Do it until… is the most common denominator for success in anything. Some of us learn fast, others slowly, and many of us in between. When you are committed to the cause, the effort, and the result, “you do it until ___.” Fill in the blank; you do it until you gain mastery; you do […]
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.
Three Steps To Creating More Certainty In Your Real Estate Practice
“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” ~ Stephen Covey Have you ever worked backward from Friday? At the end of the week, imagine you are sitting down and looking back…what would make this week great? We can’t control the market this week, yet we can control […]
Has anyone seen a home seller?
Market data as of March 2023. For the latest numbers in your area, see my live Altos Research market report. Has anyone seen a home seller? Home sellers seem to be just about as rare as the Condor (unlike the red-tail hawk on my fence this morning). Inventory of available homes for sale across the […]
Some Things Are Just Hard
Near-death by a car accident, boot camp, Kilimanjaro Summit day, Hellmecula, Snowmageddon, Spartan Beast, crazy markets, and so much more. Some things are just hard, and you want to quit. I’ve made it through some tough situations with this one strategy: looking only a few steps, tasks or minutes ahead. “Doing the next right thing.” […]
Less Is More!
Focused Time. The top 1% know that less is more! Say what? Who would you imagine to be more productive: someone who works 55 hours a week or someone who works 70? If you guessed the latter, you’d be incorrect. Stanford economist John Pencavel found that output per hour falls sharply after about 50 hours […]
So How Consistent Are You Right Now?
When you are inconsistent, nothing works at the optimal level. Here’s what I know: recruiters, talent attraction coordinators, team leaders, managers, and real estate sales professionals who consistently set and attend appointments are producing more results, period. These leaders are consistent and disciplined in their daily prospecting and marketing routines. Consistency… social media does not […]
Schedule Your Success: 7 Ways to Secure Daily Appointments
Mark’s Note: Originally published February 2023 and updated with the 8 D’s of Agent Movement. Pull up your calendar from last week. Now pull up your new appointment count for the same week. Do the two tell the same story? The calendar shows how you spent the week. The appointment count shows what it bought […]
Your Real Estate Business Is Like A Rowing Team
Your Business Is Like A Rowing Team “A coach is someone who helps you see what you don’t want to see so you can be who you’ve always wanted to be.” ~ Tom Landry One of my former associates, real estate team leader and top producer from Austin, Texas, is also a “coxswain” and a […]
In Real Estate Sales: To Team Or Not To Team?
To Team Or Not To Team So, you want to start a team? Or you already have a team and are now questioning that choice? Maybe you already have a team performing at a high level, and you are looking for a boost? You see, we’ve just about seen it all: Starting a team too early; Starting a team for the wrong reasons; Starting a team without a straightforward value offering; Starting a team with no or poorly written team agreements; Letting your team and performance get stagnant. In the most successful teams we know, the leader assumes the CEO role of the team, and they always lead with revenue! And they understand this: “A system will produce what a system will produce, nothing less, nothing more.” Here are a few thoughts to consider as it relates to team leadership: Team Requirement […]
By Design vs. By Default
By design vs. by default with Seth Godin Leaders make one thing more than any other: decisions. Every environment has constraints, and the decisions about how time and resources are allocated, about what to do next, drive all outcomes. How do leaders decide what’s next? Is it based on urgency, proximity, or values? It’s a […]