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Author: Mark Johnson

Mark's passion and expertise is enabling real estate broker-owners and team leaders to create the systems, structure, and processes to support their growth. He also enjoys sharing his thoughts on business success on his blog: www.winningtheday.blog

Mindset Monday Recap: The Trust Deficit

Mark Johnson 1 Comment

Every Monday Matters!

For this Mindset Monday, I wanted to share some reflections from a call I led earlier today. We got into a really powerful topic: Working at the Speed of Trust. It reminded me so much of Stephen Covey’s book, “The Speed of Trust.” If you haven’t read it, he makes such a compelling case that trust isn’t just a nice-to-have; it’s something real and measurable that truly affects how quickly things get done and what they cost, both in our work and personal lives.

The big takeaway for me is always that high trust just makes everything flow better, while low trust really bogs things down and adds to the burden.

The Ripple Effect of Trust

One of the things Covey talks about that really resonates is how trust isn’t just about others; it truly starts with us. That idea of Self-Trust, building our own credibility, is the foundation. From there, it naturally extends to our Relationships, the teams we’re part of, how we’re seen in the Market, and even Society as a whole.

Foundational Trust: It Starts With You

It’s a great reminder that building trust with others really has to start with ourselves. Covey outlines these “4 Cores of Credibility,” and I find them so insightful for self-reflection:

  • Integrity: Am I being true to myself and my values? Is there consistency in what I say and do?
  • Intent: What’s driving me? I always hope people see that I genuinely care and have their best interests at heart.
  • Capabilities: Am I keeping my skills sharp and relevant? It’s about knowing I can actually do what’s needed.
  • Results: What’s my follow-through like? Having a solid track record speaks volumes.

And that Covey quote, “You can’t talk your way out of a problem you behaved your way into,” always hits home. It’s our actions and who we are that really build that solid foundation of credibility.

Building Bridges: The 13 Behaviors of High-Trust Leaders

Once we’re feeling solid in our own trustworthiness, it’s amazing how that can flow into building stronger relationships. Covey shares 13 Key Behaviors that I think are fantastic guideposts for nurturing that Relationship Trust. They’re all things we can actively practice:

  1. Talk Straight: Just being honest and letting people know where you stand.
  2. Demonstrate Respect: Genuinely showing others you care and value them.
  3. Create Transparency: Being open and real, so people can see what’s happening.
  4. Right Wrongs: Owning it when we mess up and making things right, quickly.
  5. Show Loyalty: Giving credit where it’s due and speaking well of others.
  6. Deliver Results: This is a big one for me – getting the right things done and making things happen.
  7. Get Better: Always looking for ways to learn, grow, and improve.
  8. Confront Reality: Tackling the tough stuff directly, even when it’s uncomfortable.
  9. Clarify Expectations: Making sure everyone is on the same page.
  10. Practice Accountability: Holding ourselves and others responsible for commitments.
  11. Listen First: Really trying to understand before jumping in with a response.
  12. Keep Commitments: Doing what you say you’re going to do. Simple, but so powerful.
  13. Extend Trust: Being willing to give trust to others often encourages them to reciprocate.

Putting Trust into Action: Practical Strategies for Our Industry

It was also great to connect Covey’s ideas to what we do every day in our industry. We talked about a few practical things that really bring these trust principles to life for us:

  • Radical Transparency: This feels so aligned with talking straight. Just being upfront and honest in all our dealings.
  • Prioritize Meaningful Interaction: Every conversation is a chance to connect, to really listen and show we care.
  • Become the Undisputed Hyper-Local Expert (and Share It!): This is all about building our ‘Capabilities’ and then generously sharing that knowledge. It shows we’re invested.
  • Over-Communicate: We all know that feeling when you’re left wondering! Keeping people in the loop proactively is huge for building confidence and showing we’re on top of things. After all, the #1 complaint from consumers can be, “I never hear from my agent!”
  • Show Your Value, Don’t Just State It: This is where ‘Delivering Results’ really comes into play. It’s about the actions and outcomes that speak for themselves. It reminds me of that saying, “

Repeat business isn’t luck — it’s earned. I deliver results, not promises.

Why This Matters: The Real-World Impact

Thinking about all this, it’s so clear that these aren’t just abstract ideas. In our world, especially with our clients, trust is everything. It’s that feeling when a client comes back, or refers someone new – that’s the best compliment, isn’t it? It tells me, “A returning client is the greatest compliment. Your trust means everything — I deliver, every time.”

I’ve definitely seen how low trust can create so many headaches and slow everything down. But when that trust is there, things just move smoother, decisions happen faster, and it opens the door for so much more. It’s like when clients know,

You need someone who shows up and gets it done — every time. That’s what I do.

Wrapping Up: Investing in Trust, Together

My main reflection from our chat and revisiting Covey’s work is just how vital it is to actively nurture trust. It’s a continuous journey, starting with ourselves and how we show up in every interaction.

Maybe this week, it’s a good opportunity for all of us to think about:

  • Which of those 4 Cores of Credibility feels like an area I can focus on for myself?
  • Is there one of those 13 Behaviors, or one of our industry strategies, that I could be more mindful of?

It really is an investment that pays off in so many ways – making things easier, more efficient, and building those strong connections. Here’s to all of us aiming to work at the speed of trust! Because at the end of the day, what we do is truly “Built on trust. Grown through referrals. Backed by real results.” Let’s keep earning it.

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

Embracing Character: The Rising Appeal and Opportunity in Mature Homes

Mark Johnson Leave a comment

In today’s dynamic housing market, a fascinating trend is emerging: the growing prominence of mature homes. As of 2024, the typical home finding a new owner has a rich history, a testament to its enduring appeal and the evolving landscape of American housing, according to a recent assessment by Redfin. While the price difference between these character-filled dwellings and their newer counterparts has shifted, this opens up exciting opportunities for savvy homebuyers.

The data, spanning from 2012 to 2024, reveals a notable increase in the age of the median home purchased. This isn’t just a statistic; it’s a reflection of a market where established homes in desirable neighborhoods are increasingly in the spotlight. Two key factors contribute to this trend: the inherent affordability that mature homes often present compared to new constructions, and a period of more measured new home development following the Great Recession.

Sheharyar Bokhari, a Senior Economist at Redfin, notes, “America’s housing stock is getting older by the year.” While this is partly due to the pace of new construction, it also highlights a unique chance for buyers to invest in homes with stories to tell and craftsmanship from different eras.

A New Chapter for Homes with History

In 2024, the median age of a purchased home reached 36 years, the highest on record, as detailed in Redfin’s report. This means that many buyers are discovering the unique charm of homes built several decades ago. Specifically, the typical single-family home bought last year was 36 years old, condos averaged 38 years, and townhomes were a younger 23 years old. This is a shift from 2012, when the median age for all homes purchased was 27.

This embrace of established homes varies across the nation. For instance, in Buffalo, New York, buyers are finding value in homes with a median age of 69 years, dating back to 1955. Conversely, areas like Provo, Utah, showcase newer inventory, with a median construction year of 2018. This diversity offers a wide spectrum of choices for discerning buyers.

The Evolving Landscape of New Construction

The early 2000s saw a significant boom in residential construction, with nearly 15% of all existing homes built between 2000 and 2009. Following the 2008 financial crisis, the pace of new construction moderated, with about 9% of current homes built between 2010 and 2019. This was the smallest share of new homes added in several decades, according to Redfin’s analysis.

Looking forward, the period between 2020 and 2023 saw 3.1% of existing homes being newly built. While the pace of new construction continues to adapt to market conditions and economic factors, including recent tariff discussions that could influence building costs, the existing housing stock offers a wealth of opportunities.

Discovering Value in Established Properties

It’s true that traditionally, brand-new homes (less than 5 years old) have come with a higher price tag than those with more history (30+ years old). While this remains the case, the premium for newness has seen an adjustment. In 2024, the median price of a newer home was 31.6% more than an older home. This is a narrower gap compared to 2012, when new homes commanded a 77.9% premium. This evolving dynamic means that the unique value proposition of older homes is becoming even more apparent.

Choosing an established home can be an exciting journey. While they may not always feature the very latest contemporary finishes out of the box, they often reside in mature neighborhoods with established trees, community amenities, and unique architectural styles that newer developments may take years to cultivate. As Redfin Premier agent Jerry Quade alluded to, understanding the condition of an older home is key. This presents a fantastic opportunity for buyers to personalize their space, make updates that reflect their taste, and build equity through thoughtful renovations.

Bokhari further commented on the financial considerations, stating, “Without more construction, buyers are forced to choose from a pool of aging properties that present a new set of financial challenges, especially for those trying to save enough money to climb onto the property ladder.” However, this can also be viewed as an opportunity. Buyers who are willing to invest some TLC into an older property can often secure a home in a desirable location and create a space that is truly their own, often with a more manageable initial purchase price. The character, craftsmanship, and potential for personalization in older homes offer a rewarding path to homeownership and a chance to breathe new life into a property with a rich past.

Source: Based on an analysis of MLS data by Redfin

What's Possible?
What’s Possible?

The Trust Deficit in Real Estate: Why Clients Are Wary and How We Can Rebuild It

Mark Johnson Leave a comment

You’ve felt it, right? That sense that clients are coming in with their guards a little higher these days? Maybe they’re more skeptical, questioning every detail, or just generally seem a bit more on edge. Well, it’s not just in your head. Society as a whole is experiencing a dip in how much we trust each other. A Pew Research poll showed a drop from 46% of people saying “most people can be trusted” in 1972 down to just 34% in 2018. If folks are less trusting in general, you can bet that spills directly into our world of property, contracts, and life-changing financial decisions.

So, how does this societal trust slump play out specifically for us brokers and agents, and more importantly, what can we do about it?

Why the Skepticism? A Real Estate Reality Check:

  • The “Bad Apple” Effect & Media Glare: Let’s be honest, our industry isn’t always painted in the rosiest light. A few horror stories about shady deals or unethical agents get amplified, and suddenly, everyone’s under suspicion. It’s tough when the actions of a few tarnish the trust for the many hardworking, ethical pros out there.
  • The Double-Edged Sword of Technology: We love our CRMs, automated market updates, and virtual tours – they’re efficient! But relational expert Julie Nise (from OutcomesOnly.com) warns about over-reliance on screens. If our primary interaction with clients becomes purely digital, we miss out on building genuine human connection. Clients might get information overload from portals but still crave the trusted guidance only a human expert can provide. Are we letting tech replace the personal touch that builds deep trust?
  • Communication Breakdowns & The Jargon Jungle: Think about it – we speak a language filled with contingencies, disclosures, and market stats. If we’re not crystal clear, or if clients feel we’re glossing over details or not truly listening to their anxieties (which are sky-high during a transaction!), their trust evaporates. In a world of information overload, clarity and transparency from us are paramount.

Julie Nise also highlights that trust often blossoms from R.A.P.P.O.R.T. (Really All People Prefer Others Resembling Themselves). In an industry as diverse as ours, with clients from every walk of life, finding that common ground and genuine connection is more crucial than ever. It’s not about being a chameleon, but about being genuinely interested and empathetic.

Our Action Plan: Laying the Foundation for Stronger Client Trust

This isn’t just fluff; trust is our bread and butter. Here’s how we, as brokers and agents, can actively work to build (or rebuild) it:

For Real Estate Brokers – Leading the Trust Charge:

  1. Champion Radical Transparency: Make your brokerage a beacon of honesty. Be upfront about how things work, from commission structures to agency relationships. No smoke and mirrors.
  2. Elevate Ethics Training: Go beyond the required CE. Host regular sessions on real-world ethical dilemmas, client advocacy, and transparent communication. Create a culture where doing the right thing is celebrated.
  3. Foster a “Client-First” Culture: Ensure your agents feel supported in prioritizing client best interests over a quick commission. This starts at the top.
  4. Systematize Feedback & ACT on It: Don’t just collect testimonials for marketing. Use feedback (good and bad) to genuinely improve your services and address concerns. Show clients you’re listening.
  5. Be the Example: Your integrity, your communication, your community involvement – agents will follow your lead.

For Real Estate Agents – Being the Trusted Advisor:

  1. Prioritize Meaningful Interaction: Yes, texts and emails are quick, but make time for phone calls or video chats, and especially in-person meetings when possible. Let them see your sincerity.
  2. Become the Undisputed Hyper-Local Expert (and Share It!): Don’t just send listings. Explain market dynamics, neighborhood nuances, and the why behind your pricing or negotiation strategies. Your knowledge builds confidence.
  3. Over-Communicate with Honesty: Keep clients obsessively informed, especially when there’s bad news or a hiccup. Explain the process, the jargon, the next steps. No one likes surprises in a real estate deal.
  4. Master the Art of Active Listening: This is HUGE. Before you offer solutions, truly understand their needs, fears, dreams, and budget. Ask great questions and then listen to the answers. Make them feel heard.
  5. Personalize, Personalize, Personalize: Ditch the generic scripts. Acknowledge their unique situation. Buying or selling is personal for them; make your service personal too.
  6. Show Your Value, Don’t Just State It: Use testimonials, yes, but also clearly explain how you’re protecting their interests, navigating complexities, and advocating for them at every stage.
  7. Educate Your Clients: Demystify the buying or selling journey. Walk them patiently through contracts, inspection reports, and closing documents. An informed client is a more confident and trusting client.

The truth is, in an era of skepticism, the real estate professionals who thrive will be those who make trust their non-negotiable foundation. It takes conscious effort, genuine care, and a commitment to transparency, but building that solid bridge of trust with each client isn’t just good for business – it’s the only way to build a sustainable and reputable career in this industry.

Let’s get to work!

Quick note: This piece is inspired by insights from an article by Michael Shiloh titled ‘People Don’t Trust Others Like They Used To. Here’s Why.’ (dated May 13, 2025). Shiloh’s article discusses a significant decline in trust, referencing poll data originally from Pew Research. I’m taking these insights and looking at them specifically through a real estate lens.

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

Onward & Upward: Key Advice for Your Journey

Mark Johnson Leave a comment

A heartfelt congratulations to all my college-level real estate students, especially my seniors!

Whether you are transferring to a four-year institution, advancing to the next stage of your academic or professional journey, or diligently pursuing your unique dreams, I commend your dedication and wish you profound success in all your future endeavors. This is a significant milestone, and your hard work has truly paid off!

I saw some great advice from James Clear’s “3-2-1” newsletter (May 8, 2025, JAMESCLEAR.COM) perfect for you. He suggests three books for success – focusing on habits, mind, and money.

Here are some key takeaways from his 3-2-1 newsletter:

3 Quick Ideas from James Clear:

  1. Learn to Lose to Win: True success is about resilience. Bounce back from failure, undeterred, and keep moving forward. Your response to failure shapes your success.
  2. Focus Narrows to Freedom: To expand your freedom (financial, physical, intellectual), narrow your focus on what it takes to achieve it. Discipline creates freedom.
  3. Teach to Learn Deeply: The best way to truly grasp a topic? Teach it. Creating something—a book, class, product, or company—forces deeper learning than just reading.

2 Powerful Quotes He Shared:

  1. Jiddu Krishnamurti: “The ability to observe without evaluating is the highest form of intelligence.” (From: The First and Last Freedom) – Pause before judging.
  2. C.S. Lewis: “The sword glitters not because the swordsman set out to make it glitter but because he is fighting for his life and therefore moving it very quickly.”1 (From: Surprised by Joy) – Focus on doing your best; recognition will follow.

1 Question For You (from Seth Godin):

  • “Better waves make better surfers. Are you on the right beach?” – Are your surroundings helping you grow?

The 3 Recommended Books (Great for anyone!):

  1. Atomic Habits by James Clear
    • Quick Take: Get 1% better daily. A proven system for building good habits and ditching bad ones for continuous improvement.
  2. Don’t Believe Everything You Think, Expanded Edition by Joseph Nguyen
    • Quick Take: Master your mind. Overcome anxiety and self-doubt by understanding how your thoughts shape reality, without needing constant motivation.
  3. The Simple Path to Wealth, Revised Edition by JL Collins
    • Quick Take: Financial independence, simplified. Straightforward principles for building wealth that will serve you for life.

As you move forward, remember these points. Bounce back, focus, keep learning, and make sure you’re in the right place to thrive.

Go make your mark!

(Source: Adapted from James Clear “3-2-1” newsletter, May 8, 2025, JAMESCLEAR.COM)

What if?
What if?

Stop Wishing, Start Doing: My Take on Dr. Bill Dyment’s Killer Goal-Setting Advice

Mark Johnson Leave a comment

Alright, let’s get real. We all have goals, big and small. But how many of them actually see the light of day? If you’re like most people, a frustrating number of those ambitions end up as “nice ideas” that never quite materialize. It’s a tough pill to swallow, especially when we want to see ourselves as people who get things done – as doers.

My good friend, Dr. Bill Dyment – a powerhouse “Team Doctor,” Executive Coach, and the guy who literally wrote books like “Fire Your Excuses” – recently shared some absolute gold on this very topic. His post from May 8, 2025, was packed with research-backed strategies that are too good not to amplify and put my own spin on. Because, at the end of the day, talk is cheap; it’s the doers who win.

So, here are some of Dr. Dyment’s game-changing tips, translated into my kind of straight talk:

  1. Write It Down, For Crying Out Loud!

    Dr. Dyment highlights a stark stat: goals only “in your head” have a pitiful 4% chance of success. Want to actually achieve something? Get it out of your brain and onto paper (or a doc, whatever). It’s the first step to making it real.

  2. Get an Accountability Partner – A Real One.

    This is a biggie. Share your progress with someone you trust at least every two weeks. Dr. Dyment points to research showing this skyrockets your chances of success to 74%! And make sure it’s someone who won’t just blow smoke; you need an honest mirror, not a “yes man.”

  3. Schedule a “Me CEO” Meeting.

    Treat your goals like serious business. Dr. Dyment suggests a weekly personal business meeting. This isn’t just calendar organizing; it’s dedicated success planning.

    • Make it special: Find a unique spot for this meeting. Train your brain: “When I’m here, it’s go-time for my goals.”
    • Rhythm: Start small, but aim for: an hour a week, a half-day a month, a full day a quarter, and even a weekend a year. Sounds intense? So is success.
  4. Engineer Your Environment for Success.

    Stop making it easy to fail.

    • Surround yourself with winners: Connect with people already doing what you want to do. Join groups, online or IRL.
    • Make bad habits a pain: Dr. Dyment uses the ice cream example: no ice cream in the freezer. If you really want it, you have to go out and pay top dollar for a single scoop. Suddenly, it’s a rare treat, not a habit. Apply this logic to your goal saboteurs.
  5. Hack Your Habits with the Premack Principle.

    This is clever. Link a new goal-related behavior to something you already do consistently. Want to do push-ups? As Dr. Dyment suggests, knock out a set before you stream that show or watch the game. Simple, effective.

  6. Zip It (Mostly) Until You’ve Done It.

    This is crucial, especially in our oversharing world. Dr. Dyment warns against broadcasting your goals before you achieve them. That early applause on social media? It actually reduces your odds of success because you get your reward prematurely. Tell your accountability partners, sure. Tell those running the race with you. Everyone else can hear about it when you’re crossing the finish line.

  7. Reward the Grind, Not Just the Win.

    Milestones matter. Instead of buying all the fancy gear before you even start, Dr. Dyment advises treating yourself as you hit progress points. Stick to your workout goal for a month? Then buy those new shoes. It keeps the motivation burning.

  8. Nail Your “Why.” Make It Unshakeable.

    Your reason for pursuing the goal has to be rock solid. As Dr. Dyment puts it, wanting to “mentor my grandkids and be active with them” is a far more powerful “why” for getting fit than just wanting to “look good in a bathing suit.” A strong “why” will pull you through the tough spots.

  9. Become It Now: Adopt the Identity.

    This is a mindset shift I love. Don’t think, “I will be an athlete when I get in shape.” Think, “I am an athlete. Athletes live differently.” Operate from the identity of the person who has already achieved the goal, as Dr. Dyment advises. It changes how you approach everything.

  10. The 3% Challenge: For the Seriously Committed.

    This one’s for those who are all in, a concept from Brian Tracy that Dr. Dyment champions. Invest 3% of your yearly income in personal development – coaching, courses, skills. We didn’t blink at investing heavily in our initial education, right? This is ongoing education for success. Dr. Dyment’s promise: give up one year of fancy vacations for this, and you’ll afford better vacations for years to come. That’s an investment in doing.

So there you have it – a no-nonsense breakdown of some incredible wisdom, sparked by my friend Dr. Bill Dyment. These aren’t just theories; they’re actionable steps.

Pick one, pick a few, or go all in. Just stop wishing and start doing.

What are you going to tackle first?

(Inspired by my friend, Dr. Bill Dyment, “Team Doctor,” Executive Coach, and Author)

What's Possible?
What’s Possible?

Stupidly Smart Marketing: How to Hijack Heuristics and Win Attention

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Let’s Be Real: Your Audience Isn’t a Robot (And That’s Great News!)

Tired of crafting elaborate marketing strategies only to see them fall flat on social media? It might be time to get “stupidly smart” about how people really think. The core ideas for this post are sparked by the compelling insights from the article “Stupidly Smart Marketing: How to Hijack Heuristics and Win Attention” (dated May 6, 2025), which highlights a crucial secret: people aren’t making decisions like logical robots, meticulously weighing pros and cons. Instead, their brains are running on incredibly efficient autopilot, using quick mental shortcuts. And the biggest brands? They know exactly how to tap into this. This isn’t about dark arts; it’s about understanding human nature. Ready to see how?

What the Heck Are Heuristics, Anyway? (The Brain’s Brilliant Laziness)

Imagine standing in front of two restaurants: one is buzzing with people, the other is empty. Which do you instinctively feel is better? That gut feeling? That’s a heuristic – a mental shortcut your brain uses to make quick, good-enough decisions without burning too many calories. It sees a crowd and thinks, “Popular = good!” As marketers, our job isn’t to fight this, but to give the brain the right signals at the right time and let it do the heavy lifting.

The “Stupidly Smart” Marketing Toolkit: Tapping into Human Nature

Let’s look at how legendary brands subtly steer us using these built-in shortcuts, and how you can, too, starting today:

  1. Social Proof: “If Everyone’s Doing It, It Must Be Right!”

    • We’re wired to look to others for cues. It’s safety in numbers. Netflix doesn’t just say a show is good; they hit you with “82 million households watched Bridgerton!” That collective nod is irresistible.
    • Your Move: Don’t just tell people you’re great; show them. Share those glowing customer reviews, display poll results (“79% of you chose this!”), or run a user-generated content campaign.

  2. Scarcity & FOMO: “Quick, Before It’s Gone!”

    • That little pang of anxiety when you see “Only 3 left!” or a countdown timer? That’s scarcity working its magic, making things feel more valuable simply because they’re limited. Nike are masters of this with their blink-and-you’ll-miss-it sneaker drops.
    • Your Move: Try a genuine limited-time offer (and mean it!). Use countdown timers in your Stories for a flash sale, or offer an exclusive deal to a small group.

  3. Authority: “The Experts Say So!”

    • When a respected figure or institution gives a recommendation, we tend to listen. Think about Nike aligning with legends like Michael Jordan, or Apple showcasing Oscar-winning directors using iPhones for their films. Their credibility transfers.
    • Your Move: Who are the credible voices in your space? Share endorsements, highlight any awards or certifications you’ve earned, or even showcase impressive clients.

  4. Liking: “I Just Vibe With This Brand!”

    • It’s simple: we’re more open to people—and brands—we genuinely like. Wendy’s Twitter didn’t become legendary by being corporate; they did it with sassy, human charm. Coca-Cola consistently evokes warmth and connection.
    • Your Move: Let your brand’s personality shine! Respond to comments like a real human, use humor (appropriately!), and tell stories that resonate on an emotional level.

  5. Reciprocity: “You Scratched My Back, I’ll Scratch Yours.”

    • Ever feel a bit obliged to buy something after accepting a free sample at Costco? That’s reciprocity. When a brand gives us something of value first, we feel a natural urge to give back.
    • Your Move: What can you offer freely? A helpful checklist, a valuable template, an exclusive discount for new subscribers, or even just insightful knowledge can build goodwill and future loyalty.

  6. Commitment & Consistency: “One Small Step Leads to Another.”

    • Once we take a small step or make a minor commitment, we’re psychologically wired to want to stay consistent. Gyms know this with their 7-day free trials; get you in the door a few times, and you’re more likely to sign up. Netflix gets you to watch one episode…
    • Your Move: Start small. Launch a micro-challenge (“Reply with a 🚀 if you’re ready!”), celebrate new followers warmly, and make those initial interactions easy and rewarding.

The Beautiful Simplicity of “Stupidly Smart” Marketing

If you’re tangled in complex “10-step nurture funnels” and decision trees thicker than a novel, you might be overthinking it. The brands that truly connect and convert are often the ones that keep it simple. They’re not teaching people new behaviors; they’re aligning with the brain’s existing, energy-saving shortcuts.

Your Turn: Unleash Your Inner “Stupidly Smart” Marketer

Don’t try to boil the ocean. Pick just one of these heuristics. Brainstorm a ridiculously simple way to test it—today. No need for a committee meeting or a 50-page strategy doc. Remember, marketing that truly works doesn’t just impress your colleagues; it moves your customers. So, what simple, smart move will you make first? 🚀

What's Possible?
What’s Possible?

Beyond the Inbox: Are You Using the Right Level of Communication?

Mark Johnson Leave a comment

Let’s talk about connecting with people. In today’s world, we’re swimming in communication tools, right? Emails, texts, DMs, video calls, social media comments… the list goes on. We can reach almost anyone, almost instantly.

But here’s a question I’ve been mulling over: With all this connecting, how much are we actually connecting? You know that feeling – maybe you have hundreds of contacts, but only a few you feel truly linked with? Or maybe you’re trying to build relationships (for work, networking, or just life!) and feel like you’re not quite breaking through the noise?

It turns out, not all communication is created equal. I came across a concept that really puts this into perspective, often called the “7 Levels of Communication.” (Michael Maher wrote a whole book about it called “7L,” focused on building relationships that lead to referrals, but the core idea applies much more broadly). It essentially ranks communication methods by their power to build genuine connection and influence.

Think of it like climbing a ladder – the higher you go, the more effort it takes, but the stronger the connection becomes.

Let’s Break Down the Levels (My Interpretation):

Instead of getting bogged down in exactly seven rigid steps, let’s think about them in zones of impact:

  1. The Broadcast Zone (The Lower Rungs): This is your mass communication stuff. Think advertising, generic flyers, maybe those mass emails that don’t even use your name, or broad social media blasts. It’s impersonal, one-to-many.

    • Pros: Reaches lots of people cheaply and easily. Good for general awareness.
    • Cons: Very low impact on individuals, easily ignored, doesn’t build relationships. We get bombarded with this daily.

  2. Getting Warmer (The Middle Rungs): Here, things start to get a bit more targeted and personal. This includes things like:

    • Direct Mail/Targeted Digital: Maybe a slightly more personalized email, a specific offer, or a targeted online message. Better than a generic blast, but still often feels automated.
    • The Phone Call: Picking up the phone for a real-time, voice-to-voice conversation. You hear tone, you can have a back-and-forth. Definitely more connection than email!
    • The Handwritten Note: Okay, this one is powerful. In our digital world, getting a thoughtful, handwritten note feels incredibly personal and intentional. It cuts through the clutter like nothing else. It shows you took real time and effort.

  3. The Connection Zone (The Top Rungs): This is where the magic happens for building deep trust and rapport.

    • Events & Seminars: Being face-to-face with people in a group setting. You share an experience, you can chat informally, you build community.
    • One-on-One Meetings: The top of the ladder! Sitting down with someone face-to-face, whether it’s for coffee, lunch, or a formal meeting. This allows for the richest communication – you see body language, share undivided attention, and build trust much faster.

Why Does This Ladder Matter?

The big “aha!” for me wasn’t just knowing the levels, but realizing the importance of intentionality. It’s super easy to default to the bottom rungs – firing off an email is quick, right? But quick and easy doesn’t always build strong connections.

If you want to:

  • Sincerely thank someone… a handwritten note (middle rung) beats a quick email (low rung) every time.
  • Build trust with a potential client or collaborator… aiming for a call or meeting (high rungs) is far more effective than just digital messages.
  • Resolve a misunderstanding… a face-to-face conversation (top rung) is usually much better than a tense email chain.

Choosing a higher level of communication, even when a lower level is easier, sends a powerful message: “This relationship matters,” “I value your time,” “I’m willing to invest in this connection.”

Time to Level Up Your Communication?

Looking at this, I definitely see areas where I can consciously choose to “level up.” Maybe swap a few emails for a quick call? Send a couple of handwritten thank-you notes this month? Make that coffee meeting happen instead of letting it linger in the DMs?

In a world that often feels disconnected despite constant digital chatter, being intentional about how we communicate can make all the difference. It helps us cut through the noise and build the kind of relationships – personal and professional – that truly matter.

What do you think? Do you notice these levels in your own interactions? Does this inspire you to try reaching for a higher rung this week?

What if?
What if?

Drowning in To-Dos? Find Your “ONE Thing” and Actually Get Stuff Done

Mark Johnson Leave a comment

Does this sound familiar? Your day is packed. You’re bouncing from meeting to email to urgent task, maybe grabbing lunch at your desk (if you’re lucky). You feel busy, constantly putting out fires. But at the end of the week, you look back and wonder… did I actually make progress on the things that really matter?

Yeah. I’ve been there. So. Many. Times.

It feels like we’re told the key to success is doing more – juggling projects, mastering multitasking, squeezing every last second out of the day. But what if that’s completely backward?

I recently revisited a book that fundamentally shifted how many people think about productivity and achieving big goals: “The ONE Thing” by Gary Keller (with Jay Papasan). And let me tell you, if you’re feeling scattered, overwhelmed, or stuck, this might just be the clarity bomb you need.

The Big Idea: Less Noise, More Signal

Keller’s core message is refreshingly simple: Stop trying to do everything. Focus relentlessly on the ONE most important thing.

Seriously. Extraordinary results don’t come from spreading yourself thin. They come from identifying the single most leveraged action you can take right now – the thing that, once done, will make everything else either easier or completely unnecessary.

Think of it like dominoes. You don’t have to push over every single one. You just need to find the lead domino and give it a solid push. Get that ONE Thing right, and it starts a chain reaction, knocking down bigger and bigger goals. How cool is that?

The Magic Wand: The Focusing Question

Okay, sounds great, but how do you find this mystical ONE Thing? Keller gives us a super practical tool: The Focusing Question.

Ask yourself this, over and over, for every part of your life:

“What’s the ONE Thing I can do, such that by doing it, everything else will be easier or unnecessary?”

Write it down. Stick it on your bathroom mirror. Ask it about your career goals, your health goals, your big project at work, even what you need to accomplish today. This question cuts through the clutter and forces you to identify what truly matters most right now.

Busting Those Pesky Productivity Myths

Part of embracing the ONE Thing is letting go of some common beliefs that actually hold us back. Keller calls them the “lies” of productivity:

  • “Everything Matters Equally”: Uh, no. Remember the 80/20 rule? A few key things drive most of the results. Find them.
  • “Multitasking is King”: We think we’re good at it, but science says otherwise. It tanks efficiency and increases errors. Focus is power.
  • “I Just Need More Discipline”: willpower isn’t infinite! Instead of relying on brute force discipline for everything, build powerful habits around your ONE Thing.
  • “Willpower is Always On Call”: Nope, it’s like a muscle that gets tired (or a phone battery that drains). Use your peak willpower time for your most important task. Don’t waste it on trivial stuff!
  • “Work-Life Balance is the Goal”: Achieving something amazing often requires intentionally imbalancing things for a while – going deep on your priority. Keller calls it “counter-balance.”

Putting it Into Action: Time Blocking is Your Superpower

Knowing your ONE Thing is awesome. Actually doing it? That’s where the magic happens. Keller’s non-negotiable strategy here is Time Blocking.

This isn’t just adding stuff to your calendar. It’s scheduling significant, sacred appointments with yourself (like, multiple hours if possible) dedicated only to working on your ONE Thing. No email, no notifications, no “quick questions.” You protect this time fiercely. It’s the time when your most important work gets done.

Combine this with connecting your big “someday” goals all the way down to the ONE Thing you need to do right now, and you build incredible momentum. Oh, and get comfortable saying “no” (politely!) to things that pull you away from your priority.

My Takeaway

Honestly, embracing this “ONE Thing” philosophy feels like permission to breathe. Permission to stop the frantic juggling act and focus on what truly drives results. It’s about clarity, priority, and focused action. It’s simple, but it’s definitely not easy!

If you’re feeling stretched thin and want to make real strides towards your biggest goals, I seriously recommend digging into this concept. Start small: What’s the ONE Thing you can do today to move closer to a goal you care about?

Give it a shot! Let me know how it goes – what’s your ONE Thing right now?

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

Breaking Through: Overcoming the Mindset Blocks Stalling Your Real Estate Success

Mark Johnson Leave a comment

Do you ever feel like you’re hitting an invisible ceiling in your real estate business? You know the potential is there – for more closings, higher GCI, a thriving team, greater market share, or simply more freedom – but progress feels like wading through mud. Maybe you’re aiming to scale your production, transition into leadership, recruit game-changing talent, or finally achieve that elusive work-life balance, yet the needle isn’t moving as fast as you’d like.

It’s incredibly frustrating in this fast-paced industry. It’s easy to point fingers at the market, interest rates, lead flow, or lack of time. While external factors certainly play a role, often the most significant barrier isn’t the market – it’s our mindset. Specifically, the limiting beliefs we hold about ourselves, our capabilities, and what’s truly possible in our business.

Thoughts like:

  • “Hitting the next commission tier feels impossible in this market.”
  • “I’m just not a natural closer/recruiter/leader.”
  • “I always struggle with consistent lead generation.”
  • “Building a truly successful team is too complex/expensive.”
  • “I don’t have the bandwidth to implement new systems.”
  • “Top producers have something I just don’t.”

These thoughts can feel like undeniable facts. But what if they’re just well-practiced assumptions holding you captive?

Why Your Beliefs Dictate Your Bottom Line

In real estate, our beliefs directly impact our actions – or inaction. Limiting beliefs often arise from past deals gone wrong, fear (of rejection during prospecting, judgment from peers, market shifts, failing after investing in growth), burnout presenting as lack of drive, or the dangerous game of comparing our “behind-the-scenes” reality to another agent’s or brokerage’s highlight reel.

These beliefs filter how we perceive opportunities, approach negotiations, follow up on leads, invest in our business, and lead our teams. They dictate whether we make that extra call, pursue that bigger listing, recruit that promising agent, or invest in that crucial technology. They become self-fulfilling prophecies that cap our potential.

The powerful truth? Beliefs are thoughts you’ve practiced. And thoughts can be retrained. Breaking free requires awareness and deliberate action.

Your 5-Step Blueprint to Shatter Limitations & Accelerate Growth

Ready to dismantle the roadblocks and unlock your next level of success? Here’s a practical plan tailored for real estate professionals:

One: Become a Mindset Detective: Identify & Challenge Your Narratives

You can’t change what you don’t recognize. Pay close attention to your internal dialogue, especially when facing challenging tasks (prospecting, negotiating, recruiting) or feeling stuck.

    • Pinpoint the Thought: When you hesitate or feel resistance, what specific thought pops up? (“They won’t list with me,” “I can’t compete with that brokerage,” “This lead probably isn’t serious.”)
    • Cross-Examine It: Is this belief 100% true, without exception? Can you find any evidence in your past successes, or the successes of others, that contradicts it? What’s an alternative, more empowering perspective?
    • Uncover the Root: What feeling is driving this thought? Fear of failure? Imposter syndrome? Burnout? A need for better skills or support? Acknowledge the feeling, but don’t let the limiting thought dictate strategy.

Two: Plug Your Energy Leaks: Audit Your Daily Operations

Running on empty makes growth impossible. Your energy is your most valuable asset in this demanding business. Where is it going?

    • Identify the Drains: Pinpoint specific activities, people, systems (or lack thereof), or even news habits that consistently leave you feeling depleted, frustrated, or unfocused. (e.g., dealing with unqualified leads, inefficient CRM use, time-sucking administrative tasks, negative colleagues, constant market doomsaying).
    • Identify the Fuels: What activities, interactions, or achievements energize you? (e.g., closing complex deals, strategic planning, mentoring agents, connecting with motivated clients, learning new marketing tactics, celebrating team wins).
    • Optimize & Adjust: You can’t eliminate all drains instantly, but can you qualify leads more stringently? Delegate low-ROI tasks? Limit exposure to negativity? Systematize processes? Consciously schedule more energizing, high-ROI activities?

Three: Secure Your Own Oxygen Mask First: Prioritize Peak Performance

You can’t effectively lead a team, serve clients at a high level, or recruit top talent if you’re depleted. Sacrificing your own well-being for the business is sacrificing the business.

    • Schedule Non-Negotiable Recharge Time: Treat time for strategic thinking, rest, or personal development like a crucial listing appointment. Even 30 minutes daily can make a difference.
    • Establish Clear Boundaries: Protect your focus and energy. Learn to strategically say “no” or “not now” to demands that derail your priorities (from clients, agents, or external sources). This isn’t selfish; it’s essential for sustainable high performance.
    • Master the Fundamentals: Prioritize adequate sleep, nutrition, and physical activity. These directly impact your mental clarity, resilience, negotiation skills, and leadership presence.

Four: Define Your True North: Clarify Your Vision of Success

It’s hard to break through barriers if you’re chasing someone else’s definition of success or lack clarity on your own ultimate goals.

    • Silence the Noise: Stop measuring your progress, GCI, or team size against the curated social media feeds of other agents or brokerages. Your path, market, and goals are unique.
    • Anchor to Your Core Values: What principles drive your business? Integrity? Innovation? Client success? Community impact? Growth? Freedom? Ensure your goals align with these.
    • Envision Your Ideal Outcome: Beyond numbers, how do you want your business and life to feel? In control? Impactful? Prosperous? Balanced? Let this feeling guide your strategic decisions and daily actions.

Five: Take Small, Imperfect Action NOW: Break the Inertia

Analysis paralysis is the enemy of progress in real estate. Waiting for the “perfect” market, script, or system guarantees stagnation. Momentum begins with movement.

    • Identify One Micro-Step: What’s the absolute smallest action you can take today or this week related to overcoming a block or pursuing a goal? (e.g., Make one extra prospecting call? Research one aspect of a new CRM? Draft one sentence of a recruiting email? Identify one task to delegate? Block 15 minutes for strategic thinking?)
    • Embrace Awkward Starts: Your first attempt at a new script, strategy, or system won’t be perfect. Doing it imperfectly is infinitely better than not doing it at all. Refine as you go.
    • Consistency Beats Intensity: Small, consistent actions (like daily prospecting, regular check-ins, ongoing learning) build sustainable momentum far more effectively than short, massive bursts followed by burnout.

Moving Forward: The Long Game

Challenging ingrained beliefs and building powerful new habits takes consistent effort. You’ll have breakthrough days and days where old patterns resurface. That’s part of the process in this dynamic industry.

Be patient and persistent. Acknowledge your efforts, learn from setbacks, and celebrate the small wins – the successful negotiation using a new technique, the positive feedback from a mentored agent, the implementation of a time-saving system.

You possess the capability to shatter your perceived limits and achieve extraordinary results. The key is already in your hand – start turning it today.

It's Not Over Until You Win
It’s Not Over Until You Win

Navigating the AI Frontier: Practical Skills to Conquer Your Concerns and Thrive in Real Estate

Mark Johnson Leave a comment

The whispers (and sometimes shouts) about Artificial Intelligence in real estate are everywhere. You might be excited by the possibilities, or perhaps a little (or a lot!) overwhelmed. Questions like, “What is this thing anyway?” and “Will it take my job?” are completely valid.

The truth is, AI isn’t about replacing the human touch that is so crucial in our industry. Instead, it’s about equipping you with powerful new tools. And while mastering complex algorithms isn’t on your to-do list, developing practical AI skills is becoming essential for staying competitive and serving your clients even better.

So, if you’re feeling a bit lost in the AI conversation, or even a little anxious about what it all means, you’re not alone. Let’s break down the essential, actionable skills you can start developing today – no tech wizardry required:

1. Demystifying the Basics: Understanding What AI Can (and Can’t) Do

  • Practical First Step: Spend 30 minutes exploring a simple explanation of AI in everyday language.
    • Resource Recommendation: Check out the common-sense explainer video “What is ChatGPT and How Does it Work?” by Tech Insider on YouTube. It breaks down large language models (a foundational AI technology) in an accessible way.

2. Getting Your Hands “Digitally Dirty”: Exploring User-Friendly AI Tools

  • Practical First Step: Identify one area of your business where you feel a bit bogged down (e.g., brainstorming listing headlines, researching neighborhood amenities). Then, look for a user-friendly AI tool designed for that task (many offer free trials).
    • Resource Recommendation: For brainstorming listing descriptions and marketing copy, try a free trial of Jasper AI or Rytr. These tools are designed for content creation and have intuitive interfaces. For quick neighborhood research summaries, explore the free features of ChatGPT or Google Gemini with simple prompts like “Summarize key amenities in [your target neighborhood].”

3. Learning to “Speak AI’s Language”: The Power of Clear Prompts

  • Practical First Step: Once you’re in an AI tool, practice giving it clear, specific instructions. Think of it as delegating to an assistant – the more precise you are, the better the output. Start with simple requests and iterate.
    • Resource Recommendation: Watch the short YouTube video “ChatGPT Prompting for Beginners” by Udacity. It provides practical tips on how to structure your prompts for better results.

4. Developing Your “AI Intuition”: Evaluating Results with a Real Estate Lens

  • Practical First Step: When an AI tool gives you an output (e.g., a property description), don’t accept it blindly. Ask yourself: Does this accurately reflect the property? Does it resonate with my target audience? Your real estate expertise is crucial for filtering and refining AI-generated content.
    • Resource Recommendation: Read articles or blog posts that discuss the importance of human oversight in AI content generation. Search for terms like “AI bias in content” or “evaluating AI accuracy” to develop a critical perspective.

5. Understanding the Ethical Boundaries:

  • Practical First Step: Familiarize yourself with basic data privacy principles and be mindful of how AI tools handle client information. Look for reputable tools with clear privacy policies.
    • Resource Recommendation: Review the National Association of REALTORS® (NAR) Code of Ethics, paying particular attention to articles related to data privacy and fair housing. Also, look for articles or webinars specifically addressing ethical considerations of AI in real estate.

6. Leveraging AI for Efficiency: Freeing Up Your Time for What Matters Most

  • Practical First Step: Explore how AI can automate time-consuming tasks, such as initial research or drafting marketing materials. By becoming more efficient, you’ll have more valuable time to dedicate to building relationships and understanding your clients’ unique needs.
    • Resource Recommendation: Look for case studies or articles showcasing how other real estate professionals are using AI to automate tasks. Search for terms like “AI for real estate automation” or “real estate virtual assistants AI-powered” to see practical examples.

7. Embracing Continuous, Small-Step Learning:

  • Practical First Step: Subscribe to a real estate tech newsletter or follow a relevant social media account. Dedicate just 10-15 minutes a week to stay informed about new AI developments and practical applications.
    • Resource Recommendation: Sign up for newsletters from real estate technology platforms or follow influencers and thought leaders in the proptech space on LinkedIn or Twitter. Search for hashtags like #realestatetech, #proptech, and #airealestate.

The AI frontier doesn’t have to feel like a daunting wilderness. By focusing on these practical first steps and gradually building your understanding with these resources, you can confidently navigate this new landscape, enhance your business, and ultimately have more time to focus on your clients’ needs.

What’s one small step and resource from above are you willing to explore this week in the world of AI in real estate?

What's Possible?
What’s Possible?