Today is Veterans Day.
I served in the U.S. Army during Operation Desert Storm. What the Army taught me still shows up in how I lead, how I teach and how I live.
So today I want to say thank you to everyone who served. And I want to share four lessons from the Army that I still lean on, because they apply to every broker-owner, manager, agent and student reading this.
The mission comes first. The people come always.
The Army is clear about the mission. Everyone knows what it is and why it matters. But good leaders also know the mission doesn’t get done without people who trust each other.
In a brokerage, the mission might be market share, recruiting goals or a great client experience. Be clear about it. Then remember who does the work. Agents leave leaders who see them as a number. They stay with leaders who look out for them.
You train before you need it.
Nobody waits for the hard day to start getting ready for it. You train when it’s quiet, so you’re ready when it isn’t.
Real estate works the same way. The agent who role-plays objections in a slow week handles the tough listing appointment. The office that builds its recruiting pipeline in a good market isn’t scrambling in a bad one. Readiness is built before the market tests it.
Debrief everything.
The Army calls it an after-action review. After a mission, you ask four questions. What was supposed to happen? What actually happened? Why was it different? What do we do next time? No blame. Just learning.
Most offices skip this. A deal falls apart, a recruit says no, a listing expires, and everyone moves on. Take ten minutes and debrief it. That’s how a team gets better on purpose instead of by accident.
Take care of the person next to you.
You learn quickly that you can’t do it alone. You count on the people to your left and right, and they count on you.
The best offices I’ve worked with feel that way. Agents share what’s working. Experienced agents help the new licensees. Leaders know what’s going on in their people’s lives. That kind of culture is hard to copy, and it’s the reason people stay.
Three things you can do this week
- Thank the veterans in your office and your sphere. By name. A call or a handwritten note means more than a social post.
- Know the VA loan. Many of your clients and neighbors have earned this home loan benefit. Make sure your agents can explain it and have a lender partner who knows it well.
- Look at veterans when you recruit. Discipline, follow-through and teamwork are what this business rewards. Many veterans bring all three.
To everyone who served, and to the families who served with you: thank you.
Win the day.
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Free worksheet: Creating Your Future, a two-page plan for your next 15 business days, for brokers or agents.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
