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 […]
Author: Mark D. Johnson
Mark D. Johnson, MBA, is Managing Partner of Recruiting Insight and the former CEO of the nation's 35th largest brokerage firm, which he grew roughly fivefold to $8 billion in annual sales. A real estate broker since 2000 and a California licensed broker, he is adjunct faculty at Chapman University and South Orange County Community College District, and author or co-author of six California real estate textbooks and the book Up In Your Business. He coaches broker-owners, managers and recruiters on recruiting, retention and leadership.
The 8 D’s of Agent Movement: Why Agents Really Leave, and Why They Stay
They say it’s the split. It almost never is. Ask an agent why they’re thinking about moving and you’ll usually hear one word: money. A better split. A lower cap. A bigger signing bonus. There’s an old line, usually credited to Henry Ford, that if he’d asked people what they wanted, they would have said […]
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 […]
Create Your TRIBE: The Recruiting Insight Framework
TRIBE is the Recruiting Insight framework for recruiting and retention: Think, Research, Influence, Block, Embrace. Execution, not the model, wins.
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.
The Partner Who Stayed
Ask any broker-owner who ran an office through 2008 about their affiliate partners. They’ll name the lenders, escrow officers, and title reps who disappeared when volume dried up. Then they’ll name the ones who stayed. They’ll say those names with a completely different tone. Nearly two decades later, the ones who stayed are still getting […]
90 Days to Recruiting Success: Make Experienced-Agent Recruiting a Signature Strength
90 Days to Recruiting Success is Recruiting Insight’s 12-week coaching program that makes experienced-agent recruiting a brokerage strength.
The Appraisal Just Changed. Who Told Your Agents?
Picture a seller in early November. The appraiser has been in her home for ninety minutes. He’s measuring rooms with a laser scanner and photographing the kids’ bedrooms, the home office, the medication on the kitchen counter. She calls her agent. “Is this normal? Where do these photos go?” Her agent has no idea. That […]
Action Produces Data: The Coaching Framework for Consistent Production
Action Produces Data is Mark Johnson’s coaching framework for consistent production: take one step, track it, debrief it and let results guide the next one.