According to a Housing Wire article dated April 10, 2025, which references a new report from Anytime Estimate (a subsidiary of Clever), the relationship between homesellers and real estate agents is evolving in 2025. While a significant majority (91%) of homeowners planning to sell in the next year still intend to hire an agent, there’s a growing skepticism about their fundamental necessity and trustworthiness.
Key findings indicate:
Decreased Perceived Necessity: Only 63% of sellers now view agents as “inherently necessary,” a notable 10-percentage-point drop from 2024.
Eroding Trust: Even among sellers who plan to use an agent, trust levels have fallen, with only 70% expressing trust, down from 81% the previous year.
Commission Concerns: Commission fees remain a primary concern for sellers, heightened by the ongoing impact and discussions surrounding the National Association of Realtors’ (NAR) 2024 settlement.
In essence, while sellers aren’t abandoning agents en masse, they are entering the market with increased scrutiny regarding agent value, justification for fees, and overall trustworthiness.
4 Steps Agents Can Take to Build Trust
Given the concerns highlighted in the report, here are four actionable steps agents can take to build and maintain trust with sellers:
Radical Transparency on Value and Process: Clearly articulate exactly what services you provide, how your expertise benefits the seller specifically (e.g., negotiation skills, marketing reach, navigating complex paperwork, saving time/stress), and outline the entire selling process upfront. Don’t assume sellers understand your value proposition; demonstrate it explicitly.
Open and Proactive Communication About Commissions: Address commission fees head-on. Explain your fee structure clearly, justify the cost based on the services rendered and value provided, and discuss how compensation works in light of recent industry changes (like the NAR settlement effects). Being upfront prevents suspicion and builds confidence.
Prioritize Honest Dialogue and Expectation Management: Build rapport through active listening and genuine interest in the seller’s goals and concerns. Provide honest feedback on the property, realistic market assessments (even if it’s not what the seller wants to hear initially), and maintain consistent, proactive communication throughout the listing period. Avoid overpromising.
Demonstrate Expertise with Data and Testimonials: Back up your claims with evidence. Share local market data, statistics on your performance (e.g., list-to-sale price ratio, days on market compared to average), and provide recent, verifiable testimonials or case studies from satisfied clients. This shifts the focus from a perceived commodity service to proven professional expertise.
Do you ever make a small mistake – drop something, forget a name, fumble a simple task – and find yourself immediately flooded with harsh self-criticism? That internal voice loves to magnify minor errors, turning them into evidence of inadequacy. If this sounds familiar, know that it’s an incredibly common experience.
In an era often defined by polished online personas, it’s easy to fall into the “perfectionism paradox.” We compare our messy, real lives to curated highlight reels, making it increasingly difficult to tolerate our own normal imperfections. As noted in the article “Stop Beating Yourself Up: The Truth About Everyday Self-Criticism,” we might see someone else’s minor mishap, like accidentally using too much sunscreen, with empathy, yet judge ourselves ruthlessly for the same kind of slip-up.
This constant internal critique isn’t just unpleasant; it has real costs. It can dampen our joy in everyday life, stifle our willingness to try new things (for fear of failure), increase stress, and even make us feel less connected to others.
But there’s another way. Consider these perspective shifts, inspired by the source article:
The Friend Test: When you start criticizing yourself, pause. Ask: “What comforting, kind words would I offer a dear friend in this exact situation?” Try saying those words to yourself.
The Time Test: Take a breath and ask: “Honestly, how much will this matter in five years? Or even five days?” Often, the things we beat ourselves up over are insignificant in the long run.
Learning to embrace our imperfections isn’t about giving up or accepting mediocrity. It’s about understanding that our value as humans isn’t measured by our ability to perform every task flawlessly. Being human means fumbling sometimes. Perhaps today is a good day to let one small self-criticism go.
Source: This post draws inspiration and key ideas from the article: “Stop Beating Yourself Up: The Truth About Everyday Self-Criticism,” dated April 3, 2025.
Hey everyone! As a long-time broker in this industry, I’ve seen my fair share of market shifts. But something interesting is happening right now that I wanted to share. It seems even with those persistent mortgage rates and home prices, we’re starting to see experienced buyers emerge from the sidelines and get back into the market.
Did you know that after a period where many potential homeowners, including those looking to downsize, relocate for retirement, or make strategic investment moves, were holding back, we’re now seeing increased activity? According to a recent article in The Wall Street Journal, life events continue to be the driving force behind these decisions, regardless of the current economic climate.
The article highlights how real estate professionals are reporting a noticeable uptick in property viewings and mortgage inquiries. While it’s still early days for the spring selling season, these initial indicators suggest a renewed interest from buyers who aren’t willing to put their life plans on hold indefinitely.
What resonates with me is the pragmatic approach many of these buyers are taking. They’ve seen market fluctuations before and understand that trying to perfectly time the bottom is often futile. As one buyer, Aisha Jamil, who recently purchased a home in North Carolina with her husband Nathan Bhatti after navigating the market for several years, astutely observed:
“I think the best time to buy is when you can afford it,”
(Friedman, N., 2025, March 29, The Wall Street Journal, “Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck”). This sentiment echoes what I’ve followed for decades.
Of course, the challenges of affordability remain significant, and overall transaction volumes are still below historical peaks. Economic uncertainties also continue to factor into buyer considerations.
However, it’s encouraging to see buyers adapting to the current landscape. Some first-time purchasers are exploring opportunities in more affordable areas outside of city centers, demonstrating a willingness to adjust their expectations to achieve homeownership. Similarly, seasoned buyers are re-evaluating their needs and finding opportunities that align with their long-term goals, as exemplified by Sung Ji in Seattle, who bought after securing a stable job: “The question was, is there something we find that we think is worthwhile to take that leap of faith?” (Friedman, N., 2025, March 29, The Wall Street Journal, “Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck”).
Even those who initially hoped for a more favorable market, like Pete and Taylor Thomason, who experienced a purchase fall-through and then rented, are recognizing the limitations of waiting for elusive rate drops. As Pete acknowledged, “Then it’s like, OK, we probably ought to not wait on that,” (Friedman, N., 2025, March 29, The Wall Street Journal, “Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck”).
So, what’s the takeaway for us as industry professionals? It reinforces the idea that fundamental life changes will always drive housing demand. While market conditions certainly influence the pace and specifics, people’s need for shelter and their personal circumstances ultimately take precedence.
Did you know that inventory levels are varying significantly across the country? Buyers in the Southeast and Southwest are generally finding more options and thus potentially more negotiating leverage compared to those in the Northeast and Midwest, where supply remains tighter (Friedman, N., 2025, March 29, The Wall Street Journal, “Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck”). This regional dynamic is crucial for us to keep in mind when advising our clients.
Ultimately, as Jennifer Newcomer, a more recent buyer in the Philadelphia suburbs, wisely stated:
“You can’t pause your life for what rates are going to do,”
(Friedman, N., 2025, March 29, The Wall Street Journal, “Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck”). This sentiment is particularly relevant for those in established stages of life who have specific housing needs or long-term plans.
It’s a nuanced market out there, but the renewed activity we’re seeing suggests a degree of resilience and adaptation among buyers. What are your observations from the field? I’d be interested to hear your perspectives.
Source: Friedman, N. (2025, March 29). Home Buyers Start to Come Off Sidelines Even as Rates, Prices Stay Stuck. The Wall Street Journal.
We all know that when it comes to real estate, it’s all about location, location, location.
National headlines can paint a broad picture, but the truth is, housing trends are incredibly local and regional. Recent insights from The Wall Street Journal articles, “Are Home Values About To Fall? ” (March 3, 2025) and “Selling Your House This Spring? You Might Need to Cut the Price” (March 29, 2025), highlighted this national divergence, showing how inventory and seller leverage are shifting unevenly across the US.
According to the Journal, national housing inventory is still below pre-pandemic levels as homeowners with those coveted low mortgage rates hesitate to sell. However, some states, particularly in the South like Texas and Florida, are seeing a surge in supply, partly due to new construction hitting the market at a time when buyer demand is somewhat tempered by higher mortgage rates. This oversupply in certain areas could lead to price adjustments.
Conversely, the WSJ also pointed out that parts of the Northeast and Midwest are still grappling with a severe shortage of homes for sale, potentially keeping prices firm in those regions. This uneven recovery underscores the hyper-local nature of real estate.
But let’s zoom in on our own Golden State. Did you know that even within California, the housing market isn’t one single entity? According to data from Altos Research, Californiaas a whole is currently sitting on a Market Action Index (MAI) of 42. This suggests a slight seller’s advantage, meaning there are still more buyers than available homes, giving sellers a bit of an edge.
However, dig a little deeper, and you’ll see a fascinatingly nuanced picture. For instance, here in Orange County, the Market Action Index jumps to a strong 50. This indicates a solid seller’s market, where demand significantly outweighs supply, likely leading to quicker sales and potentially higher prices – a trend that might buck the potential price softening the Journal mentioned in oversupplied national markets.
Now, let’s head north to Alameda County. The Altos Research data reveals an even stronger seller’s market there, with a Market Action Index of 56! This suggests even fiercer competition among buyers and greater leverage for those putting their homes on the market, further emphasizing the regional variations within California that the national WSJ articles allude to on a state-by-state basis.
So, what does this tell us?
While national trends offer valuable context, as highlighted by the Wall Street Journal‘s analysis of differing state-level recoveries, understanding the hyper-local dynamics is crucial. The factors driving the slight seller’s advantage across California might be very different from what’s creating a strong seller’s market in Orange County or an even more robust one in Alameda County. Inventory levels, buyer demand (which the Journal noted is fragile nationally), local economic conditions, and even the lingering effects of those low pandemic mortgage rates all play a role in shaping these distinct regional markets.
Just as the Wall Street Journal pointed out the contrasting inventory situations between states, we see a similar story unfolding within California itself, as evidenced by the differing Market Action Indices. What might be true for the state overall doesn’t necessarily reflect the realities on the ground in your specific city or even your neighborhood.
So, the next time you hear about national real estate trends, remember that the picture is far more intricate.
Here in California, and across the country, the housing market is a mosaic of local stories, each with its own unique dynamics. Keeping an eye on these regional and even hyper-local indicators, like the Market Action Index from Altos Research, in conjunction with the broader national trends discussed in The Wall Street Journal, is key to truly understanding what’s happening in your own backyard.
You know that feeling, right? You’re in the thick of it – whatever “it” is for you right now. Maybe it’s a tough project at work, a challenging personal goal, a difficult family situation, or even just a really rough patch in your training. It feels endless. Brutal. You’re tired, maybe even in pain, and that little voice in your head starts screaming, “This will never end. I can’t do this. I need to quit.”
Sound familiar? We’ve all been there. Staring down something that feels absolutely insurmountable.
But here’s the truth, and this is a sentiment powerfully echoed by Spartan founder Joe De Sena:
Nothing stays hard forever.
Think about it. That stress at work? It will eventually ease. That difficult conversation you’re dreading? It will happen, and then it will be over. That feeling of being completely overwhelmed? It doesn’t last. Life has its ebbs and flows, and those tough times, those storms, always pass.
You know that image, right? The one of the person digging through a tunnel, just inches away from breaking through to the light, and they give up? Joe De Sena often talks about this – that’s where so many of us falter. Right there, on the verge of a breakthrough.
Trust me, I’ve been that person in different ways throughout my life. We all have those moments where we feel like we’ve hit our limit. And speaking from personal experience, having crossed the finish line of eight Spartan races myself – including the grueling Beast – I can tell you firsthand that those moments of wanting to quit are real, and they are intense.
I remember during one particularly brutal stretch of the Beast, slogging through mud, muscles screaming, the next obstacle feeling miles away, that voice was practically a roar. But what got me through, what gets any of us through those seemingly impossible challenges, is the understanding that those moments don’t last.
I remember when I first started pushing my physical boundaries. Every new distance felt impossible. But what I learned was the power of just focusing on the next small step. Instead of dwelling on the miles ahead, I’d tell myself, “Just make it to that next lamppost. That’s the goal.” And then the next. And the next. This idea of breaking down the impossible into manageable chunks is something Joe De Sena champions – focusing on the immediate effort rather than being overwhelmed by the enormity of the task.
And what I discovered was that those “finish lines” I kept creating for myself? They were arbitrary. My actual capacity was always greater than what I initially believed. As Joe often says, we are capable of so much more than we think. Those eight Spartan races, each one a testament to pushing beyond perceived limits, have solidified that truth for me.
Here’s something I’ve come to understand, a principle that resonates deeply with Joe De Sena’s philosophy:
Wherever you mentally draw the line is often where you’ll stop.
And this brings me to something I’ve been thinking about lately, something a lot of us grapple with: what happens after you conquer a big challenge? You pour everything into reaching a major goal – maybe it’s finishing a marathon, launching a business, or overcoming a significant personal hurdle. You cross that finish line, and there’s this incredible sense of accomplishment. But then… what?
Sometimes, that feeling of triumph can be followed by a bit of a letdown. The intense focus and drive that propelled you forward can suddenly feel… absent. It’s like you’ve emptied the tank, and the idea of filling it up again for something new feels daunting. You might find yourself struggling to regain momentum, wondering how to transition that energy into the next big thing.
This is a question I see echoed in the spirit of Joe De Sena’s “You Ask, Joe Answers” – how do you keep pushing, keep striving, after achieving something significant? The key, I’ve learned, and this aligns with Joe’s direct and action-oriented advice, isn’t to wait for some grand wave of motivation to wash over you. That feeling might not come right away. Instead, it’s about taking that initial, sometimes uncomfortable, step. Think of it like this: you’ve just completed a long, hard climb. You might be tired, but the view from the top is amazing. To see the next vista, you don’t need to immediately sprint up another mountain.
You just need to start walking in that direction.
Pick one small action, something manageable, that nudges you towards your next goal. It doesn’t have to be monumental. It could be a phone call, some research, a single workout.
The act of starting, even in a small way, creates its own momentum.
It reminds your mind and body that you’re still in motion, still capable. As Joe De Sena often says, “Just start.” Don’t overthink it, just initiate.
So, if there’s one thing I want you to take away from this today, inspired by the relentless spirit of Joe De Sena and my own experiences on the Spartan racecourse:
Tell yourself the story you need to hear to keep going. The struggle will end. Sometimes, you need to give yourself a little mental nudge, a little lie even, to push through that immediate discomfort. Focus on the eventual relief, the feeling of accomplishment.
Embrace the tough parts. Yes, they suck while you’re in them. They’re the parts we naturally want to avoid. But here’s the secret, a core tenet of the Spartan mindset: those hard times? They’re where the real growth happens. They forge resilience and reveal strength you didn’t know you had. Trust me, I’ve seen it firsthand, both in myself and in countless others on those grueling courses.
Believe in your deeper strength. We are all far more capable than we often give ourselves credit for. You have reserves of strength, both mental and physical, that you can tap into when things get tough. And when you reach a big goal, don’t let that be the end of the story. Use that accomplishment as fuel to ignite the next chapter, one intentional step at a time – a philosophy championed by Joe De Sena himself, and one I’ve lived through, mud, sweat, and burpees included.
So, what’s that one hard thing you’re facing right now? What’s that next small step you can take, even if you don’t feel fully “ready”? Remember, you’ve got this.
Here’s to embracing the challenges, because that’s where we truly discover what we’re made of, and here’s to finding that next path forward, one intentional step at a time – a lesson I’ve learned time and again, not just from Joe De Sena, but from the grit and camaraderie of the Spartan race community.
Hey everyone! I recently dove into one of the newsletters from James Clear, the author of the bestselling book “Atomic Habits” and creator of the popular 3-2-1 email. For those unfamiliar, Clear is known for his practical and insightful writing on habits, productivity, and personal growth. His 3-2-1 format delivers three ideas from him, two quotes from others, and one thought-provoking question each week.
After reading and reflecting on his latest installment (you can find the original here: https://jamesclear.com/3-2-1/march-27-2025), a few key takeaways really stuck with me:
3 Ideas That Resonated Deeply
Clear’s own ideas this time were particularly impactful:
Reclaiming Our Mental Energy: He wisely pointed out, “Take all the energy you spend on… worrying about the past, worrying about the future, worrying about what others think, worrying about if you might fail… and channel that energy into one useful action within your control.” It’s such a simple yet powerful concept. How often do we get bogged down in anxieties that lead nowhere? This is a great reminder to redirect that precious mental fuel towards something constructive.
The Hidden Lessons in Failure: Clear also highlighted that “Stories of failure resonate more than stories of success. Few people reach the top, but everyone has failed—including those who eventually succeed. If you’re teaching people how to succeed in a given field (or talking about your own success), start with how you failed.” This resonated because it normalizes setbacks and emphasizes the learning that comes from them. We often learn more from our mistakes than our victories.
The Power of What We Avoid: This idea offered a fresh perspective: “Success is largely the failures you avoid. Health is the injuries you don’t sustain. Wealth is the purchases you don’t make. Happiness is the objects you don’t desire. Peace of mind is the arguments you don’t engage. Avoid the bad to protect the good.” It’s a subtle but profound shift in thinking – sometimes progress isn’t about what we actively pursue, but what we consciously choose to steer clear of.
2 Quotes That Gave Me Food for Thought
The quotes Clear shared from others were equally insightful:
Finding Value in Stillness: Banker and archaeologist John Lubbock wisely said, “Rest is not idleness, and to lie sometimes on the grass under trees on a summer’s day, listening to the murmur of the water, or watching the clouds float across the sky, is by no means a waste of time” (Source: The Use of Life). In our busy lives, this is a crucial reminder that downtime isn’t a luxury, but a necessity for our well-being and creativity.
The Unconditional Love of Parenthood: English teacher Elizabeth Stone beautifully captured the transformative nature of having children: “It is to decide forever to have your heart go walking around outside your body” (Source: A Boy I Once Knew). As a parent, this quote struck a deep chord, perfectly articulating the unique vulnerability and boundless love that comes with raising a child.
1 Question That Prompted Self-Reflection
Finally, Clear posed a thought-provoking question: “Who do you secretly envy—and what does that reveal about what you truly value?” This is the kind of question that makes you pause and really examine your inner desires and priorities. Our envy can often be a compass pointing towards what we genuinely care about.
Overall, this latest 3-2-1 from James Clear offered valuable insights on managing our mental energy, embracing failure, understanding success through avoidance, the importance of rest, the profound impact of parenthood, and the lessons hidden within our envy. It’s definitely a newsletter worth checking out if you’re interested in personal growth and thoughtful reflection!
Ever lost a top-producing agent or had a promising MLO slip through your fingers? Or struggled to convince a talented professional to join your brokerage or team? Yeah, me too. It’s easy to think compensation plans and fancy tech are the only answers, but the truth is, the principles of influence are the unseen forces that can make all the difference in attracting and keeping the best talent.
Forty years ago, psychologist Robert Cialdini cracked the code on this phenomenon in his groundbreaking book, “Influence: The Psychology of Persuasion.” And guess what? In today’s competitive real estate and mortgage landscape, understanding and applying these principles is absolutely critical for broker owners and recruiters.
My “Aha!” Moment (and Cialdini’s) – Tailored for Leaders
Cialdini’s journey into the world of influence started with a seemingly simple encounter. For us in leadership, think of it like this: remember that star agent you almost lost to a competitor? Or that rockstar MLO you couldn’t quite close? It wasn’t just about the commission split they were offered; it was likely about the way the opportunity was presented and the underlying psychological factors at play.
That got Cialdini thinking: “Isn’t that interesting? Isn’t that worth studying?” And for us, the question becomes: “How can we leverage these insights to build a magnetic brokerage and attract and retain top-tier professionals?”
The Six (and Now Seven) Pillars of Persuasion – Your Recruitment & Retention Toolkit
Cialdini’s research revealed six key principles that underlie effective persuasion. Here’s how broker owners and recruiters can strategically apply them:
Scarcity: Don’t just talk about your brokerage; highlight unique opportunities that agents/MLOs might miss elsewhere. Limited-time incentives for joining, exclusive training programs, or a cap on the number of agents in a specialized niche can create that crucial sense of urgency and FOMO (Fear Of Missing Out). For retention, subtly remind them of the unique benefits they enjoy that competitors might not offer.
Authority: Position yourself and your leadership team as industry experts and thought leaders. Share your successes, provide valuable market insights, and showcase your mentorship capabilities. This builds trust and makes your brokerage a desirable place to learn and grow. For retention, consistently demonstrate your expertise and provide ongoing support that reinforces your authority as a leader.
Social Proof: Showcase the success stories of your current agents and MLOs. Testimonials, awards, high sales volumes, and positive team culture all serve as powerful social proof. Highlight how others like them are thriving in your environment. For retention, publicly celebrate their achievements and foster a strong sense of community where agents/MLOs feel they are part of a successful collective.
Liking: Build genuine relationships with potential recruits and nurture those connections with your existing team. Be approachable, listen actively, and show genuine interest in their goals and aspirations. A positive and supportive brokerage culture is a huge draw. For retention, prioritize open communication, create opportunities for social interaction, and foster a sense of belonging.
Reciprocation: Go the extra mile to provide value before asking for commitment. Offer valuable resources, training sessions, or networking opportunities to potential recruits. For your current team, consistently offer support, mentorship, and resources that help them succeed. This creates a sense of obligation and loyalty.
Commitment and Consistency: Encourage small initial commitments from potential recruits, like attending an informational session or having a casual coffee chat. Once they’ve made a small step, they’re more likely to make a larger commitment to join. For retention, publicly acknowledge their contributions and encourage them to take on leadership roles or participate in brokerage initiatives. This reinforces their commitment.
And that crucial seventh principle:
Unity: Emphasize the shared values, vision, and culture of your brokerage or team. Highlight what makes you unique and create a sense of “us.” When recruiting, focus on finding individuals who align with your core principles. For retention, cultivate a strong sense of community and belonging, where agents/MLOs feel connected to something bigger than just their individual transactions.
Why This Matters More Than Ever – The Competitive Edge
In today’s fiercely competitive real estate and mortgage markets, simply offering a slightly better commission split isn’t enough. Understanding and strategically applying these principles of influence can give you a significant edge in attracting and retaining top talent. It’s about creating an environment where agents and MLOs want to be, not just where they feel they have to be.
My Takeaway: Lead with Connection and Shared Purpose
For us as leaders, the biggest takeaway from Cialdini’s work, specifically applied to our world, is the power of connection and shared purpose. It’s not just about convincing someone to join or stay; it’s about building a community where they feel valued, supported, and aligned with a common goal.
So, the next time you’re looking to recruit a top producer or retain a valuable team member, think beyond the basic incentives. How can you leverage scarcity, authority, social proof, liking, reciprocation, commitment, and – most importantly – unity to create a truly magnetic and sticky environment?
What are your thoughts on applying these principles to agent/MLO recruitment and retention? What strategies have you found most effective?
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
“I’m giving my current brokerage another chance.” Sound familiar? It’s a classic, and honestly, totally understandable. Agents have loyalty, or maybe they’re just hoping for a turnaround. But does that mean the conversation ends? Absolutely not!
My morning TAG Zoom session just dropped some serious wisdom on how to navigate this, and I’m buzzing to share. We’re talking P.A.I.D. – your new secret weapon for turning a “not now” into a “maybe later” (and eventually, a “yes!”).
P.A.I.D. in Action:
P – Pause: Breathe. Don’t interrupt. Let them speak. Respect goes a long way.
A – Acknowledge: “Got it. Loyalty’s key.” “That’s fair, wanting to see improvement.” “I respect that.” Validate their stance.
I – Isolate: Gently probe: “What specifically are you hoping changes?” “What would a successful second chance look like?” “What support are you really looking for?” Understand their underlying needs.
D – Discover: Subtly connect their needs to your firm’s strengths: “Interesting… many who join us were seeking [your relevant benefit].” “Mind if I briefly share how our [specific resource] helps agents achieve [desired outcome]?” Be helpful, not pushy.
Turning “Not Now” into Future Opportunities:
So they’re staying put… for now. Here’s how I keep the pipeline flowing:
Smart & Consistent Outreach: Target the right agents, use LinkedIn/email/events, and always offer value beyond just recruitment. Think insights, not just invites.
Long-Game Relationships: Connect on LinkedIn, offer your newsletter, and suggest a low-pressure check-in down the road. Be a resource, even if they don’t switch today.
Subtle Value Drops: When the moment’s right, highlight the benefits of your firm (more income, better support), not just the features. Let your agents’ success stories do the talking.
CRM is Your Brain: Track conversations, note their timelines, and schedule those follow-ups. Stay organized!
My Takeaway: “Second chance” isn’t a rejection – it’s a pause. By using P.A.I.D. and focusing on genuine connection and value, we can build a pipeline of agents who will remember us when the time is right.
What are your go-to moves for this objection? Let’s swap strategies.
Okay, so I just read this article, “Gen Z’s Work Mindset Is Different — 5 Lessons Your Business Can Learn From ‘Zoomers’,” and it got me thinking. The piece talks about how Gen Z – those digital natives born roughly between 1997 and 2012 – have this strong desire for regular feedback, and how businesses should adapt. And yeah, that’s definitely something I see with my students. They’re always looking for ways to improve and genuinely appreciate knowing where they stand.
But here’s the thing, and this is where the article, while insightful, kind of misses a universal truth: it’s not just a Gen Z thing! This hunger for feedback? It’s human. We all want to know if we’re doing a good job, where we can get better, and that our contributions are actually seen and valued.
Let’s break down the generations mentioned, just to be clear:
Baby Boomers (born roughly 1946 – 1964): Often associated with a strong work ethic and loyalty, they’ve seen a lot of workplace evolution.
Generation X (born roughly 1965 – 1980): Known for their independence and adaptability, they bridge the gap between pre-digital and digital eras.
Millennials (born roughly 1981 – 1996): The first true digital natives to enter the workforce, often valuing purpose and work-life balance.
Generation Z (born roughly 1997 – 2012): Grew up entirely in the internet age, digitally fluent and often focused on authenticity and social impact.
Generation Alpha (born roughly 2013 – present): The youngest generation, whose workplace expectations are being shaped by seamless AI integration.
The article highlights that 73% of Gen Z and younger Millennials are more likely to ask for recognition several times a month compared to Baby Boomers. And while that statistic might be true on the asking front, does it mean Baby Boomers don’t appreciate knowing they’re doing well? Absolutely not! Maybe they were raised in a culture where direct requests for feedback weren’t the norm, but that doesn’t negate the intrinsic human need for validation and guidance.
Think about it. Who doesn’t feel a little boost when their boss acknowledges a job well done? Who hasn’t secretly wished for more clarity on how they can improve a certain skill, regardless of their birth year?
The article shares some great points that do resonate across the board:
Regular Feedback: They mention that 80% of all employees who received meaningful feedback in the last week were fully engaged. See? Not just Gen Z! Whether it’s a formal review or a quick “great job on that presentation,” knowing where you stand is crucial for motivation at any age.
Lifelong Learning: While Gen Z might be digitally native learners, the desire to grow and develop professionally isn’t exclusive to them. Every generation faces new technologies and industry shifts. Offering learning opportunities benefits everyone, from the seasoned veteran wanting to upskill to the recent grad eager to learn the ropes.
Wellness: The focus on work-life balance and mental well-being is definitely amplified with Gen Z, but burnout is a universal issue. Who hasn’t felt the strain of presenteeism or the need for a more flexible work environment? Recognizing and addressing these needs creates a healthier and more productive workforce for all generations.
Purpose-Driven Authenticity: Wanting to work for a company with values that align with your own? That’s not just a Gen Z thing. People of all ages want to feel like their work matters and that their employer operates with integrity.
Personalization and Individuality: Feeling seen and valued for your unique contributions? Again, a fundamental human desire. While Gen Z might be vocal about it, everyone appreciates personalized recognition and open communication.
So, while the article provides valuable insights into the mindset of Gen Z as they enter the workforce, let’s not make the mistake of thinking their desire for feedback and a positive work environment is a generational quirk. It’s a reflection of basic human needs that transcend birth years.
The real lesson here isn’t just about adapting to Gen Z; it’s about fostering a workplace culture where open communication, regular feedback, opportunities for growth, and a focus on well-being are the norm for everyone. Because at the end of the day, we all want to feel valued, supported, and like we’re making a meaningful contribution, no matter when we were born.
What are your thoughts? Do you agree that the need for feedback is universal?
Good news for Southern California first-time homebuyers eyeing a more “affordable” condo this spring: there are more properties to choose from. The bad news? Prices remain at record highs, interest rates are still elevated, and competition for well-priced, clean units is intense. But the real curveball? Fannie Mae’s dreaded “blacklist.”
Southern California condo listings have jumped a significant 61.8% compared to last year (March 2025 vs. March 2024), with inventory reaching 7,781 units (Steven Thomas, Reports on Housing). The county-by-county breakdown shows increases across the board: Orange, Los Angeles, Riverside, San Bernardino, and San Diego. However, February 2025 sales volume compared to 2024 presents a mixed picture across these counties.
Renting vs. Owning: Appreciation vs. High Costs
While renters benefit from standard deductions, they miss out on property appreciation. In Orange County, the median condo sales price saw a 10.2% jump in two years (February 2023: $633,000 vs. February 2025: $710,000) (CRMLS data). However, buying in means facing record high prices. The average Orange County condo price in February 2025 was $873,956, a significant increase from $745,882 a year prior. Coupled with interest rates in the mid- to high-6% range, affordability remains a challenge.
Navigating Fannie Mae’s “Blacklist”
A major hurdle is Fannie Mae’s “blacklist” of condo complexes that don’t meet their financial and operational stability standards, limiting financing options. According to Fannie Mae’s March data, California has 685 blacklisted condo complexes statewide, with significant numbers in Orange (70), Los Angeles (237), and San Diego (98) counties.
Crucially, have your loan originator check if your target condo is Fannie or Freddie approved BEFORE making an offer. If blacklisted, explore alternative financing or consider Planned Unit Developments (PUDs) as they aren’t subject to these restrictions.
(Sources: Analysis of data from Steven Thomas’ Reports on Housing and Fannie Mae, as reported by Jonathan Lansner in the OC Register; California Regional Multiple Listing Service (CRMLS) data)
