Category: Talent Attraction

The real estate industry can sometimes feel like a crowded room, with agents jostling for the attention of new listings and open houses. But fear not! Even in a saturated market, there are ways to rise above the noise and carve out your unique niche.

In a crowded market, differentiation is your superpower.

This blog post will explore some strategies to differentiate and thrive.

Craft Your Personal Brand: Your personal brand is your secret weapon. It’s what sets you apart from other agents.

Define Your Unique Selling Proposition (USP): What makes you different? Maybe you specialize in historic homes, eco-friendly properties, or luxury condos. Identify your USP and weave it into your brand.

Tell Your Story: Share your journey, experiences, and passion for real estate. People connect with stories, so use yours to create an emotional bond with potential clients. One of my real estate sales coaching clients personally experienced a home foreclosure in the past – he uses his story – to relate to others in similar circumstances.

Leverage Technology Creatively: Technology is about more than just posting listings online. Get creative:

• Virtual Tours with a Twist: Instead of the usual 360-degree tours, host live virtual tours where viewers can ask questions in real-time. Make it interactive and memorable, like a virtual open house.
• Social Media Magic: Don’t just post listings; showcase your expertise. Share home improvement tips, neighborhood highlights, and behind-the-scenes glimpses of your work.

Collaborate and Network: In a crowded market, collaboration is key.

• Team Up with Other Professionals: Partner with mortgage brokers, interior designers, and contractors. Offer joint workshops or webinars. It’s a win-win for everyone.
• Community Involvement: Attend local events, sponsor charity drives, and volunteer. Being an active community member builds trust and visibility.

Client-Centric Approach: Your clients are your best advocates.

• Create Exceptional Customer Experiences: Go above and beyond. Surprise clients with handwritten notes, personalized closing gifts, or a moving day or “welcome to the neighborhood” pizza party.
• Referral Programs: Encourage satisfied clients to refer their friends and family. Compliantly reward them for their loyalty.

Success Stories: Agents Who Nailed It: Let’s meet some agents who turned the saturated market into their playground:

• Maria, the Neighborhood Historian: Maria specializes in historic homes. She hosts walking tours and shares fascinating stories about each property’s past. Buyers love the history lesson!
• Jake, the Green Guru: Jake focuses on eco-friendly homes. He partners with local environmental organizations, planting trees for every home he sells. His clients feel good about their purchases.
• Sophia, the Social Butterfly: Sophia’s Instagram game is strong. She posts stunning home transformations, client testimonials, and even her favorite coffee spots, and her followers become clients.

Be yourself vs. trying to be like someone else. Let your passion and interest drive your client base.

In a crowded market, differentiation is your superpower.

Craft your brand, embrace technology, collaborate, prioritize clients, and learn from success stories. Remember, even in a room full of agents, you can shine bright, which is how you win the day!

 

We’re halfway through the year, and I’m curious: how are your New Year’s resolutions holding up?

Here’s a quick question for you to consider:

“Do you prefer the pain of discipline or regret?”

Research shows that we regret those things we have not done MORE than we do the things we have done. Can you relate?

What I’ve experienced personally and observed in others is that procrastination blocks us from creating the business and life we want to the fullest. You already know that we procrastinate because taking action can cause us a certain amount of “pain, a certain amount of discomfort.”

Coaching clients have shared with me the following:

“I avoid undertaking certain tasks because of the risk of shame, vulnerability, or failure.”

Taking action means we might be making a mistake, or we might fail. Let’s face it, it’s easier to not take action and avoid the pain of looking less than perfect. Thus, many instinctively retreat to their comfort zone and miss creating their ideal business. In trying to protect ourselves from failure, erecting our own barriers to success is easier. Can you relate? If you’ve ever been in this place – as I have – how do you get out?

Psychologists call this a strategy of self-sabotaging. Research shows that we protect our sense of self-competence by creating impediments that make success less likely. And believe it or not, we as humans tend to do this more when the stakes are the highest.

So how do we procrastinate less and take action more?

Practice… practice taking action faster and more often. Get an accountability partner and join a mastermind group. By taking more small steps that lead to more significant steps, you’ll build the “take action muscle.” By creating an accountability partner and mastermind group, you’ll have others who can help you discern what is an excuse and what’s not.

Consider these 5 action steps:

1. Remember, a goal is NOT a system. A system will produce what a system will produce nothing less, nothing more. For example, losing 10 pounds by September 1st is a GOAL, and learning to change your eating habits is a SYSTEM.
2. Make your goal tangible and specific. “Grow my business” sounds great but is also meaningless.” Land five new clients a month” allows you to determine exactly what you need to do to land those clients. Always set a goal that allows you to work backward and create a process to achieve it. It’s impossible to know exactly what to do every day when you don’t know exactly what you want to achieve.
3. Make it matter to you! If you want to get in better shape, so other people will think you look better at the pool this summer, you’re unlikely to follow through. Ultimately, who cares what other people think? Yet, if you want to get in better shape because you want to feel better, feel better about yourself, set an example for your kids, or prove something to yourself, then you’re much more likely to stick with it. Now your goal has meaning–not to your doctor, not to strangers at the pool, but to you.
4. Make it positive. “Stop criticizing other people in meetings” is a great goal, but it’s a negative goal. It’s much harder to give up or stop doing something than to embrace a new and positive challenge. For example, setting a goal like” stop eating sweets” means you constantly have to choose to avoid temptation. Since willpower is often a finite resource, why put yourself in a position of continually needing to choose? When you pick positive goals, you’ll work to become something new rather than avoid being something you no longer wish to be.
5. Focus on the process, the daily process. All the incredibly successful people I’ve worked with have one thing in common: They set a goal and then focus all their attention on the process necessary to achieve that goal. Sure, the goal is still out there. But what they care about most is what they need to do today, and when they accomplish that, they feel happy about today.

So, I’ll ask again: Do you prefer the pain of discipline or the pain of regret? The choice is yours.

 

 

 

John D. Rockefeller, the founder of Standard Oil, left an indelible mark on business history. His disciplined approach to management and leadership principles inspired Verne Harnish to outline the “Rockefeller Habits.” These habits, originally embraced by Rockefeller himself, can transform your business. Whether you lead a team of 1 or 500, implementing these habits can create a winning “operating system” for your organization.

The 10 Rockefeller Habits

• Healthy and Aligned Executive Team
  • Your company’s performance hinges on its leadership team. Ensure they understand and complement each other’s strengths. Regular meetings and commitment to learning are essential.
• Quarterly Focus
  • Everyone should be aligned with the #1 priority for the quarter. This clarity drives progress and prevents distractions.
• Effective Communication Rhythm
  • Establish a rhythm for sharing information across the organization. Timely communication keeps everyone informed and engaged.
• Accountability for Goals
  • Assign accountability for achieving goals in every facet of your organization. When everyone knows their responsibilities, progress accelerates.
• Employee Input and Feedback
  • Collect ongoing input from employees to identify obstacles and opportunities. Their insights are invaluable.
• Customer Feedback Analysis
  • Treat customer feedback data as crucially as financial data. Regular analysis ensures you stay customer-centric.
• Living Core Values and Purpose
  • Infuse your organization with core values and purpose. When these are “alive,” employees feel connected and motivated.
• Articulate Strategy
  • Every employee should understand the key components of your company’s strategy. Clarity empowers action.
• Quantify Employee Satisfaction
  • Can your team quantify whether they had a good day or week? Regularly assess employee satisfaction.
• Transparency in Plans and Performance
  • Make your company’s plans and performance visible to everyone. Transparency fosters trust and alignment.

Implementing the Rockefeller Habits isn’t just about business growth; it’s about creating a thriving culture. Embrace these habits, adapt them to your context, and watch your organization flourish. Remember, it’s not the size of your team that matters—it’s the commitment to excellence that defines success.

Mark, are there other management operating systems to consider? Fore sure, many of the clients I work with our 4DX or EOS shops. It’s really up to which process resonates the most with you and your team. Pick your system and get started – remember a system will produce what a system will produce, nothing less and nothing more!

Not happy with your results? Be HARDER on the system.

 

Friday mindset compliments of William Penn:

“No pain, no palm; no thorns, no throne; no gall, no glory; no cross, no crown.”

What is Penn saying?

“Endure to Cultivate Success” – The journey to success is akin to nurturing a garden; it requires diligence and resilience. Just as a gardener patiently cares for their plants before reaping the harvest, one must toil and persevere to attain their aspirations.

“Embrace the Thorns for the Throne” – True triumph is not without its trials. The path to greatness is lined with thorny obstacles, but it is through facing and overcoming these challenges that we ascend from the depths of difficulty.

“Bitter Trials Bring Sweet Victories” – The road to glory is often paved with setbacks and sour moments. Yet, it is by navigating through these bitter experiences that we pave the way for substantial accomplishments. If you find yourself amidst adversity, remember this adage.

“Sacrifice Paves the Way to Leadership” – Reflecting on his Quaker beliefs, Penn draws a parallel to the spiritual realm. Leadership demands sacrifice and endurance, much like the spiritual quest for a higher reward.

Choose your hard!

#WinTheDay

 

Staying on top of the housing market is key to serving your clients. Here’s a quick snapshot of the latest trends that will impact your real estate practice:

• Price Adjustments: Sellers are increasingly adjusting their expectations, with a notable uptick in price reductions from initial listings in the last few weeks.
• Conditions Count: Homes that aren’t “move-in” ready are facing pressure in this competitive market.
• Market Dynamics: A significant 34.4% of homes on the market have experienced price corrections, signaling a shift in supply vs. demand.
• Buyer’s Options Expanded: With a 36% increase in inventory compared to last year, buyers now have a wider selection to choose from.
• Regional Variations: While New York and Nevada maintain a tighter grip on their inventory, Texas is experiencing a bump in sales activity thanks to a more abundant selection.
• Mortgage Mysteries: Curious about what drives mortgage rates? They’re more intricate than you might think. Send me a direct message for a detailed breakdown.
• Sales Trends: The rhythm of new sales has dipped recently, but the overall pace remains consistent with last year’s figures.

Some interesting highlights: 

• Leading markets for listings sold
  • Houston, Texas
  • San Antonio, Texas
  • Austin, Texas
• Leading markets with more inventory
  • San Antonio, Texas
  • Houston, Texas
  • Austin, Texas
• Leading markets with tight inventory
  • Madison, Wisconsin
  • Woodland Hills, California
  • Newport Beach, California

Understanding these trends is one thing, but distilling them into actionable insights is where true leadership shines. For a personalized analysis, slide into my DMs for a one-on-one chat.

Discover how these trends are playing out locally on my Altos link included by clicking here.

#WinTheDay by making informed decisions and keeping your clients informed and up to date.

 

Now is not the time to sit back and see how things turn out.  You’ll be left behind.

Last year 18% of agents changed firms across the US and a recent survey from Inman news  39% of agents plan to switch brokerages this year-up 56% from those who shared a similar desire in 2023.

Old math / new math – regardless of what number you believe – that’s a lot of movement and right now somewhere between 25% up to 39% of your own agents are looking to make a move.

Why?

Uncertainty …  with all the changes, all the news are you LEADING or going SILENT?

What’s missing?

• 52% want more referrals and leads
• 44% want better training and education
• 42% want more support

What’s on their “must have” list?

• 93% want to be connected to a trusted/recognizable brand
• 88% want top-notch marketing and advertising support
• 82% want leading edge technology and tools.

Look this is what we do – if you need help we should have a conversation.  Yet, in the meantime I’d leave you with this: quickly go on the OFFENSE immediately to re-recruit the keepers.

• Identify who in your office is most likely to leave and proactively start re-recruiting them.  Find out what they’re missing and fix the problems before it’s too late.
• Energized Recruiting: If you have strong solutions in the areas where agents are feeling deficits, step out in confidence and get connected to as many prospects as possible.
• Use the survey findings as a guideline to prepare scripts and talking points that address these issues.
• Plan talent attraction events that highlight your expertise in the areas where they are feeling deficiencies.

At the end of the day YOUR SYSTEM PRODUCES WHAT IT PRODUCES NOTHING LESS NOTHING MORE – we can help you get the right systems in place to win the day.

His mother, no longer able to provide for him, turned him over to the foster care system. At 22, he was homeless with a two-year-old son to care for.

The only way he could go was up. With $700 start-up cash, he pursued his vision.

Paul Mitchell hair products and eventually Patrón tequila.

One of the most significant traits of his success, he says, was overcoming rejection.

“You’ve got to be prepared in life for a lot of rejections.”

Pointing to a time, he had to sell encyclopedias door-to-door to put food on the table. Many doors, literally, closed in his face. As a result, he came to expect rejection, which proved to be beneficial, as he learned this:

“You must be just as enthusiastic on door 51 as you were on door 50, even if all 50 of those doors are closed in your face!”

John Paul DeJoria’s journey from homeless to entrepreneur and philanthropist – now you know…the rest of the story.

#WinTheDay

 

I was just thinking:

” What would happen if you never tolerated inaction in yourself?”

This thought-provoking question challenges us to examine our relationship with action, failure, and growth. In a world where procrastination often holds us back, embracing movement becomes essential. In this blog post, we’ll explore the transformative power of action, drawing lessons from both success and failure.

1. The Paralysis of Inaction
The Comfort Zone
Inaction feels safe. It’s the cozy cocoon where we avoid risks, sidestep challenges, and settle for mediocrity. But within this comfort zone lies stagnation—a slow erosion of potential. When we tolerate inaction, we deny ourselves the chance to learn, adapt, and evolve.

The Illusion of Perfection
Perfectionism fuels inaction. We wait for the perfect moment, the flawless plan, or the ideal circumstances. Meanwhile, life passes us by. The truth is, there’s no perfect time. Action doesn’t require perfection; it demands courage. Imperfect steps forward lead to progress.

2. Lessons from Failure
Failure as a Teacher
Failure isn’t the enemy; it’s a wise mentor. Each misstep, setback, or disappointment carries valuable lessons. When we embrace failure, we learn resilience, humility, and resourcefulness. It’s through failure that we refine our approach, recalibrate our goals, and discover hidden strengths.

The Cost of Inaction
Consider the cost of not acting. Regret, missed opportunities, and unfulfilled dreams accumulate. Inaction robs us of experiences, relationships, and growth. It’s like standing at the edge of a cliff, fearing the leap, while life beckons from below. Trust movement—even if it means stumbling.

3. Trusting Movement
Small Steps, Big Impact
Action need not be grandiose. Small, consistent steps yield remarkable results. Whether it’s writing a page a day, taking a daily walk, or learning a new skill, these micro-actions accumulate over time. Momentum builds, and suddenly, you’re miles ahead of where you started.

The Ripple Effect
Your actions ripple outward. When you defy inaction, you inspire others. Your courage becomes contagious. Imagine the impact if everyone refused to tolerate their own inertia. The world would shift, evolve, and thrive.

Conclusion?
“Trust movement.”

These two words encapsulate a powerful philosophy. By rejecting inaction, we embrace growth. So, dear reader, take that step, write that email, make that call. The lessons lie not in perfection but in motion. Let failure be your guide, and trust movement—it’s the path to transformation.

Perfection is not the standard, progress is! 

The journey begins with a single step.

There are some lessons that only #failure can teach.

Failure is not the problem. #Inaction is. #Procrastination is.

Trust movement.

” What would happen if you never tolerated inaction in yourself?”

 

3 Killer Strategies To Consider Today

Regardless of where you are on your goals year to date, there is still time to produce more this year. If your desire is to close the first half strong; not be broke on July 1, and be prepared for an amazing back half of the year,back half of the year then you gotta read this.

3 killer strategies…

• Up your seller education game;
• Portray trust and
• Regardless of YOUR age, appeal to millennials. 

Some time ago I had the honor of attending the Zillow Premier Broker event in Chicago, IL. The Zillow Consumer Housing Report was an amazing value add, and at least 3 major trends stood out for me.

Trend 1: Up Your Seller Education Game 

Zillow’s research shows more than half of all sellers have NEVER sold a home before. It’s a totally new experience for them. Place yourself in their shoes: Are they scared? Are they apprehensive? Are they afraid of being taken advantage of? Do you think they wish they knew more than they do? That answer would be YES to all of those.

So, let’s look at what that means to you and me. This is one stat begging you to proactively help educate your prospects and, in the process, attract more referrals and more listings.

For those of you with extensive experience, you could write up a report like, “4 Ways To Maximize The Value Of Your Home” or “3 Essential Facts Every First-Time Home Seller Must Know” and offer them on your lead capture landing pages.

Promote them by running Facebook ads in your target communities, along with a video about how you’re passionate about educating sellers. For those of you with less experience, you can hire out these reports to content writers in your area… check out FIVERR or #GTS = Google That Stuff!

Practical ideas to consider:

1. Informative Direct MailCampaigns, like: The benefits of a “Home Warranty Sellers Coverage” policy
2. Short special reports and white papers, like: Best Home Improvements• Determining Your Homes Value• Value Of A Pre Sell Home Inspection• Benefits Of Partnering With A Hyper-Local Expert, Like Me!
3. Educational seminarsor zoom sessions
4. Short videosto walk people through the process with a call to action to reach out to you
5. Quick seller tipson social media with a call to action to reach out to you

And while it may be their first time, today’s sellers have access to more data and best practices BEFORE they reach out to possible selling agents. They are looking for a strategist with the market knowledge, marketing skills, and legal know-how to do the heavy lifting that will get them from sale to closing.

Some of the activities “self-starting sellers” get a jump on before engaging with an agent include home improvements (50 percent), coming up with a list price for their home (39 percent) and securing a home inspection (25 percent).

 

Trend 2: Ensure Your Marketing And Promotions Portray TRUST

Eighty-six percent of consumers say trustworthiness is “extremely” or “very” important when choosing an agent. When your biggest asset is at stake, you want to trust the person guiding your transaction.

So, let’s think about what makes someone trustworthy. Or better yet, let’s discuss who we don’t consider trustworthy:

• Complete strangers• Salespeople who only show up when there’s something in it for them

Obviously, the more familiar people are with you, the more they are naturally likely to trust you. So, if 86 percent of consumers are telling you that you must be trustworthy to even be considered, what’s that mean to you? It means you need to be putting yourself in front of prospects over and over and over again to create that familiarity that breeds trustworthiness.

• Do you have more than 5 testimonials and endorsements?• Do you create a “social proof” marketing piece that shows what OTHER people say about you?• Are you visible and involved in the communities you serve?• Are you marketing to the same neighborhoods consistently or jumping around to wherever you take your next listing?• Does your website or your marketing give any insight into who YOU are as a person, or do you come across like a real estate robot?

All of these questions lead to huge opportunities to build trust with homeowners so when they decide to sell, you’re already in that “extremely important” category of being trustworthy.

 

Trend 3: Regardless Of YOUR Age, Appeal To Millennials… Nearly 50% Of Your Future Business May Depend On This!

Millennials – that generation between the ages of 24 and 38 – account for 42 percent of all home buyers and 61 percent of all first-time buyers, according to Zillow’s report. These folks were raised on the Internet. As a result, they’re accustomed to Amazon-level service and ease of use. You know that experience: Where you order something late Friday night and somehow it shows up on your doorstep on a Sunday morning! That’s the standard you’re up against when you work with 42 percent of buyers. So here’s the big question:

Are your services and systems up to that standard?

If your answer is no, it’s time to adapt how you do things.

Strive to make working with you as easy as ordering from Amazon. Where can you streamline? What can you eliminate? What more can you do prior to meeting with a buyer to make the process smoother? What “extras” can you provide to make your service more beautiful? We all need to be asking ourselves these questions and refining our systems on a regular basis because that standard isn’t reversing course anytime soon. It’s only going to get higher and higher.

There you have it… 3 killer strategies… up your seller education game; portray trust and regardless of YOUR age, appeal to millennials.