What I learned from Joe DeSena (Mr. Spartan) and others: The market shifts. Rates move. A deal you were counting on dies at the closing table. A top producer you spent six months recruiting ghosts you on signing day. And then comes the feeling. The slump. The “I’ll get back on the phones Monday.” The […]
Tag: Framework: Action Produces Data
Lessons In Real Estate from Yoda
Twenty-six years in real estate teaches you a lot. Some lessons came from mentors, some from mistakes, and some, I’m not ashamed to admit, from a little green Jedi. Here’s what Yoda got right. You’re Never Too Wise or Too Old to Learn Something New No matter how skilled you become, there’s always more to learn. […]
The Score Doesn’t Transfer. Your Habits Do.
When you lose a game, the score doesn’t follow you into the next one. Zero to zero, clean slate. But your habits? Those travel with you everywhere. The way you prepare. The way you follow up. The standard you hold when nobody’s watching. Those don’t reset at the final whistle. And here’s where it gets […]
I Wrote This Down in December 2019. It Still Works Today.
The end of 2019. I’m prepping for my 9th Spartan Race: 13 miles, 30 obstacles, several hours on the course and I’m not as prepared like I normally was. But I showed up anyway, because the only thing I refused to let beat me was the “drunk monkey” between my own two ears. That December […]
The Privilege of Getting It Wrong
My family history is Swedish. Which means going to IKEA for me isn’t just a furniture run it’s something closer to Old Home Week. The meatballs. The lingonberries. The assembly instructions that somehow, eventually, make sense. There’s a comfort in it I can’t explain to anyone who didn’t grow up with that heritage. So when […]
Your Market Didn’t Get Soft.You Did.
There’s a moment in a Spartan race, and if you’ve done one, you know exactly what I’m talking about, somewhere around mile eight, soaking wet, covered in mud, muscles telling you every logical reason to stop, where something shifts. The comfortable version of you gets quiet. The real one shows up. I’ve been thinking about […]
Who’s In Your Corner? The Question Usain Bolt Just Answered
Usain Bolt, 8 Olympic gold medals, the fastest man in history, was interviewed recently about Gout Gout, an 18-year-old Australian sprinter who is already turning heads worldwide. The kid is running times that are making people uncomfortable: in the best way. Comparisons to Bolt himself are everywhere, and for once, they don’t feel like a […]
Why the Hustle Runs Out of Gas (and What I’m Doing to Fix It)
Look, I’m the first to admit I don’t have this totally figured out. I’ve had seasons where I was purely chasing the next closing, the next recruit, or the next ego-boost on a leaderboard. We all have. In our industry, it’s almost impossible not to. But after years of riding the real estate rollercoaster, what […]
You Know What To Do. So Why Aren’t You Doing It?
The one thing standing between you and a full pipeline isn’t knowledge. It’s akrasia, an ancient Greek word for acting against your own better judgment. You know you should be making the calls. Building the relationships. Sending the texts. Blocking the time. Whether you are a real estate office leader trying to grow your office, […]
Is Your “Success Radar” Jammed by Old Signals?
The market changed. Maybe your pattern recognition didn’t. December 29, 1972. Eastern Airlines Flight 401 is on final approach into Miami. The crew spots a burned-out landing gear indicator light. Nothing catastrophic. Just a bulb. But all three of them lock onto it. They put the plane on autopilot and stare at that light, poking […]