You already know the money is in the follow-up. The results are too. But on a busy day, most of us take the easy way out. “Just checking in.” “Just following up.” “Wanted to touch base.” Those messages technically count as follow-up. They just don’t give anyone a reason to answer. Whether you’re an agent […]
Gun Violence in the U.S.: A Complex Statistical Picture
While my usual focus is on the worlds of business and real estate, I felt compelled to step back from my typical topics to write about a matter of immense societal importance. The data on gun violence in the United States, and how it compares to other nations, is a complex and often emotional subject. […]
Unleash Your Inner Maverick: What is Perpendicular Thinking?
Ever feel like you’re stuck in a rut, circling the same old solutions to persistent problems? We’ve all been there. In a world that often rewards linear progression, it’s easy to get caught in the trap of conventional thinking. But what if there was a way to truly break free? Enter perpendicular thinking: an exhilarating, […]
Beyond the Listing: The Principles of Persuasion for Real Estate Professionals
Let’s be honest. In this business, it’s not the house that sells itself. It’s you. It’s the way you walk into a room, the questions you ask, and the trust you build in a single conversation. Top performers and ace recruiters get this on a gut level. But what if you had a roadmap for […]
The Secret to Sustained Success: Why “Small Wins” Matter More Than You Think
In the high-stakes world of real estate, we often chase the big wins: the record-breaking sale, the massive team expansion, the seven-figure commission check. These moments are exhilarating, but what truly sustains us and our teams through the daily grind? I recently came across an incredibly insightful book, The Progress Principle by Harvard Business School […]
Speed to Lead: Why Every Second Counts in Real Estate
Think about the last time you needed something and reached out to two businesses. You probably went with the one that got back to you first. Not because they were better. Because they were there. Your buyers and sellers work the same way. So do the agents you’re recruiting. What the research says Back in […]
What Fuels Your Fire? The Science of Lasting Motivation for Real Estate Leaders
What truly motivates you? The common belief is that motivation is a mysterious force that some people have and others don’t. We often chase big commissions, awards, or public recognition, believing that external rewards are the key to staying driven. But what if the real secret to lasting motivation is something far more powerful and […]
The Enduring Lessons of Discipline, Justice, and Duty: Insights from Joe De Sena
Joe De Sena, the relentless founder of Spartan Races and a man who embodies the spirit of pushing limits, recently shared some profound reflections that resonate deeply. Having personally experienced the challenge and reward of several Spartan Races, his words carry a weight that comes from real-world application of tough principles. His recent post laid […]
A Tale of Two Trends: Why Resilience and Experience Are Key
Market data as of August 2025. For the latest numbers in your area, see my live Altos Research market report. I like to cut to the chase and get to what’s really happening in the residential real estate market. We’ve got a lot to unpack, from inflation woes to a surprisingly resilient housing landscape. Macroeconomic […]
The Chasm Between Knowing and Doing: Why High-Performers Don’t Always Act on What They Know
We’ve all been there. You’re at a conference, listening to a top coach, and you have that “aha!” moment. You think, “That’s it! I know exactly what I need to do to take my business to the next level.” You feel energized, you take notes, and you leave with a clear plan. But then… life […]