Maybe you’re a broker-owner who just watched a good agent walk out the door. Maybe you’re a recruiter who has heard “not right now” six times this week. Maybe you’re an agent staring at an empty calendar, an affiliate watching referrals slow down, or a student wondering if you picked the right career at the […]
Tag: Framework: Action Produces Data
Your 2027 Plan Is Already Written
You Just Have to Read Your 2026 Numbers It’s Q4, which means planning season. And most brokerage plans start the same way: “We’re going to grow 20% next year.” That’s not a plan. That’s a result, and an opinion with a number attached. Earlier this week I wrote that action produces data and theory produces opinions. So […]
How Brokerage Leaders Coach Agents to Consistent Production
Consistent production isn’t a personality trait. It’s a set of daily habits that leaders can coach. Here is how brokerage leaders build them in agents.
Action Produces Data. Theory Produces Opinions.
Ten days ago I wrote that one step beats a dozen programs. Last week Joe De Sena reminded me why: complacency kills. The cure isn’t another program. It’s one step. Let’s be real. Every broker-owner I know has a shelf full of programs. Recruiting scripts. Retention playbooks. Onboarding binders. A webinar series bookmarked for “when […]
Complacency Kills
Which Generation Is Your Brokerage? Joe De Sena, the founder of Spartan Race, has a two-word warning I can’t shake: complacency kills. He starts with a line made famous by novelist G. Michael Hopf: “Hard times make strong people.” The rest of the cycle goes like this. Strong people create good times. Good times create soft […]
We Weren’t Meant to Run Alone
The Big Four and the Power of Community It was 105 degrees. Too hot to run outside, so I headed to the gym, set the iFit treadmill to a 5% incline, and let trainer Hannah Eden do the talking. Somewhere in the middle of that climb, she said something that stuck with me. She talked […]
One Step Beats a Dozen Programs
It’s October. Which means the plans are coming. By Thanksgiving, most offices will have more programs than agents using them. Benjamin Franklin cut through all of it in seven words, in the 1737 edition of Poor Richard’s Almanack: “Well done is better than well said.” Almost three hundred years later, it’s still the best business advice […]
Action Produces Data: The Coaching Framework for Consistent Production
Action Produces Data is Mark Johnson’s coaching framework for consistent production: take one step, track it, debrief it and let results guide the next one.
Fire Bullets, Then Cannonballs
In Great by Choice, Jim Collins describes a ship at sea with a hostile vessel bearing down on it and only a limited supply of gunpowder. If you load everything into one cannonball and fire, you’ll probably miss. Then you have no gunpowder left. The better move is to fire a bullet first. See where it […]
What I’d Tell Every Student Before Year One
Every semester, I watch students light up when they pass the final. They’re ready to go. Here’s what I wish I could tell every one of them before they walk out the door. Your license is permission, not preparation The exam proves you know the rules. It doesn’t prove you can get a stranger to […]