You already know that all the money and all the results are in the follow-up.
But let’s be honest. The reality of a busy day often leads us to take the easy way out with emails, texts, or calls like, “Just checking in…” or “I’m just following up…”. While these “easy way out” approaches get the job done, they often lack the imagination and effort to truly stand out and create the result you desire.
Here are a few ideas to make your follow-ups more valuable and effective:
The Value-First Approach
Instead of a generic check-in, lead with a reason to connect. Provide something of value that the person will find interesting or useful.
Example: “I have an update that I think you’ll find interesting. What’s your schedule like tomorrow?”
The Problem-Solver Approach
Show that you’ve been listening and are actively thinking about how to help. This positions you as a trusted advisor, not just someone looking for a sale.
Example: “I’ve been thinking about what you shared, and I have an idea to help. Let’s chat. What’s your schedule like tomorrow?”
The Personalized, Specific Approach
Make it personal. Reference a specific conversation or a challenge they mentioned. This shows you were paying attention and that your follow-up isn’t just a part of a mass email campaign.
Example: “Hi Mark, we’ve implemented a weekly database accountability group that is working to keep committed agents on task. I remember you mentioned you are struggling with your database organization, so I thought of you. Let’s chat soon.”
By using our D.R.I.S. acrostic methodology and these small shifts in your messaging, you can turn a generic touchpoint into a valuable conversation.
#WinTheDay to win the week: Daily TCF+ is the answer.
Which of these approaches resonates most with you?
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
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.
My goal here is to simply present a balanced look at the facts and different viewpoints on the issue, offering a starting point for a more informed conversation.
When examining gun violence, statistical comparisons with other nations offer a unique perspective. However, these comparisons can be complex, and a balanced view requires considering multiple factors, including how data is defined and interpreted.
The Frequency of Mass Shootings: A Look at the Numbers
Research indicates a notable difference in the number of mass shootings between the United States and other countries. One study, which analyzed data from 1966 to 2012, found that nearly 33% of the world’s public mass shootings occurred in the U.S., a country that comprises approximately 5% of the global population.
Points of Debate: It is important to acknowledge that there is no single, universally agreed-upon definition of a “mass shooting.” Different organizations use varying criteria, which can affect the final numbers. While some focus on incidents with four or more people killed, others count incidents with four or more people wounded, which can lead to a much higher total.
Firearm Mortality Rates: A Broader Context
Beyond mass shootings, the overall rate of gun-related deaths in the U.S. is also a point of statistical distinction. The U.S. firearm homicide rate is significantly higher than in many other high-income countries. For example, the U.S. firearm homicide rate is 19 times greater than in France and 77 times greater than in Germany. It is also important to note that a majority of all gun-related deaths in the U.S. are suicides.
Points of Debate: Critics of these comparisons argue that they can be misleading without additional context. They point out that homicide rates vary widely across countries for many reasons, including economic conditions, demographics, and cultural factors. For a more complete picture, a comparison might also include countries with high gun ownership but low homicide rates, such as Switzerland, as well as countries with very high homicide rates and strict gun laws, like some in Central and South America.
A Look at International Responses and U.S. Context
Following major mass shooting events, some countries have enacted significant legislative changes. After the Port Arthur massacre in 1996, Australia implemented a ban on semi-automatic weapons and a national buyback program. Similarly, in New Zealand, the 2019 Christchurch mosque shootings led to a ban on military-style semi-automatic weapons.
Points of Debate: The U.S. gun policy debate is unique due to its cultural and legal history. The U.S. has a higher rate of civilian firearm ownership than other developed nations, and the right to bear arms is enshrined in the Second Amendment of the Constitution. Therefore, the legislative paths taken by other nations with different legal frameworks and cultural norms may not be directly comparable to the political and social realities in the United States.
The Path Forward: Finding Common Ground
The data on gun violence, when viewed in an international context, presents a complex picture. Exploring the statistics, as well as the different factors that contribute to violence, can serve as a foundation for a more informed dialogue. Ultimately, finding common ground on this issue may depend on our ability to understand a wide range of data and the diverse perspectives surrounding it.
Call to Action: Share this information with others and encourage them to seek out data from a variety of sources. By engaging in discussions based on facts, we can foster a more comprehensive understanding of the topic and the range of viewpoints surrounding it.
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, unconventional approach to problem-solving that challenges established ideas and looks at issues from a completely different, often contrarian, viewpoint.
Think of it like this: if conventional thinking follows a straight line, perpendicular thinking takes a sharp, 90-degree turn. It’s about questioning conventional wisdom, turning an idea on its head, and examining it from an entirely new angle. This isn’t just about tweaking an existing concept; it’s about fundamentally disrupting it to spark true innovation. It’s not about following a linear path, but rather about deliberately breaking away from expected thought patterns.
Perpendicular Thinking vs. Lateral Thinking: A Subtle but Mighty Difference
You might be thinking, “Isn’t that just lateral thinking?” While both perpendicular and lateral thinking are celebrated for their “out-of-the-box” nature, there’s a subtle yet crucial distinction.
Lateral thinking is like a brainstorm on steroids. It encourages you to explore a multitude of different, often seemingly unrelated, angles to a problem. The goal is to generate a wide range of new ideas and possibilities. It’s a “generative” process, aiming for quantity and breadth.
Perpendicular thinking, on the other hand, is more like a targeted interrogation. It deliberately takes a single, established idea and examines it from an opposing, or perpendicular, perspective. Its power lies in its ability to challenge and disrupt a single, pre-existing path, rather than just generating a multitude of new ones.
In a nutshell? Lateral thinking is about broadening your view, while perpendicular thinking is about upending it entirely.
Real-World Wonders: Examples of Perpendicular Thinking in Action
This isn’t just abstract theory; perpendicular thinking has driven some truly fascinating innovations by simply asking that powerful question: “What if?”
The QWERTY Keyboard Conundrum: Did you know the ubiquitous QWERTY keyboard was actually designed to slow down typists? On old mechanical typewriters, faster typing led to jammed keys. Perpendicular thinking would challenge this historical constraint by asking, “What if the primary goal was to design a keyboard that allowed people to type as fast and efficiently as possible?” This led to the creation of more optimized layouts like the Dvorak keyboard, proving that sometimes, the opposite approach is the best one.
The Walking Meeting Revolution: Think about your last business meeting. Chances are, it involved a group of people sitting around a table. A perpendicular thinker might challenge this by asking, “What if we held this meeting while walking?” This simple, yet profound, shift in environment can disrupt typical thought patterns, encourage more dynamic conversations, and even boost creativity and problem-solving.
The “Always Be Closing” Fallacy: For decades, real estate training has been built on the mantra of “always be closing.” A perpendicular thinker would challenge this by asking, “What if the primary goal wasn’t to close, but to provide so much value that the client couldn’t imagine working with anyone else?” This shifts the focus from aggressive sales tactics to a give-first, consultative approach that builds a powerful foundation of trust—the very thing that keeps a client loyal for life and generates a steady stream of referrals.
Recruiting Top Talent: The traditional recruiting playbook involves cold calls, emails, and promises of high splits. It’s a high-volume, low-conversion game. A perpendicular thinker would ask, “What if we stopped trying to recruit and started focusing on building an irresistible firm that top talent seeks out?” This leads to strategies like investing in cutting-edge tech, building a robust lead-gen system for agents, or creating a culture of mentorship and success. Instead of chasing agents, you become the destination.
So, the next time you encounter a problem that seems to have only one “right” way of being solved, dare to take a perpendicular approach. Challenge the status quo, ask the audacious “what if,” and unlock a whole new dimension of innovative solutions! What common practices can you turn on their head today?
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 it?
That’s exactly what Robert Cialdini laid out 40 years ago in his book, Influence: The Psychology of Persuasion. A recent article by David Robson reminded me just how powerful these principles are—and how we’ve been using them all along. This isn’t academic theory; it’s the playbook for every successful real estate professional.
Here’s how to put his core strategies into practice.
The Give-First Play
Cialdini calls it Reciprocity. I call it the “give-first” strategy. People naturally feel a desire to give back when you’ve done something for them. The key is to provide genuine value without asking for anything in return.
For Agents: Don’t just wait for a listing. Offer a free, no-obligation comparative market analysis (CMA). Provide a list of trusted local contractors for a potential client who’s just thinking about selling. Buy the coffee. These small acts of generosity build a powerful foundation of trust before a contract is even on the table.
For Recruiters: Offer a prospective agent a free one-on-one coaching session. Share your best lead-generation tactics. This small investment of your time will make them feel like you’re already invested in their success—and make them more likely to join your team.
Building Momentum
This is the principle of Commitment and Consistency. It’s about getting those “small yeses” to build momentum toward the big “yes.”
For Agents: Start with a low-stakes request. Get a potential seller to agree to a 15-minute phone call to review a CMA. Then, ask for a commitment to a follow-up meeting. Every small agreement makes it harder for them to say “no” later.
For Recruiters: Don’t lead with a multi-page contract. First, get a verbal or email commitment to a quick chat. After that, ask for a commitment to meet for coffee to discuss their goals. Each step feels small and logical, leading them right to your offer.
The “Everyone Loves This” Effect
Social Proof is just showing that others are taking the same action. It’s proof that you’re worth trusting.
For Agents: Don’t just talk about your success—show it. When you’re with a new client, pull up your phone and show them your five-star reviews on Zillow or Google. Mention that you’ve sold a home on their street or that you work with a lot of families just like theirs.
For Recruiters: Showcase your team’s success with numbers. “Three of the top 10 agents in the county joined our team last month.” or “We’ve helped 20 new agents triple their income in the last year.” This proves that smart people are making the same choice.
Own Your Expertise
Authority is about being the pro in the room. People trust experts.
For Agents: Don’t just say you’re an expert—prove it. Create a high-quality neighborhood market report and bring it with you. Instead of guessing an answer, say, “That’s a great question. Let me get the exact answer from my network of specialists.” This shows you’re not just a salesperson; you’re a resource.
For Recruiters: Showcase your firm’s training programs, your personal track record, and the cutting-edge technology you use. Share a success story of an agent who grew their business significantly after joining your team.
Just Be a Real Person
Cialdini’s Liking principle is simple: people are more likely to be influenced by people they like. This goes way beyond a fake smile.
For Agents: Find genuine common ground. Before you dive into the listing presentation, ask about the family photos on the wall or a unique piece of art. Talk about your kids, your hobbies, or what you love about their neighborhood. Make them feel like they’re working with a friend, not just a salesperson.
For Recruiters: In your first conversation with a potential hire, ask them what their biggest challenge is. Talk about their dreams and their goals. Show you’re not just selling them a brand but are genuinely invested in helping them succeed.
At the end of the day, these principles are about being intentional. It’s about putting yourself in a position to be the most influential, trusted, and professional agent or recruiter in the room. And that’s what this business is all about.
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 professor and creativity expert Teresa Amabile. Her research, based on an analysis of thousands of daily work diaries, reveals a profound truth that every real estate leader, recruiter, and top agent needs to hear: of all the things that can boost our motivation, the single most important is making progress in meaningful work.
This is the core of her “Progress Principle.” We don’t need a monumental breakthrough every week to stay motivated. Instead, it’s the power of small wins that truly fuels our fire.
Think about it in our world. A “small win” isn’t just closing a deal. It’s the small, daily victories that keep the momentum going:
Getting a potential buyer to sign up for a property tour.
Receiving a positive testimonial from a past client.
Successfully navigating a tough negotiation on behalf of a seller.
Finally getting that marketing email list cleaned and organized.
Each of these seemingly minor accomplishments has a disproportionately positive effect on our “inner work life”—our emotions, motivations, and perceptions. When we feel good about the work we’re doing, our performance improves, which leads to more progress. Amabile calls this the “Inner Work Life” Loop, and it’s a powerful virtuous cycle we can actively cultivate.
So, how do we, as leaders, recruiters, and high-performing agents, leverage this principle? Amabile points to two critical roles we play:
1. Be a Catalyst: This is about directly supporting the work.
For leaders: Provide your agents with the right tech, clear goals for their pipeline, and the resources they need to succeed without unnecessary obstacles.
For recruiters: Ensure your onboarding process is a series of small, achievable wins that build confidence from day one.
For agents: Give yourself the tools and time to get the job done right, and don’t be afraid to ask for what you need to clear roadblocks.
2. Be a Nourisher: This is about emotional and interpersonal support.
For leaders: Acknowledge your team’s hard work, offer genuine praise for small victories, and foster a sense of community. Celebrate that a showing went well, not just that a deal closed.
For recruiters: Provide consistent encouragement and make sure new agents feel respected and part of the team.
For agents: Surround yourself with a network that offers support and recognizes your efforts, big or small.
In real estate, our work is inherently meaningful; we’re helping people with one of the biggest decisions of their lives. Amabile’s work is a powerful reminder that our role as leaders isn’t just to demand results. It’s to create an environment where daily progress is celebrated, obstacles are removed, and our teams feel supported and encouraged. When we do that, we don’t just achieve success—we create a sustainable, motivated, and highly effective culture that’s built for the long haul.
As a CEO broker-owner, manager, staff member, or real estate agent, you know the hustle is real. You’re constantly juggling appointments, following up with clients, and trying to stand out in a crowded market. But what if I told you that one small change could dramatically improve your results and give you a huge competitive advantage?
I’m talking about speed to lead—the time it takes for your business to respond to an inbound lead. It’s not about being a little faster; it’s about being lightning fast. Because in today’s digital world, every second counts. The data is clear: the first business to respond is almost always the one that wins the deal.
Why Is Speed to Lead So Critical?
Think about how you use the internet. When you have a question or need a service, you want an answer now. Your clients are no different. They have high expectations and low patience. If they reach out to you and don’t get a quick response, they’ll simply move on to the next agent or brokerage.
According to Verse.ai the source of this study, The Impressive Impact of Speed to Lead: 5 Ways to Shorten Response Time, leads go cold in minutes, not hours or days. The stats are jaw-dropping:
78% of customers buy from the business that responds first.
Leads are 21x more likely to convert if contacted within five minutes.
After just one hour, the likelihood of making successful contact with a lead drops by 10x.
These numbers aren’t just statistics; they are a direct reflection of your business’s success. A faster response time means you’re more likely to make contact, qualify the lead, and ultimately close the sale. It also shows your clients you respect their time, building trust and strengthening relationships from the very first interaction.
5 Ways to Drastically Improve Your Speed to Lead
So, how can you improve your speed to lead without hiring a round-the-clock team or burning out your agents? The key is leveraging technology and smart processes.
Automate First Outreach: This is a game-changer. By using AI-powered tools, you can ensure an immediate follow-up for every single lead, no matter the time of day. Advanced conversational AI can send a text, start a conversation, and answer basic questions within seconds of an inquiry.
Maintain 24/7 Coverage: Did you know that 45% of leads come in outside of normal business hours? If you’re not responding until the next morning, those leads have already gone cold. Automation and AI tools can bridge this gap, ensuring every lead gets a response, even when your team is offline.
Implement Instant Notifications: Your agents can’t be fast if they don’t know a lead has come in. Ditch the manual processes. Use your CRM to instantly notify agents via email, Slack, or SMS the moment a new lead arrives.
Enable Self-Service: Empower clients to get what they need immediately. Consider adding a self-serve appointment-setting function on your website or a chat widget that can answer frequently asked questions. This can eliminate the need for an immediate agent follow-up and improve the customer experience.
Score Your Leads: Not all leads are created equal. By assigning a score to each lead based on their engagement and qualifications, you can help your team prioritize who to contact first. This ensures your most qualified, high-priority leads get the attention they deserve—and fast.
The Bottom Line
In real estate, a swift response isn’t just a courtesy; it’s a strategic necessity. By focusing on your speed to lead, you can unlock better results across your entire pipeline, from initial contact to closing the deal.
Are you ready to stop letting valuable leads slip through your fingers and start putting your business on the fast track to success?
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
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 personal?
Harvard researcher Teresa Amabile, whose work on creativity and engagement spans decades, has a different take. She discovered that the most powerful motivator isn’t the finish line—the prize, the perk, or the big sale. Instead, it’s the sense of forward movement, even in the smallest steps.
She calls this the “progress principle.”
Think about that moment when you finally solve a complex problem for a client, get a buyer under contract after weeks of searching, or simply check off a dozen calls on your to-do list. These small wins, or “micro-moments,” are what fuel the fire. They create a quiet yet powerful energy, reminding you that your hard work matters and is moving you toward something worthwhile.
This isn’t just a psychological trick; it’s a deep truth about human nature. As leaders and high-performing agents, your work is more than a transaction—it’s about helping people make one of the most significant decisions of their lives. Seeing progress in that meaningful work isn’t just a psychological boost; it’s a way of affirming your purpose.
The challenge is that progress is often invisible. You can put in a full day’s work and feel like you’ve barely scratched the surface. So, how do we make this hidden value visible?
Here are five strategies based on Amabile’s research, tailored for your world:
1. Keep a “Done” List
Instead of only focusing on what’s still on your plate, spend a few minutes at the end of each day writing down what you’ve accomplished. This could be anything from a successful negotiation to a follow-up email you finally sent. Seeing a growing list of completed tasks is a powerful, tangible source of encouragement that can help you feel more productive and in control.
2. Break Down Big Goals into Milestones
Closing a year with 50 transactions or leading a top-producing team can feel like a massive, endless task. Instead, break these large goals into smaller, more manageable milestones. Celebrate when you hit ten transactions, when your team signs a new agent, or when you complete a new training course. Reaching each milestone reminds you that the greater goal is not only possible but already well underway.
3. Use Visual Cues
Make your progress tangible. This could be as simple as using a calendar to track your prospecting days, a whiteboard to show your team’s sales pipeline, or a notebook where you jot down your daily wins. A physical marker makes the intangible visible and keeps you focused on your momentum.
4. Celebrate Micro-Moments
Don’t wait for the big closing to celebrate. Take a moment to acknowledge a successful showing, a client’s positive feedback, or a difficult conversation handled with grace. Sharing these small wins with your team or a trusted colleague reinforces positive behavior and builds momentum.
5. Revisit Your “Why”
Tracking progress isn’t just about counting tasks—it’s about reconnecting with the meaning behind them. At the end of the day, ask yourself: How did today’s effort contribute to what matters most to me? Whether it’s providing for your family, building a legacy, or helping people find their dream home, linking your progress back to your purpose is the ultimate motivator.
Motivation isn’t a mysterious force you either have or don’t.
It’s a flame you can stoke and maintain by paying attention to the small, steady unfolding of your work. By making your progress visible, you give yourself the gift of noticing that you are already moving, already building, and already participating in something far greater than yourself.
This post was inspired by the work of Harvard researcher Teresa Amabile, as highlighted in a recent article from the Catechetical Institute at Franciscan University.
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 out stark lessons from history and offered a powerful framework for navigating life’s challenges.
He wrote:
Sparta’s lesson: Discipline without justice = collapse.
Rome’s lesson: Wealth without discipline = collapse.
Religion’s lesson: Prosperity endures only when tied to duty.
These aren’t just historical footnotes; they are timeless truths that echo in our personal lives and the broader world around us. Sparta, renowned for its rigorous discipline, ultimately faltered when that discipline wasn’t tempered by fairness and equity. The mighty Roman Empire, swimming in wealth and luxury, crumbled when its citizens lost the foundational discipline that built it. And across many faiths, the concept of prosperity being linked to one’s responsibility and purpose remains a cornerstone.
So, what’s “The Hard Way” answer to these enduring lessons, according to De Sena? It’s this:
Don’t get seduced by wealth or comfort. Don’t run from ambition, but don’t let it consume you either. Strip it down, tie it to duty, and build discipline that survives success.
This is a potent recipe for a resilient life. It’s not about shunning success or ease, but rather about maintaining a core of discipline and purpose that anchors you when the winds of fortune shift. Ambition is a powerful engine, but without the guidance of duty and the structure of discipline, it can easily lead to imbalance and eventual downfall.
The essence of “The Hard Way” philosophy, as De Sena articulates here, is about building a foundation that can withstand the inevitable tests life throws our way. Whether it’s the challenges of building a business, maintaining a healthy lifestyle, or simply navigating the complexities of human relationships, the principles remain the same.
His concluding thought is particularly striking:
Because sooner or later, every empire (and every individual) faces the same test. Can you stay hard when life gets easy?
This is the ultimate question. It’s easy to be tough when facing adversity, but can we maintain that same level of discipline, that same commitment to our duties, when comfort and ease beckon? The lessons from Sparta, Rome, and the wisdom of many traditions suggest that our ability to stay grounded and disciplined in times of prosperity is the true measure of our strength and the key to long-term endurance.
Joe De Sena’s words serve as a powerful reminder to strip away the excess, connect our ambitions to a sense of duty, and cultivate a discipline that isn’t just about enduring hardship, but about thriving through all seasons of life. What are your strategies for staying “hard” when life gets easy? Share your thoughts…
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 Trends: A Mixed Bag
July’s numbers are in, and they’re a bit of a head-scratcher. Inflation is still on the rise, with both consumer and wholesale prices climbing. It seems to be a persistent threat that’s not going away anytime soon. Yet, despite this, retail sales are holding strong, a testament to consumer resilience. Small business optimism is also back on the upswing, even amid the uncertainty. This tells me that while there are headwinds, people are finding ways to adapt and thrive.
Housing Market Snapshot: A Look Around the Country
Let’s zero in on some market data:
National: The national picture is a bit more optimistic. Existing home sales increased by 2.0% in July, and the median home price was up 0.2% year-over-year to $422,400. Inventory also saw a slight bump, giving buyers more options. The key takeaway is that the national market is showing resilience, with sales inching up. Median days on market: 63
California:The market here is cooling off a bit, but it’s far from a crash. July home sales trailed last year’s levels for the fourth straight month, with existing single-family home sales at a seasonally adjusted annualized rate of 261,820. The statewide median home price was $884,050, a slight dip from both June and July of last year. While affordability remains a challenge, it’s a more balanced market where deals are still getting done. Median days on market: 63
Florida: Florida’s market mirrored broader trends. Closed sales for single-family homes were down 2.8% from July of last year. However, the statewide median sales price was $410,000, a modest 1.7% decrease year-over-year. The supply of homes is at 5.4 months, a sign of a more balanced market compared to the previous year. Median days on market: 91
Texas: In Texas, the market followed typical summer trends with sales slowing and prices adjusting. For example, Central Texas saw a 7.9% decrease in sales from July 2024, with the median price at $435,000, down 3.3%. However, new listings and active listings are up, which is great news for buyers and suggests a more balanced market. Median days on market: 77
New York: New York’s housing market is experiencing a shift: while the statewide median price was up 4.9% year over year to $451,000 in July, closed sales were down 2.3%. Median days on market: 56
A Look at Today’s Agents: Experience Matters
This is the part that should resonate with all of us. The latest National Association of REALTORS (NAR) report highlights a trend: the industry is getting older and more experienced. The median age of NAR members is now 57, up from 55 last year, and the median number of years of experience has increased to 12, up from 10.
This shift isn’t just about age; it’s about wisdom.
A majority of agents — 74%— are “very certain” they’ll stick with real estate for the next two years. This is a powerful signal. Despite market shifts, agents are not giving up. They’re hunkering down, leveraging their experience, and preparing to tough it out.
So, what’s the takeaway?
The market is shifting, not collapsing.
The agents who are succeeding are those with the experience and commitment to weather the storms.
This is a time to lean on your skills, adapt your strategies, and show your clients the value that only a seasoned professional can provide.
A System Will Produce What A System Will Produce, Nothing Less and Nothing More!
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 happens. The calls come in, the clients need you, and that perfectly crafted plan gets buried under the day-to-day chaos.
This isn’t just about a lack of discipline. For high-performing agents, brokers, and recruiters, it’s often a different kind of challenge. You’re already successful, so the immediate pressure to change isn’t there. You’re busy, and the “little things” feel insignificant compared to the big deals you’re closing.
The ‘Why’ Behind the ‘Don’t Do It’
So, why do we know we should do something but still don’t do it?
The “Busy-ness” Trap: You’re constantly in motion, prioritizing revenue-generating activities. Tracking expenses or mileage feels like a chore, a non-income-producing task. It’s easy to rationalize it by saying, “My time is better spent on closing a deal.”
The Overwhelm of Small Tasks: When you’re dealing with six-figure commissions, the idea of saving a few hundred or a few thousand dollars on taxes seems like a minor detail. The mental energy required to track every receipt feels disproportionate to the perceived reward.
The ‘I’ll Do It Later’ Syndrome: This is a classic procrastination loop. The intention is there, but it’s always pushed off until “the end of the week” or “the end of the month,” which rarely comes. This leads to a mad scramble at tax time, often resulting in missed deductions.
The High Cost of Inaction
Ignoring these “small” things comes with a high price.
Financial Impact: Let’s say you drive 10,000 business miles a year. At the current IRS rate, that’s a significant deduction you’re leaving on the table. And what about those business lunches, marketing materials, or staging expenses? A few hundred dollars here and there can quickly add up to thousands in lost savings. This isn’t just about saving money; it’s about retaining more of the money you’ve already earned.
Missed Opportunities for Business Insight: When you don’t track your expenses, you lose visibility into your business. You don’t know your true cost of sale, your most effective marketing channels, or where you might be overspending. This data is critical for making strategic decisions to scale your business.
Mental & Emotional Toll: Procrastination leads to stress and anxiety, especially as tax season approaches. The person who tracks their expenses regularly has peace of mind. The one who doesn’t faces a mountain of work and the fear of an audit.
Simple Solutions for the High Performer
The good news is, these challenges are fixable. Here are a few simple solutions:
Leverage Technology: There are countless apps designed for real estate professionals—Expensify, MileIQ, or simple accounting software like QuickBooks Self-Employed. These tools automate the process, so you’re not manually logging everything. A quick scan of a receipt or a tap on your phone is all it takes.
Create a Simple Routine: The goal is to make it a habit, not a chore. Schedule 10 minutes every Friday to input your expenses for the week. Or, even better, do it on the spot. Take a picture of the receipt the moment you get it. This “micro-action” approach prevents the mountain from ever building.
Reframe the Task: Don’t think of it as “tracking expenses.” Think of it as securing your profits or investing in your business’s financial health. It’s not a chore; it’s a strategic move.
The gap between knowing and doing is where the true difference lies. It’s not the secret strategy that will propel you forward; it’s the consistent application of the fundamentals. The most successful professionals aren’t just the ones who know what to do—they’re the ones who do it.
What’s one small thing you can start doing today to bridge that gap?
