Category: Talent Attraction

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:

1. 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.

2. 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.

3. 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:

1. 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.

2. 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?

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?

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.

Alright, let’s talk real business for a second. Not the fluffy, motivational poster stuff, but the stuff that actually makes a difference. I’ve been noticing something lately, and it’s something I’ve been guilty of myself: we’re really good at letting problems just…hang out. Like, they’re the awkward guest at the party nobody wants to talk to, so we just pretend they’re not there.

Think about it. That nagging issue with the client? The software glitch that’s slowing everyone down? That weird dip in sales we can’t quite explain? We push it to the back burner. “We’ll deal with it later,” we say. Or, even worse, “Maybe it’ll just go away.”

Spoiler alert: it doesn’t just go away.

What I’ve learned, the hard way, is that closing the gap is where the real magic happens. That moment when you finally sit down and say, “Okay, let’s figure this out,” is brutal. It’s uncomfortable. You’re staring at the cold, hard truth, and it’s not pretty. Maybe you messed up. Maybe your process is broken. Maybe the market shifted and you didn’t see it coming.

But that discomfort? That’s where growth lives.

It’s like working out a muscle – it burns, it aches, but you know you’re getting stronger. You’re actually fixing something, not just putting a band-aid on it.

And let’s be honest, our brains are wired against this. We’re wired to avoid pain, to take the easy route. That’s why we procrastinate, why we make excuses. It’s our brain trying to protect us from the uncomfortable. But success, in business and in life, isn’t about avoiding discomfort. It’s about recognizing that instinct and pushing through anyway.

• It’s about saying, “Yeah, this sucks, but I’m going to do it anyway.”
• It’s about facing the music, even when you don’t like the tune.
• It’s about closing the gap, no matter how wide it is.

So, next time you feel that urge to look the other way, to ignore the problem, remember this: that’s your brain trying to keep you safe. But safe isn’t where you grow.

Growth is on the other side of uncomfortable. And that’s where you want to be.

Something’s been on my mind lately, and it’s kind of a big one: what if what we think we know about ourselves isn’t even true?

Something really clicked for me recently. Last week in my mastermind group, we dove deep into “limiting beliefs,” and it got me reflecting. Then, I read this fascinating article referencing research (Meunks et al., 2018) about how our self-perceptions can be surprisingly inaccurate and hold us back from reaching our potential. It made me realize just how easily our internal stories about ourselves can become self-fulfilling prophecies.

Think about it: how many times have I told myself, “Oh, I’m just not good at that”? Probably more times than I’d like to admit. The article even touched on how simply hearing things repeatedly can make us believe they’re true, even if they’re not (Kahneman, 2011).

My Own “Aha!” Moment (and time for yours!):

Thinking about this, I realized a few “truths” I held about myself were likely just old, unchallenged beliefs. For example, I always thought I wasn’t very organized. But then I remembered that project last year where I totally crushed it. What was different then? It made me wonder – maybe it’s not a fixed trait.

Ready to dig into your own beliefs? Here’s how I’m approaching it:

1. Fact-Check Your Inner Narratives: It’s time to question those long-held assumptions.

• What’s the story I tell myself? Jot down 3 things you believe about your abilities or limitations.
• Where did that story come from? For each, ask: What’s the evidence? Is there any evidence against it? Think about times you might have surprised yourself. What were the circumstances?
• When do I feel different? Instead of saying “I’m just not a creative person,” think about times you did feel creative, even in small ways. What was happening? Can you create more of those conditions?
• Your Action This Week: Pick one of those beliefs and brainstorm one tiny way you can challenge it.

2. Embrace a Growth Mindset: This is about believing we can develop our abilities through effort and learning.

• Spot Your “Stuck” Spots: Identify one area where you feel limited.
• Reframe “Failures”: Think of a recent setback in that area. What did you learn from it? How can you approach it differently next time?
• Focus on the Climb: Value the effort you put in, not just the end result.
• Your Action This Week: Choose one small step you can take to learn or practice something related to that “stuck” area.

This isn’t about suddenly thinking you’re amazing at everything. It’s about being honest with yourself and realizing that your current self-perception might not be the full picture. We’re all capable of growth, and sometimes the biggest step is questioning the stories we tell ourselves.

I help broker owners, managers and recruiters challenge their belief about recruiting and talent attraction.

What’s one belief you’re going to fact-check this week? I’d love to hear!