Broker-owners ask me all the time whether a recruiting system really changes the numbers. Here’s one answer, in the client’s own words. Jeremy and Lindsay Sinnes own John L. Scott Yakima in Yakima, Washington. They started 90 Days to Recruiting Success, Recruiting Insight’s 12-week coaching program, at 42 agents. A year later they sent me […]
Category: Build the Business
For real estate broker-owners: strategy, growth, profitability and market updates, and how to build a brokerage that grows in any market. Start with What 17 Brokerages Taught Us and 90 Days to Recruiting Success.
Your 2027 Plan Is Already Written
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 […]
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 […]
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 […]
How to Retain Top-Producing Real Estate Agents in Any Market
Top producers are the agents every competitor calls first. Here is what the data and the brokerages that grew through the downturn teach us about keeping them.
Your 2027 Twenty-Mile March
In 1911, two teams raced to the South Pole. Roald Amundsen’s team held a steady pace every day. In good weather they stopped at their mileage goal, even when they could have pushed farther. In bad weather they still made their miles. Robert Falcon Scott’s team pushed hard on good days and waited out the […]
What 17 Brokerages Taught Us About Growing When Everything Falls Apart
Between 2008 and 2012, the real estate industry went through the worst stretch most of us will ever see. Values collapsed. Hundreds of thousands of agents left the business. Brokerages that looked unbeatable in 2006 were gone by 2010. And yet some firms grew. My friend and longtime business colleague Steve Murray and his team […]
Four Blueprints for Turning Vision into Reality
Listening to my bachelor’s degree students pitch their business dreams this past week brought a jolt of energy into the room. Their drive is infectious. They see clear problems to solve, markets to capture, and lives they want to build. Sitting there listening, I kept coming back to a single question: What actually turns a […]