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Category: Mindset

The Silent Killer of Your Business

Mark Johnson Leave a comment

You feel it, don’t you? That low-grade anxiety humming just beneath the surface—the feeling that you’re constantly chasing something you can’t quite catch. You’ve been busy all day.

An email dings. The inbox is a constant river, but which ones are truly important? Social media sucks you in for “a quick scroll.” An hour later, you’re lost in digital noise.

By the end of the day, you’ve been busy… but what actually got done?

This is the real killer of your momentum, and it’s a problem that plagues even the best of us. You get swallowed up by the whirlwind of a thousand tiny distractions.

You see, most of the time, we’re not dealing with big, urgent problems. We’re getting lost in what Stephen Covey would call the “Urgent but Not Important” tasks—the small, non-essential stuff that demands your attention now but does nothing to move your business forward. This is where most agents, support staff, and recruiters live, constantly reacting to the demands of others while neglecting the work that truly matters.

The people who win aren’t just enduring the whirlwind; they’ve built a system that lets them stand still in the eye of the storm. They know that:

focus isn’t a luxury; it’s a keystone habit.

Think about it:

  • Distraction is a cost. It costs energy, opportunity, and money.
  • Focus pays. It pays in clarity, profitability, and peace of mind.

How to Escape the Whirlwind

It’s time to stop just being busy and start being effective. You can’t stop the whirlwind from happening, but you can build systems that protect you from it.

 

1. Prioritize with Covey’s Matrix

Before you open a single email or check social media, categorize your to-do list using Stephen Covey’s Four Quadrants. Ask yourself: Is this task

  • Urgent and Important?
  • Important but Not Urgent?
  • Urgent but Not Important? Or
  • Not Urgent and Not Important?

Your mission is to live in the “Important but Not Urgent” quadrant.

This is where you put your high-leverage activities—strategic planning, relationship-building, and business development. By consciously focusing on this quadrant, you’re not just reacting; you’re building a future.

2. Create “Do Not Disturb” Zones

You are a leader, a highly productive staff member, or a top-producing agent, not a 24/7 help desk. Schedule dedicated blocks of time for your most important work and treat them like non-negotiable appointments. During these times, silence your phone, close your email and social media tabs, and let those you support know you’re unavailable and when you will follow up. If you consistently follow through on your promises, “Do Not Disturb” zones will be your breakthrough. This is your time for deep, meaningful work, not reactive busywork. Protecting your calendar protects your profitability.

3. Adopt a “Profit First” Mindset

Money-making activities and relationships are always at the top of the list, but financial worry is one of the biggest distractions of all. Take control of it. When a commission check comes in, immediately move a predetermined percentage into separate accounts marked

  • Taxes,
  • Household,
  • Business, and
  • Savings.

This simple system guarantees your profitability and frees up your mental energy to focus on what matters most: growing your business.

Stop letting the whirlwind run you.

It’s time to take control.

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

The Blueprint for Mental Toughness: Four Strategies to Win the Day

Mark Johnson Leave a comment

As leaders and top performers in real estate, we know this business isn’t for the faint of heart. The market shifts, client emotions run high, and daily distractions can easily pull you off course. It’s in these moments that your mental toughness is truly tested.

I recently hosted a conversation on this very topic, and for those who couldn’t make it—or just need a quick refresher—here’s a recap of our conversation.

What Mental Toughness Really Means

Let’s clear the air: mental toughness isn’t about being a superhero who never feels doubt. It’s not about ignoring stress or pretending everything is perfect.

Instead, it’s the skill of staying focused and taking inspired action even when faced with immense pressure. It’s your ability to bounce back, adapt, and keep driving toward your goals, regardless of what’s happening around you.

The good news? This is a skill you can build. Here are four strategies to help you get there.

1. Control the Controllable

As leaders, we’re bombarded with things that are outside our control—market rumors, economic headlines, or a competitor’s actions. Wasting energy on these things is a losing game. The first step to building mental toughness is to consciously redirect your focus.

What can you control? Your attitude, your effort, your focus, and your response to any situation. By honing in on these controllable actions, you reclaim your power and put it toward productive, meaningful work.

2. Don’t Be Blindfolded

There’s a critical difference between being blindfolded and being blindsided.

When you’re blindfolded, you’re voluntarily missing the clues. You’re ignoring the early signs of a market shift, the feedback from your team, or the needs of a client. You put yourself at a disadvantage by not paying attention.

When you’re blindsided, you’re hit by something truly unexpected. In those moments, you have to lean on what you can control. Stay open and aware of what’s happening around you so you can spot the trends and prepare, rather than being caught off guard.

Speaking of which, the markets are moving. Are you giving your clients the data they need to price their homes correctly? Don’t be blindfolded. Use resources like Altos and RPR to stay ahead of the curve and give your agents the competitive edge they need.

3. Practice the Pause

In a fast-paced business, our instinct is to rush and react. A difficult email comes in, a frustrated agent calls, and we fire off a response without thinking. This often leads to mistakes and more stress.

The pause is the intentional space you create between an event and your reaction. Before you respond, take a deep breath. This small, deliberate moment gives you a chance to choose your response thoughtfully, rather than just reacting. This simple practice can completely change how you experience your day.

4. Connect to Your “Why”

When the distractions become overwhelming, the most powerful thing you can do is reconnect with your purpose. Why are you in this business? Is it to build a legacy, provide for your family, or create a world-class team?

Your “why” is your fuel. It’s what anchors you when the world gets noisy and gives you the strength to keep going when things get tough.

And there you have it: four strategies to help you win the day. 

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

Wednesday Mindset: How to Finish Any Week Stronger

Mark Johnson 1 Comment

We’ve hit the mid-week point. For many, Wednesday is where the momentum from Monday starts to fade, and the finish line on Friday still feels a little too far away. The initial energy has worn off, and you’re squarely in the thick of it—negotiations, client follow-up, team meetings, and the sheer volume of tasks that can feel overwhelming.

But what if this Wednesday could be different? What if you could harness this day to push through the noise and set yourself up for a powerful finish to the week? What if you could choose to stay in inspired action, even when the world around you feels chaotic?

That’s what Wednesday Mindset is all about. Today, we’re diving into mental toughness—not as some abstract concept, but as a practical, actionable skill that can redefine your results and your peace of mind.

What Exactly Is Mental Toughness?

Forget the idea of being an emotionless robot. That’s not what we’re after. For a brokerage owner, a dedicated staff member, a top-tier recruiter, or a high-performing agent, mental toughness is your secret weapon.

It’s the capacity to stay razor-focused on your objectives, maintain your drive, and take consistent, inspired action, regardless of the challenges or distractions thrown your way. It’s about being resilient enough to pivot when needed, resourceful enough to find solutions, and strong enough to keep pushing forward when others might falter. It’s the difference between merely reacting to your business and actively shaping it.

Ready to build that muscle? Here are three strategies to consider:

Strategy #1: Control the Controllable (And Ditch the Rest)

This one might sound obvious, but how often do we actually do it?

Think about your last few days. How much mental energy did you expend on things completely outside your sphere of influence? The latest interest rate hike? A competitor’s new commission structure? The general market sentiment?

While it’s crucial to be informed, worrying about what you cannot control is an active drain on your most valuable resource: your focus.

Action: Identify three things that have been stressing you out recently. Now, honestly ask yourself: “Can I directly change this outcome?” If the answer is no, make a conscious decision to shift your energy. Instead, funnel that intensity into what you can control: your lead follow-up, your team’s training, your strategic partnerships, your marketing message, your attitude, and your effort. This is where your true power lies.

Strategy #2: Practice the Pause

In our fast-paced world, especially in real estate, the default mode is often “react immediately.” A tough client call, a frustrating administrative issue, a sudden drop in lead quality—our instinct is to fire off a quick response, often fueled by emotion.

This strategy is simple, but profoundly effective: create a deliberate space between a stimulus and your response. I call it “the pause.”

Action: The next time you feel that surge of frustration, anger, or even just pressure, before you hit ‘send’ on that email, before you respond to that team member, or before you spiral into problem-solving mode, just pause. Take a deep breath. Count to five. This tiny window gives you the opportunity to choose a strategic, calm, and effective response, rather than an impulsive, potentially damaging one. It’s about responding with intention, not just reaction.

Strategy #3: Connect to Your “Why”

When the grind gets tough, when the market gets tricky, or when you face rejection (and in this business, we all face rejection), it’s easy to lose sight of the bigger picture.

Your “why” is your ultimate fuel. Why did you start this brokerage? Why do you dedicate countless hours to your team? Why do you push for that next closing? Is it the freedom, the legacy, the financial independence, the impact you have on families, the growth of your agents?

Action: Take five minutes this week, away from your desk, away from your phone, and reconnect with your core purpose. Write it down. Visualize it. Remind yourself of the profound reason you show up every single day. When distractions try to pull you off course, anchor yourself back to your “why.” It will reignite your passion and provide the resilience you need to keep going, keep innovating, and keep leading.

Building mental toughness isn’t a one-and-done event. It’s a daily practice. But by intentionally implementing these three strategies—controlling the controllable, practicing the pause, and connecting to your why—you’ll not only navigate the challenges of our industry with greater ease but also find yourself consistently winning the day.

Now, I’d love to hear from you! What are your go-to strategies for staying focused and resilient?

Do The Next Right Thing!
Do The Next Right Thing!

Beyond the 100%: What “Extra Credit” in the Classroom Teaches Us About “Extra Effort” in Business

Mark Johnson 1 Comment

The Two Worlds of “Extra.”

My professional life exists in two very different worlds. In one, I’m a college instructor, navigating classroom discussions and on occasion the “extra credit” opportunity. In the other, I’m a business consultant, working with high-performing recruiters, real estate agents, and the CEOs who lead them. Yet, I’ve noticed a surprising and powerful parallel between the two. The thrill a student feels from earning a bonus point is the same energy that fuels a top-producing agent who closes a difficult deal through sheer extra effort.

The parallels are incredible. The lessons I see play out in my classroom are the exact same ones I see in a top-producing brokerage.

The Upside: The ROI of Going Above and Beyond

In both college and business, the appeal of going above and beyond is simple and powerful. It’s about more than just a win; it’s about the return on your investment of time and energy.

  • It’s a Direct Path to the Top. In my class, that bonus report can be the difference between a B+ and an A. In your brokerage, that late night spent perfecting a listing presentation or that weekend training a new agent can lead to a promotion, a higher commission split, or a leadership role. This is how top performers create their own opportunities.
  • It’s How We Master Our Craft. When I give an extra credit assignment on a topic we only briefly touched on in class, I see students dig in and learn something new. The most successful agents do the same. They put in the extra time to get an advanced certification, attend a masterclass, or mentor a junior agent. They aren’t just selling houses; they’re becoming subject-matter experts.
  • It Builds Your Reputation. Think of the student who consistently goes the extra mile. I know who they are, and I can trust them with more responsibility. The same is true for a recruiter or a broker-owner. The agents and recruiters who invest extra effort are the ones who get the best leads and the biggest opportunities. They’ve proven their commitment.
  • It’s Your Safety Net. We all have an off day. For a student, a high score on an extra credit project can soften the blow of a bad midterm. In business, a history of consistent, discretionary effort can be your professional safety net. If a deal falls through or a campaign underperforms, your track record of hard work and commitment is your best defense.

The Downside: The Hidden Cost of “Extra”

While we love to celebrate the go-getters, we have to be honest about the potential downsides of a culture obsessed with “extra.” This is where many businesses fail.

  • It Can Devalue the Core Work. I’ve seen students who focus so much on extra credit that they neglect their core assignments. This is a huge risk in real estate, too. If you’re constantly busy with “extra” projects—networking events, side hustles, new tech—but your core business of serving clients and closing deals suffers, what’s the point? High-level performance is built on a solid foundation, not just on flash and sizzle.
  • It’s Not Always Fair. Not everyone can “do extra.” In my classroom, some students have full-time jobs or family obligations that make it impossible to take on an optional project. In your world, it’s the same. A parent with a sick child or an agent with a second job might be just as talented and dedicated, but they simply don’t have the bandwidth to put in extra hours. When a company’s culture starts to expect “extra” as the norm, it can create a seriously unequal playing field.
  • The Path to Burnout. The student who takes on every extra credit assignment is at high risk of burning out before finals. The high-performing agent who never unplugs and is always chasing the next deal is on a direct path to burnout. That’s a lose-lose for everyone. Burnout leads to mistakes, poor performance, and eventually, turnover.

Finding the Sweet Spot

My dual roles have taught me that “extra effort” is a powerful tool, but it’s not the entire strategy. For students, it’s a way to demonstrate passion, not a crutch to avoid hard work. For business clients, it’s about being strategic with their effort—using it to stand out, but not at the expense of their core business or their well-being.

The real win isn’t about chasing a grade.

It’s about building a culture—in the classroom or the office—that celebrates and rewards high-quality core performance, while valuing and empowering truly exceptional, sustainable “extra” effort. It’s about building a system where everyone can win, not just the ones who can afford to play the extra credit game.

Sometimes you win, sometimes you learn.
Sometimes you win, sometimes you learn.

Beyond the Listing: The Principles of Persuasion for Real Estate Professionals

Mark Johnson 3 Comments

Let’s be honest. In this business, it’s not the house that sells itself. It’s you. It’s the way you walk into a room, the questions you ask, and the trust you build in a single conversation. Top performers and ace recruiters get this on a gut level.

But what if you had a roadmap for it?

That’s exactly what Robert Cialdini laid out 40 years ago in his book, Influence: The Psychology of Persuasion. A recent article by David Robson reminded me just how powerful these principles are—and how we’ve been using them all along. This isn’t academic theory; it’s the playbook for every successful real estate professional.

Here’s how to put his core strategies into practice.

The Give-First Play

Cialdini calls it Reciprocity. I call it the “give-first” strategy. People naturally feel a desire to give back when you’ve done something for them. The key is to provide genuine value without asking for anything in return.

  • For Agents: Don’t just wait for a listing. Offer a free, no-obligation comparative market analysis (CMA). Provide a list of trusted local contractors for a potential client who’s just thinking about selling. Buy the coffee. These small acts of generosity build a powerful foundation of trust before a contract is even on the table.
  • For Recruiters: Offer a prospective agent a free one-on-one coaching session. Share your best lead-generation tactics. This small investment of your time will make them feel like you’re already invested in their success—and make them more likely to join your team.

Building Momentum

This is the principle of Commitment and Consistency. It’s about getting those “small yeses” to build momentum toward the big “yes.”

  • For Agents: Start with a low-stakes request. Get a potential seller to agree to a 15-minute phone call to review a CMA. Then, ask for a commitment to a follow-up meeting. Every small agreement makes it harder for them to say “no” later.
  • For Recruiters: Don’t lead with a multi-page contract. First, get a verbal or email commitment to a quick chat. After that, ask for a commitment to meet for coffee to discuss their goals. Each step feels small and logical, leading them right to your offer.

The “Everyone Loves This” Effect

Social Proof is just showing that others are taking the same action. It’s proof that you’re worth trusting.

  • For Agents: Don’t just talk about your success—show it. When you’re with a new client, pull up your phone and show them your five-star reviews on Zillow or Google. Mention that you’ve sold a home on their street or that you work with a lot of families just like theirs.
  • For Recruiters: Showcase your team’s success with numbers. “Three of the top 10 agents in the county joined our team last month.” or “We’ve helped 20 new agents triple their income in the last year.” This proves that smart people are making the same choice.

Own Your Expertise

Authority is about being the pro in the room. People trust experts.

  • For Agents: Don’t just say you’re an expert—prove it. Create a high-quality neighborhood market report and bring it with you. Instead of guessing an answer, say, “That’s a great question. Let me get the exact answer from my network of specialists.” This shows you’re not just a salesperson; you’re a resource.
  • For Recruiters: Showcase your firm’s training programs, your personal track record, and the cutting-edge technology you use. Share a success story of an agent who grew their business significantly after joining your team.

Just Be a Real Person

Cialdini’s Liking principle is simple: people are more likely to be influenced by people they like. This goes way beyond a fake smile.

  • For Agents: Find genuine common ground. Before you dive into the listing presentation, ask about the family photos on the wall or a unique piece of art. Talk about your kids, your hobbies, or what you love about their neighborhood. Make them feel like they’re working with a friend, not just a salesperson.
  • For Recruiters: In your first conversation with a potential hire, ask them what their biggest challenge is. Talk about their dreams and their goals. Show you’re not just selling them a brand but are genuinely invested in helping them succeed.

At the end of the day, these principles are about being intentional. It’s about putting yourself in a position to be the most influential, trusted, and professional agent or recruiter in the room. And that’s what this business is all about.

What's Possible?
What’s Possible?

Speed to Lead: Why Every Second Counts in Real Estate

Mark Johnson 2 Comments

As a CEO broker-owner, manager, staff member, or real estate agent, you know the hustle is real. You’re constantly juggling appointments, following up with clients, and trying to stand out in a crowded market. But what if I told you that one small change could dramatically improve your results and give you a huge competitive advantage?

I’m talking about speed to lead—the time it takes for your business to respond to an inbound lead. It’s not about being a little faster; it’s about being lightning fast. Because in today’s digital world, every second counts. The data is clear: the first business to respond is almost always the one that wins the deal.

Why Is Speed to Lead So Critical?

Think about how you use the internet. When you have a question or need a service, you want an answer now. Your clients are no different. They have high expectations and low patience. If they reach out to you and don’t get a quick response, they’ll simply move on to the next agent or brokerage.

According to Verse.ai the source of this study, The Impressive Impact of Speed to Lead: 5 Ways to Shorten Response Time, leads go cold in minutes, not hours or days. The stats are jaw-dropping:

  • 78% of customers buy from the business that responds first.
  • Leads are 21x more likely to convert if contacted within five minutes.
  • After just one hour, the likelihood of making successful contact with a lead drops by 10x.

These numbers aren’t just statistics; they are a direct reflection of your business’s success. A faster response time means you’re more likely to make contact, qualify the lead, and ultimately close the sale. It also shows your clients you respect their time, building trust and strengthening relationships from the very first interaction.

5 Ways to Drastically Improve Your Speed to Lead

So, how can you improve your speed to lead without hiring a round-the-clock team or burning out your agents? The key is leveraging technology and smart processes.

  1. Automate First Outreach: This is a game-changer. By using AI-powered tools, you can ensure an immediate follow-up for every single lead, no matter the time of day. Advanced conversational AI can send a text, start a conversation, and answer basic questions within seconds of an inquiry.
  2. Maintain 24/7 Coverage: Did you know that 45% of leads come in outside of normal business hours? If you’re not responding until the next morning, those leads have already gone cold. Automation and AI tools can bridge this gap, ensuring every lead gets a response, even when your team is offline.
  3. Implement Instant Notifications: Your agents can’t be fast if they don’t know a lead has come in. Ditch the manual processes. Use your CRM to instantly notify agents via email, Slack, or SMS the moment a new lead arrives.
  4. Enable Self-Service: Empower clients to get what they need immediately. Consider adding a self-serve appointment-setting function on your website or a chat widget that can answer frequently asked questions. This can eliminate the need for an immediate agent follow-up and improve the customer experience.
  5. Score Your Leads: Not all leads are created equal. By assigning a score to each lead based on their engagement and qualifications, you can help your team prioritize who to contact first. This ensures your most qualified, high-priority leads get the attention they deserve—and fast.

The Bottom Line

In real estate, a swift response isn’t just a courtesy; it’s a strategic necessity. By focusing on your speed to lead, you can unlock better results across your entire pipeline, from initial contact to closing the deal.

Are you ready to stop letting valuable leads slip through your fingers and start putting your business on the fast track to success?

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

The Enduring Lessons of Discipline, Justice, and Duty – Insights from Joe De Sena

Mark Johnson Leave a comment

Joe De Sena, the relentless founder of Spartan Races and a man who embodies the spirit of pushing limits, recently shared some profound reflections that resonate deeply. Having personally experienced the challenge and reward of several Spartan Races, his words carry a weight that comes from real-world application of tough principles. His recent post laid out stark lessons from history and offered a powerful framework for navigating life’s challenges.

He wrote:

  • Sparta’s lesson: Discipline without justice = collapse.
  • Rome’s lesson: Wealth without discipline = collapse.
  • Religion’s lesson: Prosperity endures only when tied to duty.

These aren’t just historical footnotes; they are timeless truths that echo in our personal lives and the broader world around us. Sparta, renowned for its rigorous discipline, ultimately faltered when that discipline wasn’t tempered by fairness and equity. The mighty Roman Empire, swimming in wealth and luxury, crumbled when its citizens lost the foundational discipline that built it. And across many faiths, the concept of prosperity being linked to one’s responsibility and purpose remains a cornerstone.

So, what’s “The Hard Way” answer to these enduring lessons, according to De Sena? It’s this:

Don’t get seduced by wealth or comfort. Don’t run from ambition, but don’t let it consume you either. Strip it down, tie it to duty, and build discipline that survives success.

This is a potent recipe for a resilient life. It’s not about shunning success or ease, but rather about maintaining a core of discipline and purpose that anchors you when the winds of fortune shift. Ambition is a powerful engine, but without the guidance of duty and the structure of discipline, it can easily lead to imbalance and eventual downfall.

The essence of “The Hard Way” philosophy, as De Sena articulates here, is about building a foundation that can withstand the inevitable tests life throws our way. Whether it’s the challenges of building a business, maintaining a healthy lifestyle, or simply navigating the complexities of human relationships, the principles remain the same.

His concluding thought is particularly striking:

Because sooner or later, every empire (and every individual) faces the same test. Can you stay hard when life gets easy?

This is the ultimate question. It’s easy to be tough when facing adversity, but can we maintain that same level of discipline, that same commitment to our duties, when comfort and ease beckon? The lessons from Sparta, Rome, and the wisdom of many traditions suggest that our ability to stay grounded and disciplined in times of prosperity is the true measure of our strength and the key to long-term endurance.

Joe De Sena’s words serve as a powerful reminder to strip away the excess, connect our ambitions to a sense of duty, and cultivate a discipline that isn’t just about enduring hardship, but about thriving through all seasons of life. What are your strategies for staying “hard” when life gets easy? Share your thoughts…

What's Possible?
What’s Possible?

A Tale of Two Trends: Why Resilience and Experience Are Key

Mark Johnson 1 Comment

I like to cut to the chase and get to what’s really happening in the residential real estate market.

We’ve got a lot to unpack, from inflation woes to a surprisingly resilient housing landscape.

Macroeconomic Trends: A Mixed Bag

July’s numbers are in, and they’re a bit of a head-scratcher. Inflation is still on the rise, with both consumer and wholesale prices climbing. It seems to be a persistent threat that’s not going away anytime soon. Yet, despite this, retail sales are holding strong, a testament to consumer resilience. Small business optimism is also back on the upswing, even amid the uncertainty. This tells me that while there are headwinds, people are finding ways to adapt and thrive.

Housing Market Snapshot: A Look Around the Country

Let’s zero in on some market data:

National: The national picture is a bit more optimistic. Existing home sales increased by 2.0% in July, and the median home price was up 0.2% year-over-year to $422,400. Inventory also saw a slight bump, giving buyers more options. The key takeaway is that the national market is showing resilience, with sales inching up. Median days on market: 63

California: The market here is cooling off a bit, but it’s far from a crash. July home sales trailed last year’s levels for the fourth straight month, with existing single-family home sales at a seasonally adjusted annualized rate of 261,820. The statewide median home price was $884,050, a slight dip from both June and July of last year. While affordability remains a challenge, it’s a more balanced market where deals are still getting done. Median days on market: 63

Florida: Florida’s market mirrored broader trends. Closed sales for single-family homes were down 2.8% from July of last year. However, the statewide median sales price was $410,000, a modest 1.7% decrease year-over-year. The supply of homes is at 5.4 months, a sign of a more balanced market compared to the previous year. Median days on market: 91

Texas: In Texas, the market followed typical summer trends with sales slowing and prices adjusting. For example, Central Texas saw a 7.9% decrease in sales from July 2024, with the median price at $435,000, down 3.3%. However, new listings and active listings are up, which is great news for buyers and suggests a more balanced market. Median days on market: 77

New York: New York’s housing market is experiencing a shift: while the statewide median price was up 4.9% year over year to $451,000 in July, closed sales were down 2.3%. Median days on market: 56

A Look at Today’s Agents: Experience Matters

This is the part that should resonate with all of us. The latest National Association of REALTORS (NAR) report highlights a trend: the industry is getting older and more experienced. The median age of NAR members is now 57, up from 55 last year, and the median number of years of experience has increased to 12, up from 10.

This shift isn’t just about age; it’s about wisdom.

A majority of agents — 74%— are “very certain” they’ll stick with real estate for the next two years. This is a powerful signal. Despite market shifts, agents are not giving up. They’re hunkering down, leveraging their experience, and preparing to tough it out.

So, what’s the takeaway?

  • The market is shifting, not collapsing.
  • The agents who are succeeding are those with the experience and commitment to weather the storms.
  • This is a time to lean on your skills, adapt your strategies, and show your clients the value that only a seasoned professional can provide.
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!

Stop Trying to Control Everything: A Real Estate Pro’s Guide to Thriving in Uncertainty

Mark Johnson 1 Comment

In real estate, we live in a world of variables. We’re juggling fluctuating interest rates, unpredictable client emotions, and a market that can turn on a dime. For broker owners, team leaders, and top-producing agents, the desire for control is strong. We want to be in command of our schedules, our deals, and our outcomes.

But what happens when an inspection uncovers a major issue, or a client gets cold feet at the last minute? When our desire for control meets the unpredictable reality of our business, it can lead to burnout and frustration.

A recent article from Psychology Today offers some powerful insights that are surprisingly relevant to our industry. It’s a reminder that true strength isn’t about controlling everything; it’s about mastering your response to what you can and can’t control.

1. You Choose Your Response

“Whatever information I’m given, I have a choice about what to do next.”

The market might be hot or cold, but you always have a choice about how you react. When inventory is low, you can choose to double down on prospecting for new listings. When rates spike, you can choose to become an expert on creative financing options.

2. Prepare for All Outcomes

“The information or result I get could be better or worse than I expect.”

This is a universal truth in real estate. The best-looking deal on paper can fall apart, and the most challenging listing can lead to a quick, painless close. By preparing for a range of outcomes, you’re never caught completely off guard.

3. Control Your Actions, Not the Results

“I can control these actions, but I can’t control this outcome.”

You can’t force a buyer to make an offer or a seller to accept it. But you can control the quality of your communication, the thoroughness of your marketing, and the professionalism of your negotiation. Focus on what’s in your sphere of influence.

4. Good Processes Lead to Good Outcomes (Eventually)

“Good decision processes can lead to bad outcomes, and vice versa.”

Sometimes you do everything right—you pre-qualified the buyer, the inspection was clean, the financing was solid—and the deal still falls apart. That doesn’t mean your process was bad; it just means the outcome was beyond your control. Stick to your proven systems.

5. Focus on What You Can Control

“I can control X, but not Y.”

A client might not qualify for the loan, but you can control providing them with a list of reputable mortgage brokers. A showing might be a no-show, but you can control how you follow up. Focus on the tangible actions you can take to move your business forward.

6. Embrace Imperfection

“I can choose to make no new mistakes, or I can choose to make progress on my goals, but I can’t choose both.”

Perfectionism is the enemy of progress. The best agents and brokers I know are the ones who aren’t afraid to fail. They see every challenge and every lost listing as a chance to learn and adapt.

7. Your Success is Built on Mistakes

“My biggest achievements have contained many mistakes.”

Think about your biggest wins in this business. I can almost guarantee that somewhere in that story, there was a deal that fell apart, a client you lost, or a time you completely misjudged the market. Those failures didn’t derail your success; they were the tough lessons that forged the skills you needed to get to where you are today.

Let’s all give ourselves permission to let go of the need for perfect control. Embrace the uncertainty, learn from the journey, and trust in your ability to adapt. That’s not just a way to cope; it’s the path to becoming an unstoppable real estate professional.

What's Possible?
What’s Possible?

Building the Plane While It’s Flying? That’s Just Real Estate.

Mark Johnson Leave a comment

Let’s be real. “Building the plane while it’s flying” isn’t just a metaphor… it’s how we operate every single day in this business. The real estate market doesn’t pause for us to get our ducks in a row. Our clients don’t wait while we upgrade our systems. This constant, mid-air change is the new normal, and it impacts everyone in the brokerage.

What it Looks Like on the Ground (and in the Air)

  • For the CEO: You’re running a business that’s already in flight. You can’t just stop everything to vet a new CRM or revamp your recruiting strategy. You have to roll out changes while the current systems are still live, agents are still closing deals, and the business continues its trajectory. It’s about making a pivot without crashing.
  • For the Recruiter: Your job is to attract talent to a moving target. You’re selling a vision of a brokerage that’s always getting better, always adding new tools, and always adapting to the market. You need to be confident in where the plane is headed, even as the crew is adding new engines.
  • For the Staff: You are the crew chief. You have to learn new software, manage updated processes, and support agents through changes – all without missing a beat. Your job is to make the transition seamless and keep the operation running smoothly, even when things feel a little turbulent.
  • For the Agent: You’re in the cockpit. You have to adopt new tools, learn a new MLS system, and adapt your marketing strategy on the fly. Your clients expect you to be an expert, and that means you can’t hit the “pause” button on your business to catch up.

How to Land Safely

Successfully navigating this constant state of change isn’t about avoiding turbulence – it’s about handling it well.

  1. Communicate Constantly: Over-communicate every change, big or small. Explain why a new tool is being implemented and how it will benefit everyone. This isn’t just about what you’re doing, but why.
  2. Start Small: Don’t try to fix everything at once. Pilot a new system with a small group of agents first. Get their feedback. Fix the bugs. Then, roll it out to the rest of the team. Incremental change is much safer than a massive overhaul.
  3. Provide Real Support: Don’t just send out an email and call it a day. Offer hands-on training, quick tutorials, and a clear point of contact for questions. Make sure people feel supported, not left to fend for themselves.
  4. Embrace the Feedback Loop: Your team on the ground knows what’s working and what’s not. Listen to them. Their input is crucial for making the next iteration better.

In the end, this is just the reality of the game we’re in. The most successful brokerages aren’t the ones that avoid change. They’re the ones that build a strong culture around it and learn to fly the plane with confidence while making it better in flight.

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