You Just Have to Read Your 2026 Numbers It’s Q4, which means planning season. And most brokerage plans start the same way: “We’re going to grow 20% next year.” That’s not a plan. That’s a result, and an opinion with a number attached. Earlier this week I wrote that action produces data and theory produces opinions. So […]
How Brokerage Leaders Coach Agents to Consistent Production
Consistent production isn’t a personality trait. It’s a set of daily habits that leaders can coach. Here is how brokerage leaders build them in agents.
Action Produces Data. Theory Produces Opinions.
Ten days ago I wrote that one step beats a dozen programs. Last week Joe De Sena reminded me why: complacency kills. The cure isn’t another program. It’s one step. Let’s be real. Every broker-owner I know has a shelf full of programs. Recruiting scripts. Retention playbooks. Onboarding binders. A webinar series bookmarked for “when […]
Complacency Kills
Which Generation Is Your Brokerage? Joe De Sena, the founder of Spartan Race, has a two-word warning I can’t shake: complacency kills. He starts with a line made famous by novelist G. Michael Hopf: “Hard times make strong people.” The rest of the cycle goes like this. Strong people create good times. Good times create soft […]
How to Recruit Experienced Real Estate Agents: A Daily System That Works
Recruiting experienced agents is a daily discipline, not a campaign. Here is the activity system, the follow-up model and the numbers that make it work.
Rates, Not Prices: Coaching Ourselves and Our Agents Through the Real Market
This week a reporter reached out to me with several questions about a new report showing that nearly one-third of U.S. counties are now seriously unaffordable for homebuyers. One question stood out: why aren’t falling home prices making homes more affordable? It’s the right question, and the answer should shape every coaching conversation we have […]
Stack Your Way to a Stronger Real Estate Brokerage
Habit Stacking for Talent Attraction and Retention I’ve worked with leaders at 500 of the nation’s largest real estate firms, and I’ve found one universal truth: every broker-owner and their staff knows what they should be doing. Call five agents a day. Check in with top producers. Follow up with the recruit who said “maybe next […]
We Weren’t Meant to Run Alone
The Big Four and the Power of Community It was 105 degrees. Too hot to run outside, so I headed to the gym, set the iFit treadmill to a 5% incline, and let trainer Hannah Eden do the talking. Somewhere in the middle of that climb, she said something that stuck with me. She talked […]
One Step Beats a Dozen Programs
It’s October. Which means the plans are coming. By Thanksgiving, most offices will have more programs than agents using them. Benjamin Franklin cut through all of it in seven words, in the 1737 edition of Poor Richard’s Almanack: “Well done is better than well said.” Almost three hundred years later, it’s still the best business advice […]
Why Real Estate Agents Leave Their Brokerage, and What Actually Moves Them
Agents rarely leave over commission alone. Agent migration data and the Recruiting 8 D’s show what really moves them, and what brokerage leaders can do about it.