers. And while that statistic might be true on the asking front, does it mean Baby Boomers don’t appreciate knowing they’re doing well? Absolutely not! Maybe they were raised in a culture where direct requests for feedback weren’t the norm, but that doesn’t negate the intrinsic human need for validation and guidance.

    Think about it. Who doesn’t feel a little boost when their boss acknowledges a job well done? Who hasn’t secretly wished for more clarity on how they can improve a certain skill, regardless of their birth year?

    The article shares some great points that do resonate across the board:

    • Regular Feedback: They mention that 80% of all employees who received meaningful feedback in the last week were fully engaged. See? Not just Gen Z! Whether it’s a formal review or a quick “great job on that presentation,” knowing where you stand is crucial for motivation at any age.
    • Lifelong Learning: While Gen Z might be digitally native learners, the desire to grow and develop professionally isn’t exclusive to them. Every generation faces new technologies and industry shifts. Offering learning opportunities benefits everyone, from the seasoned veteran wanting to upskill to the recent grad eager to learn the ropes.
    • Wellness: The focus on work-life balance and mental well-being is definitely amplified with Gen Z, but burnout is a universal issue. Who hasn’t felt the strain of presenteeism or the need for a more flexible work environment? Recognizing and addressing these needs creates a healthier and more productive workforce for all generations.
    • Purpose-Driven Authenticity: Wanting to work for a company with values that align with your own? That’s not just a Gen Z thing. People of all ages want to feel like their work matters and that their employer operates with integrity.
    • Personalization and Individuality: Feeling seen and valued for your unique contributions? Again, a fundamental human desire. While Gen Z might be vocal about it, everyone appreciates personalized recognition and open communication.

    So, while the article provides valuable insights into the mindset of Gen Z as they enter the workforce, let’s not make the mistake of thinking their desire for feedback and a positive work environment is a generational quirk. It’s a reflection of basic human needs that transcend birth years.

    The real lesson here isn’t just about adapting to Gen Z; it’s about fostering a workplace culture where open communication, regular feedback, opportunities for growth, and a focus on well-being are the norm for everyone. Because at the end of the day, we all want to feel valued, supported, and like we’re making a meaningful contribution, no matter when we were born.

    What are your thoughts? Do you agree that the need for feedback is universal?

    What if?
    What if?

    SoCal Condo Hunt: More Choices, Same Hurdles for First-Timers

    Mark Johnson Leave a comment

    Good news for Southern California first-time homebuyers eyeing a more “affordable” condo this spring: there are more properties to choose from. The bad news? Prices remain at record highs, interest rates are still elevated, and competition for well-priced, clean units is intense. But the real curveball? Fannie Mae’s dreaded “blacklist.”

    Inventory Surge, Sales Mixed

    Southern California condo listings have jumped a significant 61.8% compared to last year (March 2025 vs. March 2024), with inventory reaching 7,781 units (Steven Thomas, Reports on Housing). The county-by-county breakdown shows increases across the board: Orange, Los Angeles, Riverside, San Bernardino, and San Diego. However, February 2025 sales volume compared to 2024 presents a mixed picture across these counties.

    Renting vs. Owning: Appreciation vs. High Costs

    While renters benefit from standard deductions, they miss out on property appreciation. In Orange County, the median condo sales price saw a 10.2% jump in two years (February 2023: $633,000 vs. February 2025: $710,000) (CRMLS data). However, buying in means facing record high prices. The average Orange County condo price in February 2025 was $873,956, a significant increase from $745,882 a year prior. Coupled with interest rates in the mid- to high-6% range, affordability remains a challenge.

    Navigating Fannie Mae’s “Blacklist”

    A major hurdle is Fannie Mae’s “blacklist” of condo complexes that don’t meet their financial and operational stability standards, limiting financing options. According to Fannie Mae’s March data, California has 685 blacklisted condo complexes statewide, with significant numbers in Orange (70), Los Angeles (237), and San Diego (98) counties.

    Crucially, have your loan originator check if your target condo is Fannie or Freddie approved BEFORE making an offer. If blacklisted, explore alternative financing or consider Planned Unit Developments (PUDs) as they aren’t subject to these restrictions.

    For SoCal first-time buyers, navigating the condo market this spring requires careful research and proactive planning. Check out my Altos Research link for local trends.

    (Sources: Analysis of data from Steven Thomas’ Reports on Housing and Fannie Mae, as reported by Jonathan Lansner in the OC Register; California Regional Multiple Listing Service (CRMLS) data)

    What's Possible?
    What’s Possible?

    Overwhelm? 4 Strategies That Actually Work (No Guru-Speak)

    Mark Johnson 1 Comment

    We’ve all been there. That moment when the to-do list feels like a mountain, and your brain is a browser with too many tabs open. It’s not about being “busy,” it’s about feeling genuinely overwhelmed. And honestly, I’m learning to navigate it just like you are. Here’s what’s helping me, in simple, actionable steps:

    1. The One Thing Rule: Cut Through the Noise

    • The Struggle: You’re juggling a dozen things, and none of them are getting your full attention.
    • The Shift: Instead of trying to tackle everything at once, write it all down. Get it out of your head and onto paper (or screen). Now, look at that list. What’s the one thing that will make the biggest difference if you do it right now?
    • The Action: Focus solely on that one task. Everything else can wait. Staring at a cluttered screen won’t make it disappear.

    2. Ten Minutes of Focused Action: The Power of Small Steps

    • The Struggle: That project, that chore, that task—it feels impossibly huge.
    • The Shift: Break it down. Commit to just ten minutes. Set a timer. You’d be surprised how much you can accomplish in that short burst of focused energy.
    • The Action: Pick one small part of that big task and tackle it for ten minutes. You’ll often find that once you start, you want to keep going.

    3. The Ten Minute Pause: Your Instant Reset Button

    • The Struggle: Life throws you a curveball—a tech issue, a frustrating phone call, or just a wave of unexpected stress.
    • The Shift: Don’t react immediately. Give yourself ten minutes to breathe. Step away from the situation.
    • The Action: Set a timer, close your eyes, take deep breaths, grab a glass of water, or just stare out the window. Ten minutes can make a world of difference.

    4. Recharge Ritual: You’re Not a Machine

    • The Struggle: You’re running on fumes, and everything feels harder.
    • The Shift: You need to recharge. And scrolling through your phone doesn’t count.
    • The Action: Schedule time for activities that actually fill your tank. Read a book, go for a walk, listen to music, pursue a hobby, or simply enjoy some quiet time. You deserve it.

    Call to Action:

    Overwhelm is a part of life. But it doesn’t have to control you. Implement these strategies, find what works for you, and remember: you’ve got this.

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

    California Housing Market Springs Forward in February 2025: A Statewide Update

    Mark Johnson Leave a comment

    The Golden State’s housing market showed some serious get-up-and-go in February 2025! According to the latest report from the California Association of REALTORS® (C.A.R.), we’re seeing a welcome rebound after a slower start to the year. Let’s dive into the key trends shaping the California real estate landscape.

    Statewide Sales See Significant Surge:

    The big news? California home sales are on the rise! February saw the highest level of existing, single-family home sales in over two years, reaching a seasonally adjusted annualized rate of 283,540. That’s a robust 11.6% jump from January and a solid 2.6% increase compared to February 2024. It seems like the market has shaken off some of the uncertainty that lingered at the beginning of the year.

    Median Home Price Shows Modest Movement:

    While sales are climbing, the statewide median home price saw a slight dip month-over-month. In February, the median price landed at $829,060, down 1.2% from January. However, looking at the bigger picture, prices are still up 2.8% from February of last year’s $806,480. This suggests a market that’s gaining momentum in terms of activity, but price appreciation is currently more moderate.

    Regional Differences Paint a Varied Picture:

    California’s diverse regions are experiencing the market in their own way:

    • San Francisco Bay Area: This region led the pack with a 3.5% increase in sales compared to last year. However, it was the only major region to see a slight year-over-year median price decline of 0.5%. This could be attributed to stronger sales in more affordable parts of the Bay Area.
    • Central Coast: Showing strong price growth, the Central Coast saw a significant 9.4% year-over-year increase in the median price, along with a modest 1.6% rise in sales.
    • Central Valley: This more affordable region experienced a 3.5% increase in median price but a 3.5% decrease in sales compared to last February.
    • Far North: The Far North saw a 1.8% uptick in median price but a 4.9% drop in sales year-over-year.
    • Southern California: Overall, Southern California saw a 4.8% year-over-year increase in median pricebut a 3.0% decrease in sales. Within SoCal, Orange County stood out with strong price gains and flat sales, while other counties had their own unique dynamics.

    Inventory Levels on the Rise:

    Good news for buyers! The Unsold Inventory Index (UII), which measures how long it would take to sell all current listings at the current sales pace, increased from 2.9 months in February 2024 to 4.0 months in February 2025. This marks the 13th consecutive month of annual gains in housing supply, offering more choices for those looking to purchase.

    Time on Market Slightly Longer:

    Homes are taking a bit longer to sell compared to last year. The median number of days to sell a California single-family home was 26 days in February, up from 22 days in February 2024. This could be a reflection of the increased inventory and buyers having more options to consider.

    What’s Driving These Trends?

    C.A.R. points to declining mortgage rates at the start of the year as a key factor in the rebound in sales. Lower borrowing costs likely brought buyers back into the market who were previously sidelined by affordability challenges. The increase in available inventory is also easing some of the competitive pressures seen in recent years.

    However, it’s worth noting that pending sales dipped slightly compared to last year for the third consecutive month. This could be due to a subsequent jump in mortgage rates in early February and ongoing economic uncertainties potentially impacting buyer confidence.

    Looking Ahead:

    Experts anticipate that mortgage rates will likely remain volatile in the near term, which could lead to fluctuations in pending sales. However, with rates expected to stabilize later in the year and the continued increase in inventory, the California housing market is poised for continued improvement through the spring and summer homebuying seasons.

    The Takeaway for California:

    February 2025 marks an encouraging shift in the California housing market. Increased buyer activity, more available homes, and the initial moderation of mortgage rates have contributed to a significant boost in sales. While price appreciation is currently moderate and regional differences persist, the overall trend suggests a market that is finding its footing and heading into the prime buying season with renewed energy.

    Whether you’re a buyer, seller, or simply keeping an eye on the market, these trends provide valuable insights into the current state of California real estate. Stay informed and connected with your local real estate professionals for the most up-to-date information in your specific area.

    Replace fear of the unknown with curiosity.
    Replace fear of the unknown with curiosity.

    Own the Off-Market: A Niche That Will Attract Agents to Your Brokerage

    Mark Johnson Leave a comment

    Broker owners, are you looking for a way to differentiate your firm and attract high-caliber agents? In today’s dynamic real estate landscape, mastering a specific niche is more crucial than ever. And there’s one area that’s rapidly gaining prominence, particularly in commercial and high-end residential: off-market deals.

    Let’s face it, we all know the drill. MLS listings, LoopNet, the traditional avenues. But as Mark Hulsey from Results Commercial recently pointed out, a significant portion of lucrative transactions are happening behind closed doors. This presents a unique challenge and an opportunity for your brokerage.

    Why Off-Market? Why Now?

    The allure of off-market deals is growing, and here’s why you should care:

    • They’re Everywhere: Particularly in commercial and luxury residential, off-market opportunities are becoming increasingly common. Agents who can navigate this space are highly sought after.
    • High-Stakes, High-Reward: These deals often involve substantial sums, making them incredibly attractive to both clients and agents.
    • Expertise is Paramount: However, as Hulsey warns, the potential pitfalls are significant. Sellers can be severely shortchanged without proper representation. This is where your firm’s expertise becomes a game-changer.

    The Niche Advantage: Attracting Top Talent

    By positioning your organization as the expert in off-market transactions, you’ll attract agents who:

    • Value Expertise: They understand the complexities of these deals and seek a firm that can provide the necessary support and guidance.
    • Prioritize Client Interests: They recognize the importance of fiduciary duty and want to work with a brokerage that upholds the highest ethical standards.
    • Seek Market Mastery: They’re driven to deeply understand the market, build strong networks, and analyze deals with precision.

    Key Takeaways for Your Brokerage:

    • Emphasize Fiduciary Duty: Reinforce the importance of acting in the client’s best interest, regardless of whether a deal is on or off-market.
    • Build a Powerful Network: Cultivate relationships with key players in the industry. Your network is your net worth.
    • Champion Ethical Behavior and Transparency: Establish your firm as a beacon of integrity in the off-market space.
    • Develop Off-Market Expertise: Train your agents on the nuances of these transactions, including valuation, negotiation, and due diligence.
    • Provide Advanced Tools and Resources: Equip your agents with the tools and resources they need to succeed in the off-market arena.

    Think of it this way: The traditional market is the main game, but off-market deals are the “secret levels” that require advanced skills and knowledge. By mastering this niche, you’ll not only attract top agents but also provide your clients with unparalleled service.

    Actionable Steps for Broker Owners:

    • Educate Your Agents: Host workshops and seminars on off-market transactions.
    • Create a Dedicated Off-Market Team: Assemble a team of experts to specialize in this area.
    • Market Your Expertise: Highlight your firm’s off-market capabilities in your marketing materials.
    • Foster a Culture of Collaboration: Encourage agents to share their knowledge and network.

    The real estate world is evolving, and off-market deals are becoming increasingly prevalent. By embracing this niche, you can position your brokerage as a leader and attract the best and brightest agents in the industry. Remember, property management and real estate brokerage is about understanding the entire ecosystem, and those that master all levels of the game will win.

    What's Possible?
    What’s Possible?

    Market Consolidation in Real Estate: Buy, Sell, or Hold? Let’s Talk.

    Mark Johnson Leave a comment

    Alright, let’s talk about the wild ride that is the real estate brokerage world right now. It feels like every week I’m hearing about another merger or acquisition, and honestly, it’s got me thinking—what’s the best move for you, the brokerage owner? Should you be the one buying, selling, or just holding tight?

    Here’s the Lowdown:

    Basically, the market’s in a bit of a squeeze. High interest rates, affordability issues—it’s all making deals harder to close. So, you’ve got these bigger, well-funded firms making strategic moves, even the ones that aren’t exactly swimming in profits. The big question is: where do you fit into all this?

    Why Some Folks Are on a Buying Spree:

    • Grabbing Market Share: Think about it. When transactions are down, you gotta be aggressive. Instead of just trying to out-advertise or out-recruit everyone else, why not just buy the competition? Boom—instant growth.
    • Talent Hunt: Finding and keeping good agents is a constant battle. Buying another brokerage? That’s like getting a whole operation and experienced leadership all in one go. It’s a shortcut to a stronger, more productive enterprise.
    • The Big vs. Niche Dynamic: The big guys are getting bigger, consolidating resources and expanding their reach. However, we’re also seeing a powerful counter-trend: smaller brokerages are getting closer to their communities and deeply specializing in their niches. They’re building hyper-local expertise and offering a level of personalized service that the larger firms simply can’t match.

    So, while some chase scale, others are finding strength in focus and community connection.

    Why Selling Might Be Your Best Bet:

    • Facing Reality: Securing Your Future: We must all face reality: we’ve likely passed the peak of the market. While the potential for maximum profit may have slipped by, selling now is about securing your future. Larger firms are still strategically acquiring, and you can leverage your brokerage’s market value to create a solid exit strategy. It’s about recognizing the current market dynamics and making a strategic move to protect your investment and plan for what’s next. So making a move now has a greater meaning then just a few years ago.
    • Ditching the Stress: Running a brokerage is tough. Rising costs, lower transaction volume—it’s a lot. Selling can get you out of that grind and let you focus on growth, culture and more.
    • The ASP Shift: Remember those booming years? We could rely on rapidly increasing average sales prices (ASPs) to cushion the blow of fewer transactions. That made the dip in transaction volume more manageable. But now, ASPs have flattened out. That safety net is gone. This means those lower transaction numbers hit your bottom line harder, making the operational risks even greater. If you were considering selling before, this shift makes it even more compelling.
    • Your Future Plans: Maybe you’re ready to retire, or maybe you just want to try something new. Selling gives you the freedom to do that. It’s about taking control of your future, not just reacting to the market.

    So, What’s Your Move?

    Honestly, there’s no right or wrong answer here. It all comes down to what you want. What are your goals? What’s your financial situation? What’s your vision for the future?

    Here’s the thing: you need to understand your options before the market decides for you. Don’t wait until you’re forced to make a decision.

    Let’s Chat:

    I’m here to help you figure this out. I can help you create a plan that’s tailored to your specific needs. Whether you’re thinking about buying, selling, or just restructuring, let’s talk about what makes the most sense for you.

    What's Possible?
    What’s Possible?

    The Art of Problem-Solving: Embracing Discomfort for Growth

    Mark Johnson Leave a comment

    Alright, let’s talk real business for a second. Not the fluffy, motivational poster stuff, but the stuff that actually makes a difference. I’ve been noticing something lately, and it’s something I’ve been guilty of myself: we’re really good at letting problems just…hang out. Like, they’re the awkward guest at the party nobody wants to talk to, so we just pretend they’re not there.

    Think about it. That nagging issue with the client? The software glitch that’s slowing everyone down? That weird dip in sales we can’t quite explain? We push it to the back burner. “We’ll deal with it later,” we say. Or, even worse, “Maybe it’ll just go away.”

    Spoiler alert: it doesn’t just go away.

    What I’ve learned, the hard way, is that closing the gap is where the real magic happens. That moment when you finally sit down and say, “Okay, let’s figure this out,” is brutal. It’s uncomfortable. You’re staring at the cold, hard truth, and it’s not pretty. Maybe you messed up. Maybe your process is broken. Maybe the market shifted and you didn’t see it coming.

    But that discomfort? That’s where growth lives.

    It’s like working out a muscle – it burns, it aches, but you know you’re getting stronger. You’re actually fixing something, not just putting a band-aid on it.

    And let’s be honest, our brains are wired against this. We’re wired to avoid pain, to take the easy route. That’s why we procrastinate, why we make excuses. It’s our brain trying to protect us from the uncomfortable. But success, in business and in life, isn’t about avoiding discomfort. It’s about recognizing that instinct and pushing through anyway.

    • It’s about saying, “Yeah, this sucks, but I’m going to do it anyway.”
    • It’s about facing the music, even when you don’t like the tune.
    • It’s about closing the gap, no matter how wide it is.

    So, next time you feel that urge to look the other way, to ignore the problem, remember this: that’s your brain trying to keep you safe. But safe isn’t where you grow.

    Growth is on the other side of uncomfortable. And that’s where you want to be.

    Doing the right thing is always the right thing.
    Doing the right thing is always the right thing.

    Hold Up – Could My Own Thoughts Be Holding Me Back?

    Mark Johnson Leave a comment

    Something’s been on my mind lately, and it’s kind of a big one: what if what we think we know about ourselves isn’t even true?

    Something really clicked for me recently. Last week in my mastermind group, we dove deep into “limiting beliefs,” and it got me reflecting. Then, I read this fascinating article referencing research (Meunks et al., 2018) about how our self-perceptions can be surprisingly inaccurate and hold us back from reaching our potential. It made me realize just how easily our internal stories about ourselves can become self-fulfilling prophecies.

    Think about it: how many times have I told myself, “Oh, I’m just not good at that”? Probably more times than I’d like to admit. The article even touched on how simply hearing things repeatedly can make us believe they’re true, even if they’re not (Kahneman, 2011).

    My Own “Aha!” Moment (and time for yours!):

    Thinking about this, I realized a few “truths” I held about myself were likely just old, unchallenged beliefs. For example, I always thought I wasn’t very organized. But then I remembered that project last year where I totally crushed it. What was different then? It made me wonder – maybe it’s not a fixed trait.

    Ready to dig into your own beliefs? Here’s how I’m approaching it:

    1. Fact-Check Your Inner Narratives: It’s time to question those long-held assumptions.

    • What’s the story I tell myself? Jot down 3 things you believe about your abilities or limitations.
    • Where did that story come from? For each, ask: What’s the evidence? Is there any evidence against it? Think about times you might have surprised yourself. What were the circumstances?
    • When do I feel different? Instead of saying “I’m just not a creative person,” think about times you did feel creative, even in small ways. What was happening? Can you create more of those conditions?
    • Your Action This Week: Pick one of those beliefs and brainstorm one tiny way you can challenge it.

    2. Embrace a Growth Mindset: This is about believing we can develop our abilities through effort and learning.

    • Spot Your “Stuck” Spots: Identify one area where you feel limited.
    • Reframe “Failures”: Think of a recent setback in that area. What did you learn from it? How can you approach it differently next time?
    • Focus on the Climb: Value the effort you put in, not just the end result.
    • Your Action This Week: Choose one small step you can take to learn or practice something related to that “stuck” area.

    This isn’t about suddenly thinking you’re amazing at everything. It’s about being honest with yourself and realizing that your current self-perception might not be the full picture. We’re all capable of growth, and sometimes the biggest step is questioning the stories we tell ourselves.

    I help broker owners, managers and recruiters challenge their belief about recruiting and talent attraction.

    What’s one belief you’re going to fact-check this week? I’d love to hear!

    What's Possible?
    What’s Possible?