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Category: Real Estate Sales

It’s All About That Prompt, Isn’t It? (To the tune of a certain pop superstar)

Mark Johnson Leave a comment

It’s all about that prompt, isn’t it? (To the tune of a certain pop superstar)

We hear it everywhere these days: “Use AI to save time!” “Leverage AI to supercharge your recruiting!” “AI will write your next listing description!” But as many of us are discovering, getting a truly useful result from an AI tool isn’t as simple as typing a single sentence and hitting ‘enter.’ The magic isn’t just in the AI; it’s in how you ask.

The quality of your AI output is a direct reflection of the quality of your input. A vague, one-line request will get you a generic, uninspired result. A detailed, well-structured prompt, however, can unlock a level of productivity and creativity that can genuinely transform your real estate business.

It’s all about the prompt.

As a coach, I’ve seen that different personalities click with different methods. There’s no one-size-fits-all approach to AI. That’s why I teach three distinct, powerful frameworks for crafting prompts that deliver results. Depending on your style, you might be a “RISER,” someone who gets “CLEVER,” or a leader who knows when to “REVISE.”

Let’s find the framework that fits you.

Option 1: The “RISER” Framework

Are you the type of leader who likes a straightforward, foundational process? Do you want to build upon what works and elevate it to the next level? The RISER framework is for you. It’s a logical progression from idea to polished final product.

“RISER” is a positive and memorable acronym that empowers you to elevate your initial prompts, taking them to a higher standard of accuracy and refinement.

Here’s how it works:

  • Role: Assign the AI a persona. Don’t just ask it to write; tell it who to be. For example, “Act as an expert real estate coach specializing in agent retention.”
  • Input: Provide the necessary information and context. This is where you give the AI the raw materials. “I am a broker-owner of a mid-sized firm with 35 agents. We’ve recently lost two top-producers to a competitor offering higher splits.”
  • Specifics: Give detailed, explicit instructions. The more specific you are, the better the result. “Write a three-paragraph email to my agents. The tone should be confident and reassuring, not defensive. Mention our unique value proposition of mentorship and our new lead generation system.”
  • Expectation: Define the desired outcome. What does success look like? “The expected outcome is an email that boosts morale and reminds agents of the non-monetary benefits of our brokerage.”
  • Review & Refine: This is the crucial final step. Read the AI’s output. Is it accurate? Does it match your voice? Edit it. Tweak the sentences. Make it yours. The AI gives you a strong draft; you provide the final polish.

Option 2: Get “CLEVER” with Your AI Prompts

For the more analytical and detail-oriented leader, the CLEVER framework encourages a deeper, more strategic interaction with AI. If you enjoy looking at a problem from all angles and value precision, this is your model.

“CLEVER” is a fun and empowering acronym that suggests a more sophisticated level of interaction with AI.

Break it down:

  • Context: Set the stage. This goes beyond basic input. “We are a luxury brokerage in a competitive coastal market. Our target demographic for recruiting is experienced agents doing $10M+ in annual volume.”
  • Lens: This is the “perspective” or “role” you want the AI to adopt. “View this from the lens of a top-producing agent who is considering a move. What would they care about most?”
  • Expectation: Clearly state your desired outcome. “Generate a list of 10 interview questions to ask an experienced agent that will uncover their true motivations beyond just commission splits.”
  • Verify: Check the output for factual accuracy. If the AI mentions specific market data or trends, verify it. This step is critical for maintaining your credibility.
  • Edit: Refine the language, tone, and style to match your brand and personal voice. The AI might sound too formal or too casual. Your editing makes it authentic.
  • Review: A final read-through of your edited text to ensure it flows perfectly and meets all of your initial requirements.

Option 3: “REVISE” Your Approach

The REVISE framework is for the decisive, action-oriented leader. It’s a dynamic and iterative process for those who like to get a draft, react to it, and quickly mold it into exactly what they need. It’s about shaping the output with strong guidance.

“REVISE” emphasizes the iterative nature of working with AI and is a strong call to action.

Here’s the game plan:

  • Role: Define the AI’s persona. “You are an Instagram marketing specialist for real estate agents.”
  • Expectation: State the desired outcome upfront. “I need seven Instagram post ideas for a new listing.”
  • Viewpoint: Define the specific angle you want the AI to take. “The viewpoint should be focused on the lifestyle benefits of the home, not just the features. Think ‘entertaining friends on the patio,’ not ‘3-bed, 2-bath.'”
  • Input: Provide the essential data. “Input is the property address, a link to the listing, and key details like the new chef’s kitchen and the backyard oasis.”
  • Scrutinize & Sanitize: This is a powerful step. Check for accuracy, but also for biases or generic statements. “Sanitize” the content by removing clichés like “dream home” or “hidden gem.”
  • Edit: Make your final adjustments. Rewrite the call to action. Add a personal story or a specific market insight. This is your final stamp of approval.

The Takeaway

No matter which framework resonates with you, the principle remains the same: a structured prompt is the key to unlocking the power of AI. By moving beyond simple requests and thoughtfully guiding your AI assistant, you can generate higher-quality marketing copy, create more effective recruiting materials, and develop smarter strategies for your brokerage.

So, the next time you open that AI chat window, don’t just give it a task. Give it a role, a purpose, and a clear expectation. You might be surprised at the brilliance you get in return.

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

Unleashing Your Potential: Insights from Elena Cardone

Mark Johnson Leave a comment

You don’t always have to be in the room to feel the impact. Sometimes, the most powerful ideas travel through the networks we build. That’s exactly what happened this week when my phone started buzzing. Several trusted connections, all leaders in their own right, attended a seminar with business powerhouse Elena Cardone and were generous enough to share their notes.

As I reviewed their takeaways, a clear message emerged. The insights, stemming from an event sponsored by Capital Title, were too valuable not to synthesize and share. For anyone looking to build, grow, and dominate their industry, these principles are pure gold.

Here are the key lessons, compiled from the notes of those who were there:

1. Collaboration is the New Currency

A recurring theme was that in today’s economy, your greatest asset isn’t just your bank account; it’s your ability to form strategic alliances. The message from Cardone and Copeland was clear: fostering deep, collaborative relationships creates opportunities and generates value far beyond what one person can achieve alone. It’s time to shift our focus from just networking to actively building with others.

2. Commit First, Figure the Rest Out Later

This is a direct challenge to analysis paralysis. How many great ideas die while we wait for the “perfect” plan? The notes emphasized a core tenet of the “10X” philosophy: take decisive action. The act of fully committing to a goal unleashes the momentum and creativity needed to find solutions along the way. Progress over perfection.

3. Your “Future Self” Demands Present-Day Sacrifice

A powerful question, highlighted in every set of notes, was: “What are you willing to give up to get to where you want to be?” This is about making disciplined trade-offs. To become the person you aspire to be, you must consciously eliminate the habits, comforts, and distractions that are holding you back. Success has a price, and it’s paid with intention.

4. Audit Your Actions Daily

The most practical takeaway was a simple filter for daily decision-making: “Do my actions push my ‘Future Self’ farther away, or pull it closer?” This forces immediate accountability. Every choice, from what we eat to how we spend our time, either serves our ultimate vision or sabotages it.

5. Your Inner Circle is Your First Line of Defense

The people you surround yourself with will either build you up or tear you down. The notes from the event were starkly clear on this:

  • A huge red flag: When someone attacks your strengths. This is often a sign of their own insecurity and jealousy.
  • Another red flag: When someone feeds your weaknesses (vices, bad habits, etc.). These enablers keep you from your potential.

True partners, in business and in life, align with your ethics and champion your growth.

It’s a testament to the power of community that these lessons can ripple outwards. A big thank you to my network for sharing this wisdom. The message from Elena Cardone is undeniable: building an empire requires an unapologetic mindset, strategic action, and a carefully curated inner circle.

Source: These insights were compiled and synthesized from notes shared by several connections who attended a recent event featuring Elena Cardone and Lisa Copeland, sponsored by Capital Title.

What's Possible?
What’s Possible?

A Broker’s Briefing: California’s Mid-2025 Economic & Real Estate Outlook

Mark Johnson Leave a comment

For California real estate professionals, the mid-2025 market is a story of critical divergences that demand close attention. While existing home prices are hitting all-time records and sales are up due to inventory rising for the first time in nearly a decade, the new-build pipeline faces significant hurdles.

The primary challenge is on the supply side. Citing uncertainty over tariffs and high material costs, home builder sentiment is pessimistic, driving new housing permits down to their lowest levels since 2015. This suggests that while large-scale residential projects like Silverwood in Hesperia and Related Bristol in Santa Ana are proceeding, the broader flow of new single-family inventory may remain constrained. However, a potential bright spot for buyers is the forecast for one or two Federal Reserve rate cuts before year-end, which could provide much-needed mortgage rate relief and boost demand.

Broader economic trends are shaping the client landscape. While the state is expected to avoid a recession, it faces a major budget deficit, and the job market is shifting dramatically. Healthcare is the main sector adding jobs, while the tech industry has seen significant layoffs due to the adoption of AI. This employment shift could influence buyer demographics and demand across different regions.

On the commercial side, the office market remains weak but is finally showing signs of a turnaround in utilization in key markets like Orange County and San Diego County.

The Takeaway for Agents: The current market requires educating clients on a complex picture. The key opportunities lie with the rising inventory of existing homes and potential rate cuts. The primary challenge is the scarcity of new construction, which will likely keep upward pressure on prices for the foreseeable future.

Source: Analysis inspired by “The Economic Outlook for California at Mid-Year” (June 2025) by Mark Schniepp, California Economic Forecast.

Follow Up
Follow Up

Your Character Isn’t Forged in a Comment Thread. It’s Built in the Follow-Up.

Mark Johnson Leave a comment

The headlines are deafening. One expert predicts a market crash, another a buying frenzy. Interest rates are a daily obsession. A new lawsuit threatens to upend the entire industry. Everyone has a hot take, a prediction, a complaint. Everyone is a commentator.

The volume goes up, the noise gets louder, and it’s easy to get swept up in the chaos.

Meanwhile, nothing that truly builds your business has changed.

The phone still sits there, waiting for you to make the calls. Your database still needs to be organized. The difficult conversation with the seller whose home isn’t getting offers still needs to happen. Your skills still need to be sharpened, your value proposition still needs to be perfected, and your daily habits still decide who you are when the commission checks aren’t rolling in.

Mental toughness in real estate isn’t built when you have three offers on a listing in the first 24 hours. It’s forged when the world feels uncertain, and you stay focused anyway. It’s built when you choose discipline over distraction, client care over internet chatter, and grit over gossip.

Here’s the truth for every agent, broker, and recruiter in our industry:

You don’t need to win an argument about the future of commissions. You need to win the trust of the next family that needs to sell their home.

You don’t need to be right about where rates are going in six months. You need to be ready when a client calls you in a panic, needing a steady, expert hand to guide them.

When a deal gets rocky, when a buyer gets cold feet, when a market shifts and your clients need real strength, no one is going to care what you posted on Instagram. They will ask if you have a plan, if you can lead, if you can endure.

That is why we train. That is why we practice our scripts, why we master our CRM, why we preview property on a Tuesday morning when no one is watching. Not to impress our peers, but to become the kind of professional people can count on when it really matters.

Let other agents trade outrage online. You focus on building your capacity.

According to the National Association of REALTORS®, a significant number of agents leave the industry within the first five years. The reasons often boil down not to a lack of talent, but a failure to consistently perform the fundamental, unglamorous tasks of the job. It’s a failure in discipline.

How Do You Vet for Strength?

I’m inspired by a story from Joe De Sena, the founder of Spartan Race. He once had two men drive over seven hours for a business meeting. When they arrived, he didn’t take them to a conference room. He took them on a ten-mile run, followed by hundreds of pull-ups and burpees. By the time they sat down for breakfast, their hands torn up, he knew everything he needed to know. They showed up, did the hard work, and didn’t complain.

How are you vetting your agents? How are you assessing your own capabilities?

For recruiters and brokers, look past the vanity metrics. An agent’s strength isn’t measured by their follower count; it’s measured by their follow-up. Look for the agent who is obsessed with their craft, who time-blocks their prospecting, who seeks out coaching, and who doesn’t flinch when a client needs a dose of reality.

For agents, your character isn’t built in a viral Reel. It’s built when you get up at 5 a.m. to study the MLS before your family wakes up. It’s forged in the sweat equity of door-knocking in July and in the choice to take another negotiations course when you could be scrolling.

Strength doesn’t tweet. It quietly earns trust and closes deals.

Your Assignment This Week

Go quiet. Tune out the noise, the performative rage, and the endless speculation.

Pick something hard for your business and do it. Not because you’ll get likes for it, but because it will make you a better, stronger professional.

  • Make the 20 calls you’ve been avoiding.
  • Finally segment that messy database.
  • Have the pricing conversation you know you need to have.

The most successful people in this business are rarely the loudest in the room. They are the most disciplined, the most prepared, and the most focused on the things that actually matter.

Now go prove it.

Inspired by: De Sena, Joe. “The Hard Way” Newsletter.

Source: National Association of REALTORS® (NAR) member data and industry reports on agent success and failure rates.

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

The Real Estate Market is Shifting. Are You? 8 Tools for Thriving in Uncertainty

Mark Johnson Leave a comment

Let’s be honest. The headlines are swirling, the market is unpredictable, and conversations about interest rates, inventory, and commission structures seem to change by the minute. In times like these, it’s easy to feel like you’re reacting, not leading. It’s tempting to either hit the panic button or bury your head in the sand.

But what if this uncertainty wasn’t a threat, but an opportunity?

I was thinking about this the other day when I came across a piece by Leah Smart in her LinkedIn News newsletter, Everyday Better. She shared a personal story about facing a career crossroads: take the safe, prestigious management role, or step into the unknown to pursue a more fulfilling, self-directed path. She called it choosing to “roam the jungle” instead of climbing the ladder.

That phrase, “roam the jungle,” struck a chord with me. Isn’t that what the best agents, brokers, and leaders in our industry do? When the path isn’t clear, they forge a new one.

Her article introduced the work of April Rinne, author of Flux: 8 Superpowers for Thriving in Constant Change. Rinne provides a powerful framework for not just surviving, but actually thriving when the future is foggy. It’s a toolkit for resilience, and I believe it’s directly applicable to every single one of us in the real estate business today.

Here are the eight “superpowers,” translated for our world:

The Resiliency Toolkit for Real Estate Professionals

  • Run Slower: In an industry that screams “hustle,” this sounds counterintuitive. But it means being intentional. Instead of frantically chasing every possible lead, slow down to build deeper relationships with your clients and your sphere. A well-nurtured relationship will always outperform a high-volume, low-quality lead in the long run.
  • See What’s Invisible: The best agents don’t just see the house; they see the home. They don’t just hear the offer; they understand the client’s underlying motivation. Look past the daily market stats and see the emerging neighborhood trends, the subtle shifts in buyer desires, and the long-term value you provide beyond any single transaction.
  • Get Lost: If your current strategies are yielding diminishing returns, it’s time to get lost on purpose. Explore a new niche, test a radically different marketing channel, or learn a new technology. Getting “lost” is how you discover untapped markets and innovative ways to serve clients.
  • Start with Trust: In a climate of skepticism, trust is our most valuable currency. Assume good intent from your fellow agents in a negotiation. Be radically transparent with your clients about the process. When trust is your default setting, you build a reputation that withstands any market shift.
  • Know Your “Enough”: It’s easy to get caught in the trap of chasing one more deal, a higher GCI, a bigger team. But what does success really look like for you? Define your “enough.” Is it a certain income that gives you freedom? Is it a specific number of happy families served per year? Knowing your target allows you to grow sustainably without burning out.
  • Create Your Portfolio Career: Don’t just be a real estate agent. Be a community guide, a local market economist, a design consultant, a savvy negotiator, and a marketing guru. Think of your skills as a diverse portfolio. The more skills you curate, the more indispensable you become, regardless of market conditions.
  • Be All The More Human: In a world of AI-generated listing descriptions and automated CRMs, your humanity is your ultimate superpower. Empathy, strategic advice, a calming presence during a stressful negotiation—these are things technology can’t replicate. Double down on the human connection.
  • Let Go of the Future: You cannot control interest rates, housing inventory, or what the Fed will do next. Letting go isn’t giving up. It’s releasing anxiety over what you can’t control to focus intensely on what you can: your daily actions, your attitude, your skill development, and the level of service you provide.

Uncertainty is here to stay. But by building our resilience, we can reframe it as a landscape of opportunity. Pick one of these superpowers this week and put it into practice. The market will keep changing, but your ability to adapt will be your foundation for lasting success.

Inspired By: “How to Grow in Uncertain Times: 8 Tools for Resilience,” a newsletter by Leah Smart for Everyday Better.

Source: Smart, L. (2025, June 13). How to Grow in Uncertain Times: 8 Tools for Resilience. LinkedIn News. The piece references the work of April Rinne, author of Flux: 8 Superpowers for Thriving in Constant Change, and Suleika Jaouad.

What's Possible?
What’s Possible?

Your Agents’ Old Playbook Is Obsolete. Here’s the Leadership Strategy for What’s Next.

Mark Johnson Leave a comment

As leaders in the real estate industry, our most critical function is to see the turn in the road before our teams do. For the last several years, the path has been straight and the wind at our backs. That has changed. The market has shifted, and the strategies that created top producers yesterday are quickly becoming irrelevant.

That’s why, when an essential industry voice like RISMedia convenes the industry’s sharpest minds for its annual Power Broker Forum, I consider the insights shared to be mandatory intelligence for every brokerage leader. The recent panel in Washington, D.C., featuring the presidents and CEOs of powerhouse firms like Samson Properties, Keller Williams Capital Properties, The Keyes Company, and C21 New Millennium, was no exception.

The message from these leaders was unequivocal: The era of passive agent management is over. If your agents are going to win in this new landscape, it will be because you, as a leader, equipped them with a new playbook. Here are the strategic imperatives you and your leadership teams must be focused on right now.

Mandate 1: Evolve from Data Provider to Strategic Counselor

For the first time in a decade, significant markets are seeing inventory levels climb—Kymber Lovett-Menkiti reported over five months of supply in D.C., while Christina Pappas cited a staggering two-year surplus of condos in Miami. Your agents are facing seller conversations they’ve never had before.

Your Leadership Imperative: Your role must evolve beyond simply providing access to data dashboards. You must actively train your managers and agents to interpret this data and frame a compelling strategic narrative for their clients. Are you running workshops on how to conduct a data-driven listing presentation for a seller whose expectations are anchored in 2022? Are you teaching them to shift the conversation from “your home” to “your biggest asset,” as Donny Samson advocated?

If your agents can’t translate market stats into a clear, persuasive strategy, they will lose listings.

Mandate 2: Build Foundational Skills, Because “Back to Basics” Isn’t Enough

Christina Pappas made the most pointed observation of the day: “The average (agent) has been in this business for less than 10 years and has no idea how to sell or market.” The challenge isn’t “back to basics”; for a significant portion of your roster, it’s about building the foundation in the first place.

Your Leadership Imperative: Audit your training calendar immediately. Is it built for today’s market reality? The panelists were unanimous on the need to get agents back into the office for purposeful, structured training. As a leader, your job is to create an environment where collaboration and skill-building are not just encouraged, but expected.

This is the time to double down on in-person listing workshops, mastermind groups, and role-playing difficult client conversations, building the muscle memory required for proactive, high-touch service.

Mandate 3: Force a Redefinition of Your Agents’ Value Proposition

Perhaps the most urgent mandate came from Jason Carrier, who challenged the industry to “stop talking about how many years of experience we have.” His point was sharp and accurate: tenure is not a measure of talent.

In an era of intense commission scrutiny, a vague value proposition is a liability.

Your Leadership Imperative: You must force your agents to redefine their value in quantifiable terms. Teach them to build a case based on their performance metrics—average days on market, list-to-sale ratio, and a proven marketing plan. Carrier asks his agents to prove they are “10% better” than the competition with tangible results. Are you making this the standard in your brokerage? Are your top producers demonstrating how they quantify their value in your sales meetings? As Carrier noted, leadership must “show what ‘right’ looks like.”

Mandate 4: Be the Executive Producer of the Client Experience

In a market where sellers have more choices, the ultimate differentiator is the client experience. The panel referenced the show “The Bear” to illustrate how one establishment can elevate a simple commodity to a luxury experience.

The value isn’t in the product; it’s in the delivery.

Your Leadership Imperative: Brokerages must be the architects of a superior client experience. This means providing the systems, partnerships, and tools that empower your agents to become indispensable advisors. Are you equipping them with a seller’s checklist, as The Keyes Company does? Are you providing them with resources to help sellers stage and prepare their homes? Your job is to create a framework that allows your agents to confidently “diagnose” a client’s needs and deliver a bespoke, five-star solution that justifies their fee, every single time.

The leaders on the RISMedia stage weren’t just sharing tips; they were outlining a doctrine for modern brokerage leadership. The organizations that gain market share in the coming years will be those whose leaders embrace their role as chief strategists, trainers, and cultivators of talent.

The critical question isn’t just whether your agents are ready for this market. It’s whether you are doing what’s necessary to prepare them.

Price is only an issue in the absence of value.

If you’re grappling with how to implement these high-impact strategies within your own leadership team, let’s connect. It’s time to build the future of your brokerage, not just react to it.

Open loops?
Open loops?

Slow Start to California’s Housing Season as Prices Reach New Highs

Mark Johnson Leave a comment

The California housing market is experiencing a sluggish beginning to the season, with home sales seeing a year-over-year decline for the second time in four months. This slowdown is attributed to a combination of elevated interest rates and persistent economic uncertainty. The condominium market, often a more accessible entry point for first-time buyers, has also seen a softening as affordability and insurability black lists continue to widen.

Market at a Glance

Recent data from the week ending May 31, 2025, shows a dynamic yet challenging market. On a daily basis, there were 556 closed sales, 548 pending sales, and 768 new listings. The median list price for a home in California has now reached $815,000, with the price per square foot at $428. Homes are sitting on the market for an average of 88 days, with a median of 42 days.

Despite the high prices, the market action index indicates a “Slight Seller’s Advantage” at 41, a figure that has remained steady from the previous month. This suggests that while sales have slowed, inventory remains relatively tight, keeping prices firm. Total inventory across the state is currently holding at around 56,395 homes.

REALTORS® Activity and Outlook

In the previous week, real estate professionals saw a mixed bag of activity. While 33.8% of REALTORS® listed a property, a 10% increase, and 24.6% closed a sale, up 12.1%, the number of those entering escrow saw a slight dip of 0.4% to 13.8%.

Looking ahead, REALTOR® sentiment reflects the market’s uncertainty. A significant 46.9% of REALTORS® anticipate that listings will increase, a rise of 3.7% from the previous quarter’s sentiment. However, there is less optimism about sales and prices. Only 23.4% expect sales to go up, a 4.1% decrease in positive sentiment, and a mere 9.4% believe prices will rise, a substantial 9.4% drop in confidence from the last quarter.

A Look at Housing Affordability

A significant factor contributing to the market’s slow start is the increasing difficulty for many Californians to afford a home.

In 2024, less than one-fifth (18%) of all Californian households could afford to purchase a median-priced home of $865,440. To afford such a home, a minimum annual income of $221,200 is required to manage the estimated monthly payment of $5,530, assuming a 20% down payment and a 6.84% interest rate.

The ability to afford a home varies across different ethnic groups. In 2024, 21% of White households could afford a median-priced home, compared to 27% of Asian households, 10% of Black households, and 9% of Hispanic/Latino households.

Economic Headwinds

The broader economic landscape presents a mixed but cautious outlook. While consumer confidence has seen a partial rebound, CEO confidence has fallen due to concerns over geopolitical instability and tariffs, with many predicting a recession in the next 12 to 18 months. Although a key inflation gauge is easing, potential price hikes from major retailers could reverse this trend. These factors are keeping mortgage rates high, causing a stall in the housing market as both buyers and developers adopt a “wait and see” approach, evidenced by a third consecutive monthly decline in construction spending.

Sourced from the California Association of REALTORS® and Altos Research.

California Housing Market
California Housing Market

Unlock Your Focus: Thrive Through Real Estate’s Ups and Downs

Mark Johnson Leave a comment

In the dynamic world of real estate, we’re no strangers to constant motion. Interest rates dance, inventory shifts, headlines buzz with industry news, and those broader economic “tariffs” can feel like they change the game overnight. While this fast pace is part of what makes our field exciting, it can also be demanding, especially when we’re trying to plan, lead, and perform at our peak.

But here’s an empowering truth: this environment doesn’t have to lead to overwhelm. I was recently reflecting on this very challenge after reading an incredibly insightful LinkedIn post by Juliet Funt – an absolute master at helping leaders reclaim their focus and sanity, and the brilliant author of A Minute to Think. Her work is a powerful reminder that the key isn’t to eliminate uncertainty (if only!), but to manage our response to it. When we allow ambiguity to run unchecked, it can cloud our thinking. But as Juliet often emphasizes, we have the power to choose a different path. It’s about empowering our minds by skillfully directing our attention.

Inspired by her wisdom, let’s explore some truly effective strategies to help you do just that.

Create Space for Clarity: Your “Appointment with Stress”

We all know how those persistent worries – “Is this the right move for my brokerage?” “How can I best support my agents through this market?” “Will that crucial deal close?” – can try to steal our focus throughout the day. One of the most transformative techniques I share, drawn from Chapter 3 of A Minute to Think, is beautifully simple: Make an Appointment with Stress.

Instead of letting anxieties simmer on the back burner, you proactively schedule a brief, dedicated time – say, 10-15 minutes – to consciously engage with them. This is your window to thoughtfully consider the challenges, the “what-ifs,” the uncertainties. Give them your full attention.

Then, when the time is up, you gently close that mental file. You’ve honored the need to process, and now you can fully dedicate your energy to the high-impact activities that drive your success: connecting with clients, mentoring your team, strategizing growth, or finding that perfect recruit. When a worry tries to pop up outside its scheduled time, you’ll have an empowered response: “Thanks for the reminder, but I’ve got a dedicated time for you. Right now, I’m focused on [your current task].“

Amplify Your Attention: Two More Game-Changing Practices

To take your focus and composure to the next level, let’s build on this with two more powerful practices:

  1. Embrace the Challenge (“Bring It On”): This fascinating technique comes from the world of performance. Actors feeling pre-show jitters sometimes find that if they lean into the nervousness, consciously trying to feel it more intensely for a moment, its power diminishes. It might sound counterintuitive, but by courageously facing the emotion on their own terms, they regain a sense of control. The same principle can work wonders for us. When a fear about the market or a challenging negotiation arises, instead of resisting it, try acknowledging it, even inviting it in for a moment. You’ll often find its grip loosens, allowing you to manage it instead of it managing you.

  2. Cultivate a Constructive Inner Dialogue: Sharing our challenges is natural, and connecting with colleagues is vital. However, continuously replaying negative loops about the market, difficult deals, or industry anxieties can inadvertently amplify our stress and drain our energy. When you notice yourself caught in such a monologue, internally or externally, gently pause. Take a moment to connect with your present environment: the feel of your office chair, the sight of a picture on your desk, a deep breath. This simple act of grounding yourself creates a space. From this space, you can consciously choose a more empowering narrative or shift the conversation towards solutions and positive next steps. These small redirections are incredibly powerful for resetting your attention and maintaining a constructive outlook.

Why This Matters More Than Ever for You

As driven brokers, recruiters, and high-performing agents, your capacity for action, strategic thinking, and decisiveness is already immense. These mental strategies aren’t about changing who you are; they’re about amplifying your existing strengths and giving you more control over your inner game.

Think of these practices as essential tools in your high-performance toolkit – designed to cultivate the unwavering clarity, sustained energy, and decisive leadership that set you apart. They help you serve your clients, support your teams, and navigate your business with greater calm and confidence, no matter what the market throws your way. This isn’t just about feeling better; it’s about performing better.

This is how we build the resilience and focus to not just get through challenging times, but to truly thrive.

I’ll meet you in the white space.

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

More Than Meetings: Why Building Bridges (Through Appointments) is Your Untapped Real Estate Superpower

Mark Johnson Leave a comment

“In the end, someone or something always gives up. Either you give up and quit, or the obstacle or failure gives up and makes way for your success to come through.” ~ Idowu Koyenikan

That quote speaks volumes about resilience. In real estate, the “obstacle” isn’t just a tough market; it’s often the chasm of disconnection between you and your next client, or between a client and their goals. The most powerful tool to conquer that? The humble, yet mighty, appointment.

Think of yourself not just as an agent, but as a master bridge-builder. Every appointment you set, every conversation you have, is another plank laid, another connection forged, spanning the gap between:

  • A potential client’s uncertainty and their confident decision.
  • A seller’s desire to move on and the reality of a successful sale.
  • A buyer’s dream of a home and the keys in their hand.
  • Your expertise and the community that needs it.

If you stop building these bridges, the “obstacle” of obscurity or inaction wins. If you persist, that obstacle gives way to a thriving network of opportunity.

The Architecture of Connection: What Kind of Bridges Are You Building?

Not all bridges are the same, and neither are appointments. Each serves a unique purpose in connecting needs with solutions:

  • The “Visionary Blueprint” (Listing Presentations): Bridging a seller’s property with the market, showcasing its value and your strategy to connect it to the right buyer.
  • The “Empathy Causeway” (Buyer Consultations): Bridging a buyer’s aspirations, fears, and financial realities to a tangible plan of action.
  • The “Discovery Channel” (Property Showings): Bridging a buyer’s abstract desires with the concrete experience of a potential home.
  • The “Community Network” (Networking & Past Client Care): Strengthening existing bridges and building new ones that lead to referrals and long-term trust. These are the lifelines that sustain your structure.
  • The “Opportunity Span” (Investor/Relocation Meetings): Bridging specialized needs with unique market opportunities.

Life’s Intersections: Where Bridge-Building is Most Crucial (The “8 D’s”)

People need bridges most acutely during times of significant change. These are the “8 D’s” – critical junctures where your bridge-building skills become indispensable: Death, Divorce, Diamonds (Marriage), Downsizing, Diapers (Growing Families), Deployment, Default, and Displacement (Job/Career Changes). These aren’t just events; they are calls for a skilled connector.

Deconstructing the Blueprint: How to Become a Master Bridge-Builder (Beyond Just “Setting Appointments”)

  1. Surveying the Land (Proactive Mindset & Identifying Need):

    • Stop Waiting for People to Find Your Unfinished Bridge: You must actively seek out points where connections are needed. This means dedicated time for outreach, research, and understanding your community. The obstacle of “no leads” gives up when you proactively survey.
    • See Beyond the Transaction: Every interaction is a chance to lay a plank of trust, even if it doesn’t lead to an immediate “crossing.” Your reputation is built on the quality of even the smallest connections.

  2. Designing with Integrity (Value-Driven Approach):

    • Your Unique Value Proposition is Your Strongest Material: Why should someone trust yourbridge? What unique skill, insight, or care do you bring? Articulate this clearly and consistently.
    • Authenticity is Non-Negotiable: People can spot a flimsy, self-serving structure a mile away. Genuine empathy and a desire to serve are the steel reinforcements of any lasting professional relationship.

  3. The Daily Construction Schedule (Consistent Action):

    • One Plank at a Time: Don’t be overwhelmed by the idea of building a massive suspension bridge overnight. Focus on laying one strong plank – having one quality conversation, making one meaningful connection – consistently. The compound effect is powerful.
    • Systemize Your Craft: Use your CRM and other tools not as a crutch, but as your skilled construction crew, helping you manage materials (contacts), schedule work (follow-ups), and ensure no part of the structure is neglected.

  4. Stress-Testing Your Designs (Learning from Every Interaction):

    • Embrace Feedback (Even “No”): Not every attempted connection will result in a completed bridge immediately. What can you learn? Was the design flawed? Was the approach mistimed? Every interaction is data.
    • Adaptability is Key: The landscape changes. Client needs evolve. Market conditions shift. A master builder is always learning, refining their techniques, and trying new approaches.

The Result: A Thriving Ecosystem, Not Just a Single Structure

When you consistently focus on building these bridges, you’re not just completing transactions. You’re creating a network, an ecosystem of trust and reciprocity. Past clients become advocates. New connections seek you out. The “obstacle” of an empty pipeline gives way to a steady flow of opportunity.

Your Next Blueprint:

Instead of “setting an appointment,” think: “Whose gap can I bridge today?”

  • Who needs to understand their home’s current value?
  • Who is wrestling with the decision to buy or sell?
  • Who in your network could benefit from a simple check-in?

Start laying those planks. The world, and your business, will be better for it.

What's Possible?
What’s Possible?

The Unshakeable Brokerage: A Coach’s Guide for Leaders & Recruiters to Build & Win Through Empathetic Persistence

Mark Johnson Leave a comment

As a coach to dynamic brokerage owners, leaders, and recruiters like you, I’ve seen a common thread in those who not only succeed but build truly resilient and attractive organizations: unshakeable, empathetic persistence. This isn’t just a sales tactic you teach your agents; it’s a foundational principle for your leadership, your team building, and your strategic growth.

Let’s explore how you can master this vital approach in your specific role.

Your mission is to build a thriving brokerage and attract the very best talent. This requires inspiring belief – in your vision, your culture, your value proposition, and the future you’re creating. That inspiration is directly fueled by the genuine confidence and unwavering commitment you embody. This is where your empathetic persistence becomes your greatest asset.

The Critical Distinction You Must Model & Master: Empathetic Persistence vs. Counterproductive Pressure (in Leadership & Recruiting)

In your leadership roles and recruitment efforts, understanding and applying this distinction is paramount:

  • Pressure-Driven Approaches (What to Avoid):
    • For Leaders: Micromanaging, imposing unrealistic demands without commensurate support, fostering a culture of fear or burnout.
    • For Recruiters: Aggressive or impersonal outreach, over-promising and under-delivering, not genuinely listening to a potential recruit’s needs or career goals.
  • Empathetic Persistence (Your Path to Success):
    • For Leaders: Consistently championing your vision, providing steadfast support and resources for your agents and staff, adapting thoughtfully to market changes, and fostering a culture where people feel valued and motivated to grow with you.
    • For Recruiters: Building genuine relationships with potential hires, patiently and consistently demonstrating your brokerage’s unique value proposition, truly understanding their motivations and concerns, and being a trusted advisor in their career decisions.

This is about you consistently demonstrating, through your actions as a leader and recruiter, that your brokerage is the destination for talent and success.

Become an Architect of Excellence: How You Forge a Top-Tier Brokerage & Team

Empathetic persistence isn’t just about weathering storms; it’s about your proactive, strategic efforts to build an exceptional organization. Are you passively hoping good agents will find you, or are you actively architecting a culture and a recruitment pipeline that consistently attracts and retains A-players? Your best results will come from your skillful and sustained efforts in these areas.

The Powerful Signals Your Empathetic Persistence Sends (to Your Team & Potential Recruits):

When you lead and recruit with empathetic persistence, you communicate volumes:

  1. Your Unwavering Commitment to a Shared Vision: Your team and potential recruits see that you are deeply invested in the long-term success and stability of the brokerage.
  2. Your Belief in People (Your Agents, Staff, and Future Hires): They sense that you genuinely care about their growth, well-being, and success within your organization.
  3. A Culture of Support and Resilience: You demonstrate that challenges will be met with strategic solutions and collective effort, not blame or panic.
  4. A Compelling & Authentic Value Proposition: Your consistent messaging and actions clearly articulate why your brokerage is the superior choice for careers to flourish.

Cultivating the 6 Habits of Highly Persistent Leaders & Recruiters (Your Action Plan):

As your coach, I’ll work with you to develop and strengthen these essential habits in your leadership and recruiting:

  1. Champion Your Vision & Celebrate Wins: Consistently articulate where you’re leading the brokerage and actively celebrate team achievements, individual successes, and recruitment milestones.
  2. Lead & Recruit with Clear Purpose: The 8 D’s! Ensure your “why” for the brokerage and for attracting specific talent is clear. This purpose will fuel your long-term efforts.
  3. Anticipate & Strategize for Market & Talent Dynamics: Proactively address industry shifts, predict future talent needs, and develop your strategies for navigating both.
  4. Focus on Consistent, Strategic Action (Not Just Immediate Results): Whether it’s a slow quarter or a hesitant recruit, your focus should be on sustained, value-driven leadership and outreach, not short-term panic. Your moneyball?
  5. Use Feedback & Resistance to Refine Your Brokerage & Approach: Agent concerns, market feedback, and recruit objections are valuable data. Use them to improve your offerings and strategies.
  6. Commit to Your Continuous Growth as a Leader & Recruiter: The best leaders and recruiters are always learning. We’ll focus on enhancing your skills in communication, strategy, and team development.

Why Your Empathetic Persistence is Non-Negotiable for Brokerage Growth & Talent Acquisition:

  • Building a Legacy Takes Time: True brokerage success and a strong team culture aren’t built overnight. Your sustained, empathetic effort is the foundation.
  • Attracting Top Talent is a Marathon, Not a Sprint: The best agents are often discerning. Your patient, value-driven, and persistent recruiting approach will win them over.
  • Leadership Credibility is Earned Through Consistency: Your team needs to see you as a steady, supportive, and forward-thinking leader, especially through challenging times.

Your Toolkit: Turning Challenges into Opportunities in Leadership & Recruiting:

When you encounter obstacles, your empathetic persistence, guided by our coaching, helps you transform them:

  • For Leaders: Addressing agent churn, navigating economic downturns, implementing new technologies or systems, fostering inter-agent collaboration. Your persistent support and clear communication are key.
  • For Recruiters: Overcoming objections like “I’m happy where I am,” effectively communicating yourbrokerage’s unique differentiators, building a robust talent pipeline even when not actively hiring, and keeping promising candidates warm. Your ability to empathize and persistently offer value is crucial.

Building Your Unshakeable Leadership & Recruitment Edge:

Developing this strategic, empathetic persistence in your leadership and recruiting roles is transformative. It’s how you build not just a successful brokerage, but a respected brand and a magnet for top talent.

As your coach, I’m dedicated to helping you hone these capabilities, integrate them into your operational DNA, and leverage them for extraordinary results. This is about making your leadership and your recruitment efforts both more effective and more fulfilling.

Ready to make unshakeable, empathetic persistence the engine of your brokerage’s growth and talent strategy? Let’s connect to discuss your growth strategy and how you can implement these principles for breakthrough results.

Leadership Matters
Leadership Matters