Category: Talent Attraction

As a coach and consultant, I often hear this common challenge in the real estate world: we know exactly what needs to get done. If you’re in real estate – whether you’re a broker owner, an office manager, a recruiter, or an agent – you’re probably wired like me: full of great ideas and comprehensive to-do lists.

We know what we need to do.

We know we need to:

• Broker Owners/Office Managers: Implement that new CRM, ramp up agent training, finally tackle the marketing budget, have those crucial one-on-ones with struggling agents.
• Recruiters: Make those calls, attend those industry events, refine our value proposition, build stronger relationships with potential candidates.
• Agents: Prospect consistently, follow up diligently, master that new marketing tool, practice those listing presentations, nurture your sphere.

The list goes on, doesn’t it? Our industry demands constant action and evolution. So why do we often find ourselves…stuck? We’ve charted the course, but the anchor feels stubbornly lodged.

I get it. I’ve been there, and I still have those moments. That gap between “knowing” and “doing” can feel like a chasm. We get bogged down in daily fires, shiny new objects pull our focus, or maybe that little voice of doubt creeps in.

But here’s what I’ve learned – and continue to learn – in this incredible real estate journey:

Knowledge without action is just potential energy gathering dust.  (K – A = D)

Our success, the growth of our brokerages, the strength of our teams, and our individual achievements are all directly tied to our ability to move from understanding to execution.

So, how do we bridge that gap? It’s not about some magic bullet or a sudden burst of superhuman motivation. It’s about practical, actionable steps that chip away at the inertia.

Your Action Plan to Get Unstuck

Here are a few things that have helped me (and hopefully will help you):

1. Reconnect with Your “Why”: This isn’t fluffy. Why did you truly get into real estate? What are you striving for? For brokers, it might be building a thriving, supportive office culture. For agents, it could be financial freedom or helping families find their dream homes or beyond. When that “why” is clear and emotionally resonant, the “what” and “how” become much easier to tackle.
2. Break It Down, Baby!: That big, overwhelming project? Slice it into the tiniest, most manageable steps. Instead of “implement new CRM,” think “research three CRM options this week.” Instead of “prospect consistently,” think “make five follow-up calls every morning.” Small wins build momentum and make the overall task feel less daunting.
3. Eliminate Friction: Make it easier to do the right thing. Lay out your prospecting materials the night before. Block out specific time in your calendar for crucial tasks and treat those appointments with yourself as sacred. Minimize distractions when you need to focus.
4. Schedule It and Honor It: If it’s not on the calendar, it doesn’t exist. Be realistic about what you can achieve, but schedule those important activities and stick to them.
5. Find Your Accountability: Tell someone what you’re committed to doing. Partner with another broker, manager, recruiter, or agent to check in with each other. Sometimes, just knowing someone else expects you to take action is a powerful motivator.
6. Celebrate Small Victories: Acknowledge your progress, no matter how small it seems. Did you make those five calls? Did you complete that first step of your CRM research? Give yourself a pat on the back (maybe even a small reward!). Positive reinforcement keeps us moving forward.

Look, we all have days where “doing” feels impossible. But in the competitive world of real estate, especially right here in this market, staying stagnant isn’t an option. We owe it to ourselves, our teams, and our clients to take action on what we know.

So, I’m asking you – and myself – what’s one thing you know you need to do this week that you’ve been putting off? Let’s commit to taking that first step. Let’s stop just knowing and start actively building the success we envision.

What’s your “one thing”? Share in the comments below – let’s hold each other accountable!

Every time I watch the Blue Angels perform or see their iconic documentary on Netflix, I’m not just awestruck by their incredible precision and daring maneuvers; I’m reminded of the fundamental principles that drive truly elite performance. These aren’t just the top 1% of pilots; they’re masters of a repeatable process that leads to unparalleled success. And honestly, it’s a process that everyone of us  – whether we’re a broker owner, a C-suite executive, a regional manager, or a recruiter – can integrate into your own operations to achieve remarkable results.

We all strive for high standards of performance and accountability in our businesses. That’s a given. But how do we consistently hit those marks, especially when the stakes are high? The Blue Angels offer a clear blueprint:

1. Visualize Before Every Performance

Before a single jet takes off, the Blue Angels meticulously visualize their entire routine. Every turn, every close-quarters pass, every break – it’s all played out in their minds. They anticipate challenges and mentally rehearse solutions.

Think about this in your world. Before a major presentation, a crucial negotiation, or even planning your week, do you take the time to truly visualize success? Do you anticipate potential roadblocks and mentally strategize how to overcome them? This isn’t just wishful thinking; it’s a powerful tool for preparing your mind for optimal execution.

2. Execute

This is where the rubber meets the road, or in their case, the jets hit the sky. With meticulous preparation and visualization, the Blue Angels execute their plan with breathtaking precision. There’s no hesitation, no second-guessing – just focused, high-performance action.

For you, this means moving from planning to action with conviction. Trust your preparation. Lead your teams, make those calls, implement that strategy. This is the moment to put your visualized success into tangible results.

3. Debrief and Learn

Immediately after every performance, the Blue Angels go through an intensive debrief. They don’t just celebrate what went well; they forensically examine every detail. What was perfect? What could have been better? Every pilot and support staff offers their perspective, creating a collective learning experience.

This is a critical, often overlooked step in business. How often do you and your team truly debrief your efforts? After a project wraps up, a deal closes, or a recruiting drive finishes, do you honestly assess what worked and what didn’t? This isn’t about pointing fingers; it’s about genuine, objective analysis.

4. Apply the Learning, Rinse, Lather, Repeat

The debrief isn’t just an exercise; it’s a catalyst for improvement. The insights gained are immediately applied to the next practice, the next performance. They constantly refine their process, building on their successes and correcting their missteps. It’s a continuous loop of learning and improvement.

This is where the magic happens for your business. Take the lessons from your debriefs and immediately integrate them into your future strategies and actions. This commitment to continuous improvement, this willingness to “rinse, lather, and repeat” the cycle of visualization, execution, and debriefing, is what will propel you and your teams to the very top of your game.

The 1% Formula for Peak Performance: Visualize, Execute, Debrief, and Repeat.

Imagine the collective power if every leader and every team in your organization embraced this mindset. It’s not about being salesy or pushing a complicated new methodology. It’s about adopting a proven process that champions excellence, fosters accountability, and drives continuous, measurable growth.

What’s one aspect of this Blue Angels’ process you can commit to integrating into your routine this week?

In the world of real estate, we’re taught to be experts. We analyze market trends, dissect comps, and scrutinize contracts. We can tell you the absorption rate of a neighborhood on a Tuesday and debate the nuances of a new zoning law until we’re blue in the face. This is the “educated mindset” at its finest – and don’t get me wrong, it’s crucial for what we do. It’s the foundation of sound advice and professional service.

But let me ask you this: When was the last time you created something truly new in your business?

I’m not talking about a new social media post or a slightly tweaked email template. I’m talking about building something from the ground up – a new lead generation system, a unique client experience, a completely different way of thinking about your value proposition.

This is where the entrepreneurial mindset comes in, and it’s what separates the agents who simply survive from the brokers and owners who build empires.

The Analyst vs. The Architect

Think about the quote that sparked this post:

“Education teaches you to analyze. Entrepreneurship teaches you to create.”

The educated, analytical mindset is fantastic at taking things apart. It’s the part of our brain that asks:

• What did that property really sell for, and why?
• What are the potential pitfalls of this inspection report?
• What were the historical market forces that led to our current inventory shortage?

These are important questions. But an over-reliance on this way of thinking can lead to what I call “analysis paralysis.” We spend so much time dissecting what is that we never get around to building what could be.

The entrepreneurial mindset, on the other hand, is all about building and improving. It’s the voice that asks:

• How can I design a better, more streamlined client onboarding process?
• What new marketing plan can I craft to reach an underserved niche in my community?
• Instead of just complaining about the lack of affordable housing, how can I create resources or partnerships to help first-time buyers?

The trick, as the saying goes, is to keep learning, but to never lose your ability to build.

Where Analysis Ends and Creation Begins in Real Estate

In today’s rapidly changing market, the brokers, recruiters, and agents who are thriving are the ones who have embraced their inner entrepreneur. They’re not just reacting to the market; they’re actively shaping their success within it.

Consider these common industry challenges and how the two mindsets approach them:

• Low Inventory: The analytical mind studies the trend reports and laments the lack of listings. The entrepreneurial mind creates a new “How to Prepare Your Home for Sale in 12 Months” workshop to cultivate future sellers, or partners with local builders to get early access to new construction.
• Rising Interest Rates: The analytical mind explains to buyers why it’s a tough time to purchase. The entrepreneurial mind designs a “creative financing” seminar with a trusted mortgage partner or develops a marketing campaign focused on the long-term benefits of homeownership, regardless of the current rate.
• Technological Disruption: The analytical mind complains about Zillow or new AI platforms. The entrepreneurial mind asks, “How can I leverage this technology to my advantage? How can I build a personal brand and client experience so compelling that an algorithm can’t replicate it?”

Your Call to Action: Build Something Better

So, how do you cultivate this entrepreneurial spirit in your own real estate business?

1. Stop Talking, Start Doing: The next time you and your team are complaining about a market challenge, pause the conversation and ask, “What is one thing we can build right now to address this?”
2. Embrace “Good Enough”: Entrepreneurs know that perfection is the enemy of progress. Launch that new video series, even if the lighting isn’t perfect. Roll out that new client communication plan, even if it’s not fully automated yet. You can analyze and refine it later.
3. Think Like a Founder, Not Just an Agent: Whether you’re a solo agent or a broker-owner with hundreds of agents, you are the founder of your business. This means thinking about systems, scalability, and long-term value creation, not just the next commission check.

The most successful real estate professionals are both lifelong learners and relentless builders. They have the analytical skills to understand the market and the entrepreneurial drive to create their own place within it.

Don’t let your ability to critique overshadow your power to create. Go out and build something better for your clients, your team, and your future.

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

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

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

It’s all about the prompt.

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

Let’s find the framework that fits you.

Option 1: The “RISER” Framework

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

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

Here’s how it works:

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

Option 2: Get “CLEVER” with Your AI Prompts

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

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

Break it down:

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

Option 3: “REVISE” Your Approach

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

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

Here’s the game plan:

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

The Takeaway

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

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

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

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

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

1. Collaboration is the New Currency

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

2. Commit First, Figure the Rest Out Later

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

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

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

4. Audit Your Actions Daily

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

5. Your Inner Circle is Your First Line of Defense

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

3. The Daily Construction Schedule (Consistent Action):

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

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

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

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

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

Your Next Blueprint:

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

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

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