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The Tale Of Four Real Estate Markets

04/11/202504/11/2025 Mark Johnson 1 Comment

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, California as 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.

Don’t Quit Inches From Victory: A Lesson in Perseverance

04/09/202503/28/2025 Mark Johnson 1 Comment

Let’s get real for a second.

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.

My Reflections on James Clear’s Insights: Worry, Failure, and the Walking Heart

04/07/202503/27/2025 Mark Johnson 1 Comment

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!

What resonated most with you?

Influence: The Unseen Key Behind Powerful Persuasion

04/04/202503/26/2025 Mark Johnson Leave a comment

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!

They’re Giving Their Broker Another Shot? Here’s My Game Plan.

03/28/202503/26/2025 Mark Johnson 1 Comment

Hey Retainers, Recruiters, and Attracters!

“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.

Forget Just Gen Z: Turns Out Everyone Craves Feedback (Yes, Even You, Baby Boomers!)

03/27/202503/27/2025 Mark Johnson 1 Comment

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?

SoCal Condo Hunt: More Choices, Same Hurdles for First-Timers

03/26/202503/29/2025 Mark Johnson Leave a comment

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.”

Inventory Surge, Sales Mixed

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.

For SoCal first-time buyers, navigating the condo market this spring requires careful research and proactive planning. Check out my Altos Research link for local trends.

(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)

Overwhelm? 4 Strategies That Actually Work (No Guru-Speak)

03/25/202504/23/2025 Mark Johnson 1 Comment

We’ve all been there. That moment when the to-do list feels like a mountain, and your brain is a browser with too many tabs open. It’s not about being “busy,” it’s about feeling genuinely overwhelmed. And honestly, I’m learning to navigate it just like you are. Here’s what’s helping me, in simple, actionable steps:

1. The One Thing Rule: Cut Through the Noise

The Struggle: You’re juggling a dozen things, and none of them are getting your full attention.
The Shift: Instead of trying to tackle everything at once, write it all down. Get it out of your head and onto paper (or screen). Now, look at that list. What’s the one thing that will make the biggest difference if you do it right now?
The Action: Focus solely on that one task. Everything else can wait. Staring at a cluttered screen won’t make it disappear.

2. Ten Minutes of Focused Action: The Power of Small Steps

The Struggle: That project, that chore, that task—it feels impossibly huge.
The Shift: Break it down. Commit to just ten minutes. Set a timer. You’d be surprised how much you can accomplish in that short burst of focused energy.
The Action: Pick one small part of that big task and tackle it for ten minutes. You’ll often find that once you start, you want to keep going.

3. The Ten Minute Pause: Your Instant Reset Button

The Struggle: Life throws you a curveball—a tech issue, a frustrating phone call, or just a wave of unexpected stress.
The Shift: Don’t react immediately. Give yourself ten minutes to breathe. Step away from the situation.
The Action: Set a timer, close your eyes, take deep breaths, grab a glass of water, or just stare out the window. Ten minutes can make a world of difference.

4. Recharge Ritual: You’re Not a Machine

The Struggle: You’re running on fumes, and everything feels harder.
The Shift: You need to recharge. And scrolling through your phone doesn’t count.
The Action: Schedule time for activities that actually fill your tank. Read a book, go for a walk, listen to music, pursue a hobby, or simply enjoy some quiet time. You deserve it.

Call to Action:

Automate: Using technology or systems to handle repetitive tasks frees up your time and mental energy.
Delegate: Entrusting tasks to others who are capable can significantly lighten your load.
Eliminate: Recognizing and removing tasks that are no longer necessary or don’t contribute to your goals is a crucial step in decluttering your to-do list.

Overwhelm is a part of life. But it doesn’t have to control you. Implement these strategies, find what works for you, and remember: you’ve got this.

California Housing Market Springs Forward in February 2025: A Statewide Update

03/24/202503/24/2025 Mark Johnson Leave a comment

The Golden State’s housing market showed some serious get-up-and-go in February 2025! According to the latest report from the California Association of REALTORS® (C.A.R.), we’re seeing a welcome rebound after a slower start to the year. Let’s dive into the key trends shaping the California real estate landscape.

Statewide Sales See Significant Surge:

The big news? California home sales are on the rise! February saw the highest level of existing, single-family home sales in over two years, reaching a seasonally adjusted annualized rate of 283,540. That’s a robust 11.6% jump from January and a solid 2.6% increase compared to February 2024. It seems like the market has shaken off some of the uncertainty that lingered at the beginning of the year.

Median Home Price Shows Modest Movement:

While sales are climbing, the statewide median home price saw a slight dip month-over-month. In February, the median price landed at $829,060, down 1.2% from January. However, looking at the bigger picture, prices are still up 2.8% from February of last year’s $806,480. This suggests a market that’s gaining momentum in terms of activity, but price appreciation is currently more moderate.

Regional Differences Paint a Varied Picture:

California’s diverse regions are experiencing the market in their own way:

San Francisco Bay Area: This region led the pack with a 3.5% increase in sales compared to last year. However, it was the only major region to see a slight year-over-year median price decline of 0.5%. This could be attributed to stronger sales in more affordable parts of the Bay Area.
Central Coast: Showing strong price growth, the Central Coast saw a significant 9.4% year-over-year increase in the median price, along with a modest 1.6% rise in sales.
Central Valley: This more affordable region experienced a 3.5% increase in median price but a 3.5% decrease in sales compared to last February.
Far North: The Far North saw a 1.8% uptick in median price but a 4.9% drop in sales year-over-year.
Southern California: Overall, Southern California saw a 4.8% year-over-year increase in median pricebut a 3.0% decrease in sales. Within SoCal, Orange County stood out with strong price gains and flat sales, while other counties had their own unique dynamics.

Inventory Levels on the Rise:

Good news for buyers! The Unsold Inventory Index (UII), which measures how long it would take to sell all current listings at the current sales pace, increased from 2.9 months in February 2024 to 4.0 months in February 2025. This marks the 13th consecutive month of annual gains in housing supply, offering more choices for those looking to purchase.

Time on Market Slightly Longer:

Homes are taking a bit longer to sell compared to last year. The median number of days to sell a California single-family home was 26 days in February, up from 22 days in February 2024. This could be a reflection of the increased inventory and buyers having more options to consider.

What’s Driving These Trends?

C.A.R. points to declining mortgage rates at the start of the year as a key factor in the rebound in sales. Lower borrowing costs likely brought buyers back into the market who were previously sidelined by affordability challenges. The increase in available inventory is also easing some of the competitive pressures seen in recent years.

However, it’s worth noting that pending sales dipped slightly compared to last year for the third consecutive month. This could be due to a subsequent jump in mortgage rates in early February and ongoing economic uncertainties potentially impacting buyer confidence.

Looking Ahead:

Experts anticipate that mortgage rates will likely remain volatile in the near term, which could lead to fluctuations in pending sales. However, with rates expected to stabilize later in the year and the continued increase in inventory, the California housing market is poised for continued improvement through the spring and summer homebuying seasons.

The Takeaway for California:

February 2025 marks an encouraging shift in the California housing market. Increased buyer activity, more available homes, and the initial moderation of mortgage rates have contributed to a significant boost in sales. While price appreciation is currently moderate and regional differences persist, the overall trend suggests a market that is finding its footing and heading into the prime buying season with renewed energy.

Whether you’re a buyer, seller, or simply keeping an eye on the market, these trends provide valuable insights into the current state of California real estate. Stay informed and connected with your local real estate professionals for the most up-to-date information in your specific area.

Replace fear of the unknown with curiosity.

Own the Off-Market: A Niche That Will Attract Agents to Your Brokerage

03/24/202503/24/2025 Mark Johnson Leave a comment

Broker owners, are you looking for a way to differentiate your firm and attract high-caliber agents? In today’s dynamic real estate landscape, mastering a specific niche is more crucial than ever. And there’s one area that’s rapidly gaining prominence, particularly in commercial and high-end residential: off-market deals.

Let’s face it, we all know the drill. MLS listings, LoopNet, the traditional avenues. But as Mark Hulsey from Results Commercial recently pointed out, a significant portion of lucrative transactions are happening behind closed doors. This presents a unique challenge and an opportunity for your brokerage.

Why Off-Market? Why Now?

The allure of off-market deals is growing, and here’s why you should care:

They’re Everywhere: Particularly in commercial and luxury residential, off-market opportunities are becoming increasingly common. Agents who can navigate this space are highly sought after.
High-Stakes, High-Reward: These deals often involve substantial sums, making them incredibly attractive to both clients and agents.
Expertise is Paramount: However, as Hulsey warns, the potential pitfalls are significant. Sellers can be severely shortchanged without proper representation. This is where your firm’s expertise becomes a game-changer.

The Niche Advantage: Attracting Top Talent

By positioning your organization as the expert in off-market transactions, you’ll attract agents who:

Value Expertise: They understand the complexities of these deals and seek a firm that can provide the necessary support and guidance.
Prioritize Client Interests: They recognize the importance of fiduciary duty and want to work with a brokerage that upholds the highest ethical standards.
Seek Market Mastery: They’re driven to deeply understand the market, build strong networks, and analyze deals with precision.

Key Takeaways for Your Brokerage:

Emphasize Fiduciary Duty: Reinforce the importance of acting in the client’s best interest, regardless of whether a deal is on or off-market.
Build a Powerful Network: Cultivate relationships with key players in the industry. Your network is your net worth.
Champion Ethical Behavior and Transparency: Establish your firm as a beacon of integrity in the off-market space.
Develop Off-Market Expertise: Train your agents on the nuances of these transactions, including valuation, negotiation, and due diligence.
Provide Advanced Tools and Resources: Equip your agents with the tools and resources they need to succeed in the off-market arena.

Think of it this way: The traditional market is the main game, but off-market deals are the “secret levels” that require advanced skills and knowledge. By mastering this niche, you’ll not only attract top agents but also provide your clients with unparalleled service.

Actionable Steps for Broker Owners:

Educate Your Agents: Host workshops and seminars on off-market transactions.
Create a Dedicated Off-Market Team: Assemble a team of experts to specialize in this area.
Market Your Expertise: Highlight your firm’s off-market capabilities in your marketing materials.
Foster a Culture of Collaboration: Encourage agents to share their knowledge and network.

The real estate world is evolving, and off-market deals are becoming increasingly prevalent. By embracing this niche, you can position your brokerage as a leader and attract the best and brightest agents in the industry. Remember, property management and real estate brokerage is about understanding the entire ecosystem, and those that master all levels of the game will win.

Category: Sales Meeting Content