It’s easy to look at a top-producing real estate agent, a successful team manager, or the CEO of a leading firm and feel like their achievements are a world away from your own. You see the finished product—the bustling office, the impressive sales records, the widespread reputation—and it’s easy to feel like your current position is insignificant in comparison.
But let’s think about this a different way. A single brick has more in common with a skyscraper than it does with a pile of sand. A small, handcrafted prototype has more in common with a mass-produced product than a vague idea. A single, well-cultivated seed has more in common with a sprawling garden than it does with an empty patch of earth.
Every successful real estate career starts with a single, foundational action.
The initial efforts in any venture can feel almost trivial. You’re building a website that gets very few hits, you’re making follow-up calls that don’t immediately result in a listing, or you’re spending hours on a marketing plan that feels like it will never be fully realized. These tasks can seem small and disconnected from your ultimate goals. It’s easy to talk yourself out of them because the grand vision seems so distant.
However, every skyscraper is built one brick at a time. Every breakthrough product starts with a single prototype. Every thriving garden begins with a single seed. The real question isn’t about your current position; it’s about your current momentum.
Are you building, growing, and moving forward, even in small ways?
Inaction builds nothing.
Taking that one small step—securing one new lead, crafting one compelling property description, or mentoring one junior agent—is all it takes to start building something great.
Start with that one brick. Plant that one seed. Take that first step. That small, initial action, no matter how insignificant it feels, is the most crucial part of your journey toward success.
I’ve been thinking about the relentless pace of our industry. We’re all in the chase—for the next listing, the next closing, the next recruitment. But I recently came across a powerful idea from a thought leader I follow that’s been rattling around in my head:
the danger of wanting the wrong things.
The culture we operate in, and the world at large, constantly trains us to want a specific life: one of comfort, status, and endless accumulation. It tells us that success is measured by the number of sales, the size of our team, or the awards on the shelf. But this path, I believe, is a trap. It leaves us chasing a finish line that constantly moves, never quite feeling satisfied.
The real antidote is to flip that script. Instead of chasing more, what if we chased less? Less comfort, less distraction, and less excuses. The real prize isn’t the commission check or the fancy car; it’s the professional you become in the process of earning them. That’s the part that truly lasts.
This struggle is happening inside all of us, every single day. It’s the difference between the agent who obsesses over mastering their craft and the one who just wants to beat their colleagues on the leaderboard. It’s the broker who is committed to building a great team and a strong culture versus the one who just wants to be the #1 ranked firm. One path leads to a temporary high; the other leads to lasting fulfillment.
The world says to want more stuff, more options, and more comfort. But what if the path to true freedom lies in wanting less of those things? What if the goal isn’t to make our professional lives easier, but to make ourselves tougher and more resilient?
Maybe the ultimate ambition isn’t about rising higher than others; it’s about becoming a better professional and a better person.
As you go after your goals this week, ask yourself:
Are you building a professional legacy or a gilded cage?
Do you ever feel like some agents just have all the luck? They get the perfect listing, a fantastic buyer lead, or a referral from out of the blue. It’s easy to think they’re just in the right place at the right time. But what if “luck” wasn’t something you waited for, but something you actively created?
It might sound too simple, but one of the most powerful tools you have is your own voice. The more you talk about what you’re working on, the more you attract opportunities. This isn’t just about broadcasting your successes on social media. It’s about having genuine conversations with everyone in your sphere—your friends, your family, the person you grab coffee from every morning.
When you tell someone, “I’m helping a family find a bigger home because their kids are getting older,” or “I’m looking for a specific type of property for a client,” you’re planting a seed. You’re giving them a clear, tangible way to help you. People want to support you, but they can’t help if they don’t know what you need. By sharing your current projects and goals, you open the door for them to connect you with the right person or the perfect opportunity. Don’t be afraid to be specific. That’s how luck finds you.
Action Is the Antidote to Anxiety
Every real estate professional knows the feeling: a deal that’s on the verge of falling apart, a market that feels unpredictable, or the pressure of a slow month. These situations can create a paralyzing anxiety that makes it hard to move forward. When we’re caught in a cycle of fear and worry, we often feel stuck.
The good news? The cure for this anxiety isn’t wishful thinking—it’s action.
Think about a difficult client situation or a tough negotiation. When you’re just thinking and worrying about it, the problem seems to get bigger and scarier. But the moment you pick up the phone, write the email, or sit down to create a new strategy, the fear starts to shrink. Each small step you take, no matter how imperfect or slow, is progress.
Progress is what reduces the fear. Making a phone call to gather more information, researching a new marketing angle, or even just outlining the possible solutions helps you regain a sense of control. You’re no longer a passive victim of the problem; you’re actively working to solve it. This proactive mindset transforms anxiety into productive energy.
So, the next time you feel that knot of worry, don’t just sit with it. Take one small action. You’ll be amazed at how quickly the fear fades as you start making progress.
Another tough week is in the books, filled with distractions and diversions. As leaders, it’s easy to feel overwhelmed and get sidetracked from our most important goals. Lately, I’ve been thinking a lot about what truly separates the offices that consistently attract experienced agents from those that struggle.
It all boils down to a single, powerful word: commitment.
We’ve all heard the quote:
Commitment means staying loyal to what you said you were going to do… long after the mood you said it in has left you.
This is especially true in the world of recruitment. Most offices don’t fail to grow because they lack desire or an initial strategy. They fail because they lack a plan they’re willing to commit to when life gets inconvenient.
You know the drill. You create the vision board, set ambitious recruitment goals, and get excited about bringing in top talent. Then life hits. A recruiting dry spell. A potential agent goes silent. A promising offer falls through. And just like that, the initial motivation is gone.
But here’s the thing:
Motivation was never supposed to carry you. Your commitment was.
Think of it like building a solid financial future. You don’t just save when it’s easy, and you don’t just budget when you’re in the mood. You consistently follow through with your financial plan because your future depends on it. The same principle applies to building a powerhouse team or firm.
When you’re truly committed to your recruitment strategy, you don’t just network when it’s convenient. You don’t just follow up when you feel like it. You consistently refine your value proposition, reach out, and nurture relationships because the growth and future of your office depend on it.
Three Questions for Self-Reflection
Today, I want all of us—myself included—to ask three important questions:
Am I truly committed to attracting experienced agents, or just casually interested in it?
Do I have a concrete, actionable recruitment plan, or just a pile of good intentions?
Can I stay loyal to this long game even when I don’t feel like it?
The agents and offices that succeed aren’t just the ones who work hard; they’re the ones who work smart and stay consistent. Motivation will always fade, but discipline builds a strong, thriving organization.
Commit. Execute. Repeat.
Consistency is undefeated.
Here’s to keeping our commitments and building the organizations we envision.
For those of you who joined me this morning, great conversation. For those that missed? My notes:
We talked about a critical shift in how we approach our buyers and sellers (or if you’re an owner or recruiter, your prospects). New research confirms what many of us are already feeling: traditional sales tactics are losing some edge.
The other conversation today? I’ve never taken a percentage to the bank—only dollars. Justifying your value is a deeper conversation.
What Today’s Buyers & Sellers Really Want
Your clients and prospects don’t want more “just checking in” emails or voicemails. They’re not looking to be “educated” with generic information. They’re ghosting unnecessary contact because they’re burned out on being chased.
What they really want is:
Control: They’ve done their research and want to feel empowered, not pushed.
Relevance: Every interaction needs to be timely, useful, and directly address their specific needs.
Their Time Back: They’re overwhelmed and busy. They value meaningful engagements over high-volume, low-impact touches.
The data is clear: a significant portion of their decision-making happens before they’re ready for a deep conversation.
Shifting Our Approach
Instead of focusing on “getting the meeting” or “more touches,” what if we prioritized delivering insight?
Lead with Value, Not the Ask: Before you even think about showing a home or listing a property, offer something genuinely useful.
For buyers: “Here are some recent off-market opportunities in your preferred neighborhood, thought these might be helpful.”
For sellers: “This is what top-performing homes in your area are doing to attract multiple offers right now.”
Make “Contracts” Feel Human: Instead of rigid “this is how we work” pitches, try, “Would it make sense for us to spend 15 minutes discussing a few common challenges buyers face in this market?” This builds trust and respect.
Embrace Client-Led Discovery: Empower your clients to self-diagnose and explore. Offer short videos, self-assessment checklists, or ROI calculators. Let them warm up on their own time, then invite a deeper conversation.
Focus on Metrics That Matter
Ditch activity metrics (like “number of calls made”) that don’t drive real results. Instead, track:
Engagement signals: Who’s actually opening your market updates or clicking your guides?
Quality conversations and meetings held: How many interactions truly uncover a client’s pain points or aspirations that lead to engagement?
Velocity: How quickly are interested clients moving from initial contact to qualified dialogue?
The bottom line: The modern real estate client doesn’t want more outreach; they want better engagement. This isn’t about working less; it’s about working smarter, with empathy and precision. Something uniquely human!
Your challenge this week:
Audit one piece of your client interaction.
Does it create pressure or curiosity?
Does it lead with an ask or offer something genuinely useful?
Fix that, and everything downstream gets easier.
What’s Possible?
#WinTheDay to win the week!
P.S. For my CEO, Recruiter, and Talent Attraction followers—the same principles apply! This could make a solid sales meeting topic/discussion… along with the 19-point gap assessment.
I had a fantastic catch-up call with Coach Greg Benjamin recently, and he left me with a gem that hit me squarely between the eyes:
“Use the past as a school, not a jail.”
In our line of work—whether you’re a broker-owner, a recruiter, or an agent on the front lines—that single sentence holds a universe of truth. The world of real estate is littered with would-haves, could-haves, and should-haves. The deal that fell apart at the 11th hour. The top agent you couldn’t retain. The market shift you didn’t see coming fast enough.
It’s easy to let those moments become the bars of a cell. We replay the conversations, second-guess our decisions, and let the fear of repeating those mistakes dictate our future moves. That’s the jail. It leads to paralysis, rumination, and being stuck.
But what if we saw it differently? What if every setback was just a lesson plan? That’s the school. One that leads to growth, learning, and unstoppable forward momentum.
This resonates so deeply with what I’ve learned from sailing. There’s a clear and powerful separation of roles when you’re on the water:
God’s part: The how (the strength and direction of the wind) and the when (the timing of the tides). These are the market forces, the interest rate hikes, the client who gets cold feet—the things completely out of my control.
My part: The what (steering the vessel) and the why (keeping my eyes fixed on the destination). This is my strategy, my mindset, my team’s culture, my commitment to my goals.
For too long, the jail of my past was built with the guilt and shame of old storms—the deals I lost, the opportunities I missed. I was trying to control the wind. But the school of my future is being built with the grace and growth I find on the open water. I can’t command the tides, but I can learn to read them better. I can’t stop a squall, but I can teach my crew (and myself) how to secure the sails and navigate through it.
That failed deal from last year? It’s not a monument to your failure. It’s a masterclass in negotiation or contract clauses.
The agent who left for a competitor? That’s not a personal rejection. It’s a Ph.D. in culture, compensation plans, and value proposition.
A slow quarter? It’s not a verdict on your ability. It’s a curriculum on lead generation, budgeting, and building a more resilient business.
The power is in the pivot from “Why did this happen to me?” to “What is this trying to teach me?”
So, I’ll ask you the same question I’m asking myself today:
How do you ensure you’re using your past as a school?
This is especially true when it comes to continuous improvement in business. Recently, I’ve been working with a client, listening in on sales calls and conducting role-playing sessions. The insights gained from these activities are truly priceless. But the real magic happens after the activity, during the debrief.
In the business world, “debrief” often carries a negative connotation. It’s frequently associated with mistakes, failures, and blame. This fear-based approach is counterproductive. The U.S. Navy’s Blue Angels flight demonstration squadron offers a powerful alternative perspective.
The Blue Angels, known for their precision and flawless aerial maneuvers, understand the critical importance of debriefing. After every flight—whether a practice session or a public performance—they conduct a thorough debriefing process. Their goal isn’t to assign blame but to identify areas for improvement and drive fear out of the organization.
Why is debriefing so effective?
Accelerated Learning: Debriefing allows you to extract valuable lessons from every experience, both positive and negative. It transforms experience into expertise.
Improved Performance: By identifying areas for improvement, you can make adjustments and enhance your performance in future endeavors.
Enhanced Teamwork: Debriefing fosters open communication and collaboration, strengthening team cohesion.
Reduced Errors: By analyzing past mistakes, you can prevent them from recurring.
Increased Confidence: When you consistently learn and improve, you build confidence in your abilities.
How to Conduct an Effective Debrief:
Here are some key principles inspired by the Blue Angels:
Focus on Facts, Not Blame: Stick to objective observations and avoid assigning blame. For example, instead of saying “You messed up the closing,” try “The closing rate was lower than expected. Let’s analyze the factors that contributed to that.”
Encourage Open Communication: Create a safe and supportive environment where everyone feels comfortable sharing their perspectives.
Start with the Positives: Begin by acknowledging what went well. This sets a positive tone and reinforces successful strategies.
Identify Areas for Improvement: Focus on specific actions that could be improved in the future.
Create Actionable Steps: Develop concrete steps to implement the identified improvements.
Document the Learnings: Keep a record of the key takeaways from each debriefing session.
Applying Debriefing to Sales Calls and Role-Playing:
When debriefing sales calls or role-playing sessions, consider these questions:
What were the strengths of the call/role-play?
What could have been done differently?
What specific strategies or techniques were effective?
What objections or challenges were encountered, and how were they handled?
What are the key takeaways for future calls/role-plays?
By adopting a structured debriefing process, you can transform every experience into a valuable learning opportunity and propel your business forward. Make every Monday—and every activity—count. And that is how we win the day!
In real estate, we’re hardwired for the hustle: the next closing, the bigger deal, that impressive commission. We live and breathe market shifts and lead gen. But what if I told you the secret to truly exceptional and enduring success isn’t just about the tactics, but something far more profound?
I recently revisited Napoleon Hill’s classic, “The Law of Success,” and it hit me just how powerfully his insights resonate with our industry – whether you’re a broker-owner charting the course, an agent chasing your dreams, or a recruiter building a powerhouse brand, brokerage, or team.
Hill’s groundbreaking work, born from studying the titans of his era, distills success down to this: it’s not random. It’s the direct result of applying specific, timeless principles and cultivating an unshakeable mindset. It’s not just about the grind; it’s about a complete philosophy of achievement.
Let’s dive into a few of Hill’s core ideas and see how they can transform your real estate journey:
Your Definite Chief Aim: What’s Your True North?
Hill hammers home the idea of a Definite Chief Aim – a clear, burning purpose that fuels everything you do. For us, this isn’t just “sell more homes.” It’s about defining precisely what that means for you. Is it to be the undisputed leader in your market? To build a team that empowers every member to achieve their wildest dreams? To create a culture of unmatched client delight?
Without this crystal-clear vision, you’re simply drifting. For leaders, your definite chief aim sets the trajectory for your entire organization. For agents, it defines your unique brand and personal legacy. Recruiters, it dictates the caliber of talent you attract. Get laser-focused on this, and watch how powerfully everything else aligns.
The Mastermind Alliance: Your Unstoppable Force
This is one of Hill’s most impactful concepts, and it’s absolutely vital in real estate: the Mastermind Alliance. This is a group of like-minded individuals who come together in a spirit of harmony to achieve a common goal. Think about it:
Broker-Owners: Who are your trusted confidantes? Other non-competing leaders? Your C-suite forming an unbreakable front?
Agents: Are you building strategic partnerships with lenders, stagers, or even other agents for powerful co-listings? Are you part of a team where collective brilliance elevates everyone?
Recruiters: Are you tapping into a network of top producers and industry influencers to find your next superstar?
When you combine diverse intelligence, deep experience, and shared resources, you create an unstoppable synergy. Stop trying to do it all alone. Build your alliance.
Self-Confidence & Imagination: See It Before You Achieve It
Hill emphasized the critical role of self-confidence and imagination. In our world, this means more than just believing you can close a deal. It’s about vividly imagining yourself achieving your biggest goals: seeing your brokerage hitting record revenues, picturing that tough negotiation flowing smoothly, or envisioning your newest agent soaring to the top.
This isn’t just wishful thinking; it’s mental rehearsal. It builds an unshakeable conviction and allows you to proactively strategize solutions for any challenge. As leaders, inspiring this self-belief in your agents is truly transformative.
Doing More Than Paid For: The Abundance Multiplier
This principle, often overlooked, is a true game-changer: Doing More Than Paid For. This isn’t about being a martyr; it’s about approaching every single interaction with an abundance mindset.
As a broker, are you providing extraordinary value to your agents, even beyond their commission split?
As an agent, are you going the extra mile for your clients, anticipating their needs before they even voice them?
As a recruiter, are you offering invaluable insights and genuine support to potential candidates, regardless of whether they join your organization?
This commitment to over-delivery builds an incredible reputation, cultivates fierce loyalty, and creates a powerful ripple effect of positive outcomes.
Revisiting “The Law of Success” was a powerful reminder that while our market constantly shifts, the fundamental human principles of success remain eternal. It’s about inspired leadership, an empowering mindset, genuine collaboration, and unwavering purpose.
So, as you step into your next busy week, pause for a moment. Ask yourself:
What’s my definite chief aim for this next chapter of my career?
Who belongs in my mastermind alliance?
How can I do more than paid for today, for my team, my agents, or my clients?
The answers just might unlock a level of success you previously only dreamed of. What’s one Napoleon Hill principle that resonates most with you today?
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
As a coach and consultant, I often hear this common challenge in the real estate world: we know exactly what needs to get done. If you’re in real estate – whether you’re a broker owner, an office manager, a recruiter, or an agent – you’re probably wired like me: full of great ideas and comprehensive to-do lists.
We know what we need to do.
We know we need to:
Broker Owners/Office Managers: Implement that new CRM, ramp up agent training, finally tackle the marketing budget, have those crucial one-on-ones with struggling agents.
Recruiters: Make those calls, attend those industry events, refine our value proposition, build stronger relationships with potential candidates.
Agents: Prospect consistently, follow up diligently, master that new marketing tool, practice those listing presentations, nurture your sphere.
The list goes on, doesn’t it? Our industry demands constant action and evolution. So why do we often find ourselves…stuck? We’ve charted the course, but the anchor feels stubbornly lodged.
I get it. I’ve been there, and I still have those moments. That gap between “knowing” and “doing” can feel like a chasm. We get bogged down in daily fires, shiny new objects pull our focus, or maybe that little voice of doubt creeps in.
But here’s what I’ve learned – and continue to learn – in this incredible real estate journey:
Knowledge without action is just potential energy gathering dust. (K – A = D)
Our success, the growth of our brokerages, the strength of our teams, and our individual achievements are all directly tied to our ability to move from understanding to execution.
So, how do we bridge that gap? It’s not about some magic bullet or a sudden burst of superhuman motivation. It’s about practical, actionable steps that chip away at the inertia.
Your Action Plan to Get Unstuck
Here are a few things that have helped me (and hopefully will help you):
Reconnect with Your “Why”: This isn’t fluffy. Why did you truly get into real estate? What are you striving for? For brokers, it might be building a thriving, supportive office culture. For agents, it could be financial freedom or helping families find their dream homes or beyond. When that “why” is clear and emotionally resonant, the “what” and “how” become much easier to tackle.
Break It Down, Baby!: That big, overwhelming project? Slice it into the tiniest, most manageable steps. Instead of “implement new CRM,” think “research three CRM options this week.” Instead of “prospect consistently,” think “make five follow-up calls every morning.” Small wins build momentum and make the overall task feel less daunting.
Eliminate Friction: Make it easier to do the right thing. Lay out your prospecting materials the night before. Block out specific time in your calendar for crucial tasks and treat those appointments with yourself as sacred. Minimize distractions when you need to focus.
Schedule It and Honor It: If it’s not on the calendar, it doesn’t exist. Be realistic about what you can achieve, but schedule those important activities and stick to them.
Find Your Accountability: Tell someone what you’re committed to doing. Partner with another broker, manager, recruiter, or agent to check in with each other. Sometimes, just knowing someone else expects you to take action is a powerful motivator.
Celebrate Small Victories: Acknowledge your progress, no matter how small it seems. Did you make those five calls? Did you complete that first step of your CRM research? Give yourself a pat on the back (maybe even a small reward!). Positive reinforcement keeps us moving forward.
Look, we all have days where “doing” feels impossible. But in the competitive world of real estate, especially right here in this market, staying stagnant isn’t an option. We owe it to ourselves, our teams, and our clients to take action on what we know.
So, I’m asking you – and myself – what’s one thing you know you need to do this week that you’ve been putting off? Let’s commit to taking that first step. Let’s stop just knowing and start actively building the success we envision.
What’s your “one thing”? Share in the comments below – let’s hold each other accountable!
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
Every time I watch the Blue Angels perform or see their iconic documentary on Netflix, I’m not just awestruck by their incredible precision and daring maneuvers; I’m reminded of the fundamental principles that drive truly elite performance. These aren’t just the top 1% of pilots; they’re masters of a repeatable process that leads to unparalleled success. And honestly, it’s a process that everyone of us – whether we’re a broker owner, a C-suite executive, a regional manager, or a recruiter – can integrate into your own operations to achieve remarkable results.
We all strive for high standards of performance and accountability in our businesses. That’s a given. But how do we consistently hit those marks, especially when the stakes are high? The Blue Angels offer a clear blueprint:
1. Visualize Before Every Performance
Before a single jet takes off, the Blue Angels meticulously visualize their entire routine. Every turn, every close-quarters pass, every break – it’s all played out in their minds. They anticipate challenges and mentally rehearse solutions.
Think about this in your world. Before a major presentation, a crucial negotiation, or even planning your week, do you take the time to truly visualize success? Do you anticipate potential roadblocks and mentally strategize how to overcome them? This isn’t just wishful thinking; it’s a powerful tool for preparing your mind for optimal execution.
2. Execute
This is where the rubber meets the road, or in their case, the jets hit the sky. With meticulous preparation and visualization, the Blue Angels execute their plan with breathtaking precision. There’s no hesitation, no second-guessing – just focused, high-performance action.
For you, this means moving from planning to action with conviction. Trust your preparation. Lead your teams, make those calls, implement that strategy. This is the moment to put your visualized success into tangible results.
3. Debrief and Learn
Immediately after every performance, the Blue Angels go through an intensive debrief. They don’t just celebrate what went well; they forensically examine every detail. What was perfect? What could have been better? Every pilot and support staff offers their perspective, creating a collective learning experience.
This is a critical, often overlooked step in business. How often do you and your team truly debrief your efforts? After a project wraps up, a deal closes, or a recruiting drive finishes, do you honestly assess what worked and what didn’t? This isn’t about pointing fingers; it’s about genuine, objective analysis.
4. Apply the Learning, Rinse, Lather, Repeat
The debrief isn’t just an exercise; it’s a catalyst for improvement. The insights gained are immediately applied to the next practice, the next performance. They constantly refine their process, building on their successes and correcting their missteps. It’s a continuous loop of learning and improvement.
This is where the magic happens for your business. Take the lessons from your debriefs and immediately integrate them into your future strategies and actions. This commitment to continuous improvement, this willingness to “rinse, lather, and repeat” the cycle of visualization, execution, and debriefing, is what will propel you and your teams to the very top of your game.
The 1% Formula for Peak Performance: Visualize, Execute, Debrief, and Repeat.
Imagine the collective power if every leader and every team in your organization embraced this mindset. It’s not about being salesy or pushing a complicated new methodology. It’s about adopting a proven process that champions excellence, fosters accountability, and drives continuous, measurable growth.
What’s one aspect of this Blue Angels’ process you can commit to integrating into your routine this week?
