Dollars Is Seventh on Our Own List. It’s the Only One They Ask About. Every leader in real estate knows how the recruiting conversation starts. An agent sits down, glances at the numbers, and asks the question you can set your watch by: “What’s your split?” And if we aren’t careful, we answer it. We […]
Category: Lead Yourself
Personal performance, mindset and daily habits for real estate leaders, agents and students. You can’t lead others further than you lead yourself. Start with Action Produces Data. Theory Produces Opinions.
Being Larger Than the Situation
Here is a simple test for your mindset today: Do your circumstances dictate your mood? Or do you choose your mindset, and treat the situation as simply something to respond to? One sign of mental toughness is being larger than the situation. The less your mood depends on your circumstances, the more mentally tough you […]
The Shiny Penny vs. The Consistent Producer: A Lesson from Pope Leo
I was listening to Pope Leo’s homily recently, and my mind eventually went to how I could apply this to you, to recruiting, and to retention. Say what? Stick with me for a second. Reflecting on beauty, Pope Leo pointed out something we all quietly know but rarely act on: we equate value with a […]
The Moonwalk Problem: Why Your Best Agent Crashes After Their Best Year
Inspired by a recent Scott D. Clary Success Story podcast conversation with Bear Grylls. On July 20, 1969, Buzz Aldrin walked on the Moon. He came home to ticker tape parades, heads of state, and the Presidential Medal of Freedom. A few years later he was selling cars at a Cadillac dealership, drinking heavily, and […]
Consistency Is Not a Personality Trait. It Is a Memory.
Consider this: Consistency may not be something you were born with or born without. It might be a memory your brain builds every time you complete what you started. I hear the other version constantly from broker owners, recruiters, loan officers, and top producers. “I’m just not a consistent person.” “My top agent has that […]
What Would You Try If You Didn’t Know It Was Hard?
If you are a real estate broker, lead a region or office, manage a mortgage team, or operate as a top producing agent or affiliate partner you are well aware that new agents sometimes earn a big win. You often ask yourself how they did that. The answer is simple. They did not know it […]
Radical Efficiency and Deep Roots: Thriving in Brutal Conditions
As some of you know, I live in Southern California, driving distance from both Death Valley and Mount Whitney. I’m currently training for a half marathon, with the possibility of progressing to a full marathon. My commitment deadline is early September. To give my joints a break, I dedicate my off days to rowing or […]
Turning Disappointment into Your Next Big Win
If you’re a real estate broker, lead a region or office, lead a mortgage team, or operate as a top-producing agent, you’re well aware that disappointment is an inherent part of the job. At our core, we are in the business of building genuine relationships. But let’s be honest: people are busy, overwhelmed, and constantly […]
Winning the Day: Stop Overthinking and Take the Next Step
The fuel and inspiration for today’s thoughts come directly from James Clear, author of the incredible book Atomic Habits. Applying his mindset to our industry completely changes how we operate. If you run a real estate brokerage, lead a mortgage team, or operate as a top producing agent, you probably spend a lot of time […]
Nobody Owns the Word “Brothers”
Three lessons from Groucho Marx: Here’s where he proved it. In 1942, Warner Bros. released Casablanca: Bogart, Bergman, the biggest picture in the country. A few years later the Marx Brothers, well past their peak, announced a comedy called A Night in Casablanca. Warner Bros. sent a legal notice claiming rights to the word “Casablanca” and suggested […]