Real Estate Managers - Winning The Day

The Power of Persistence: Why Following Up is Key to Real Estate Success – Part 2

11/12/202511/11/2025 Mark Johnson 3 Comments

Persistence is different than pressure!

In the competitive world of real estate, it’s not enough to simply make initial contact. The top 1% of agents understand the crucial difference between persistence and pressure—and they know that consistent follow-up is essential for closing deals.

Why Persistence Pays

The numbers paint a clear picture: most agents give up far too soon. They’re leaving money on the table by not consistently following up with potential clients.

Sales Contact Attempts	Outcome	The Opportunity
1st Contact	Only 2% of sales are made.
5th to 12th Contact	A staggering 80% of sales happen here.
Leads Receiving 2+ Contacts	Yet, only 25% of leads ever receive a second contact.	This is where you dominate!

Research specific to real estate further reinforces this. Agents who persisted with five or more follow-ups earned over $100,000 more per year than those who stopped at three.

Persistence vs. Pressure: Understanding the Difference

What separates effective persistence from off-putting pressure? It comes down to intent and approach.

Persistence: This is about genuinely caring about your clients’ needs and providing consistent value. It’s about building relationships, offering helpful information, and staying top-of-mind without being pushy.
- Focuses on: Understanding client needs and goals, providing relevant and valuable information (e.g., a neighborhood market report or specific tax insight), building rapport and trust, and following up consistently.
Pressure: This is about focusing solely on making a sale, often at the expense of the client’s experience. It involves high-pressure tactics, aggressive communication, and ignoring the client’s needs.
- Focuses on: Closing the deal at all costs, using pushy sales tactics, disregarding client concerns, and ultimately damaging relationships.

How to Be Persistently Effective

Since we know 80% of sales happen between the 5th and 12th contact, your success depends entirely on your system:

Develop a Follow-Up System: Implement a CRM or other system to track your leads and ensure consistent follow-up. Don’t rely on memory!
Provide Value with Every Contact: Don’t just call to “check in.” Offer valuable information, market insights, or helpful resources.
Personalize Your Communication: Tailor your messages to each client’s specific needs and preferences.
Be Patient and Respectful: Understand that people make decisions on their own timelines. Be respectful of their space and avoid being pushy.

Persistence, when done right, is about building relationships and providing value. It’s the key to unlocking significant success in real estate. Don’t give up after just one or two attempts. By consistently following up and focusing on your clients’ needs, you can significantly increase your sales and build a thriving business.

And that is how we win the day!

The Power of Persistence in Real Estate: It’s Not Pressure, It’s Value! – Part 1

11/11/202511/12/2025 Mark Johnson 5 Comments

You cannot give someone something that you don’t already possess. As real estate professionals, we want others to believe in us, our ideas, and our services. But how strongly do we believe in ourselves?

True confidence is demonstrated by our willingness to persist, even in the face of resistance. It’s not always easy, but it’s always possible. Influential real estate coaches and even the Bible emphasize the importance of this universal principle.

The Key Distinction: Persistence vs. Pressure

The key is understanding the critical difference between persistence and pressure.

Sales Pressure is repeating the same message regardless of the other person’s concerns, creating friction.
Real Estate Persistence is about empathy, adjusting your approach, refining your message, and adding more value. It’s about demonstrating that you are the best person to serve their unique needs.

Persistence isn’t situational; it applies to everyone, all the time. Are you simply finding deals, or are you actively forging them? Forging deals means seeing a client’s potential future, not just their current needs, and consistently adding value to close that gap.

Persistence Communicates Crucial Messages

When you persist with genuine commitment, you convey:

Genuine Care: You truly believe people are better off working with you. You are changing lives.
Confidence: You believe in your abilities. Your actions, words, and questions make the difference.
Targeted Solutions: You deeply understand their situation and offer specific, customized solutions. Remember: Certainty is more influential than enthusiasm.
Multiple Reasons to Move Forward: You offer value beyond simply listing or showing a property. You provide unique insights that are compelling to each client.

6 Habits of Highly Persistent People

Highly persistent professionals don’t just try harder; they approach resistance differently:

Celebrate their work.
Are driven by a purpose beyond the commission.
Expect and prepare for resistance.
Don’t take resistance personally—it’s feedback, not rejection.
Use resistance to gain insights and add value.
Are always adjusting their approach (Persistence) instead of repeating the same message (Pressure).

Why Persistence Matters

No Substitute: Persistence is essential. You either commit to figuring it out, or you don’t.
Don’t Give Up Too Soon: Just because someone doesn’t agree immediately doesn’t mean the opportunity is lost.
Consider the Cost of Inaction: What do you cost others by not following through with a better solution?

Addressing Common Objections

When you encounter resistance, it often signals one of these four underlying needs, which require a persistent adjustment:

Different Communication Styles (Emotional Motives): They need to hear the message framed differently, appealing to their specific emotional drivers: Profit, Fear of Missing Out (FOMO), Comfort, Avoiding Pain, Love, or Prestige.
Need for More Reasons: They need more value stacked onto the offer.
Lack of Understanding How to Proceed: They need your guidance through the process.
Need for Time: They simply need more time to process the information.

My Conclusion

Persistence, unlike pressure, always makes sense. It demonstrates your confidence and commitment. By empathizing, adjusting, and adding value, you can turn resistance into opportunity. And that is how you win the day.

A System Will Produce What A System Will Produce, Nothing Less and Nothing More!

Clarity is King, Queen, and Bishops: The Four Phases of Sustained Domination

11/05/202510/28/2025 Mark Johnson Leave a comment

Beyond the Win: The System for Non-Stop Elite Growth

I’m still reflecting on my time spent last week with one of the largest franchise operations of a worldwide real estate brand, diving into conversations about next-level growth and development.

I knew they already perform at a high level—they’re like the “Blue Angels” of their footprint. But even the top 1% understand that sustained High Performance is both a process and a mindset. You don’t get to the top and then stop refining.

We used a structured approach to guide the conversation, ensuring their legendary execution is backed by renewed clarity and intention. It’s about taking the best and moving to the next level of execution.

To refine that repeatable process and ensure continuous domination, we guided our conversations around four powerful phases:

Alignment (Shaping the right Belief and Vision): If the goal isn’t clear, the execution will be muddy. We solidify why we win.
Preparation (The detailed Brief and planning): Execution is easy when preparation is hard. We map out the mission with surgical precision.
Accountability (Solidifying the Commitments and Contracts): Every top performer is accountable to the process, not just the result. We lock in the non-negotiables.
Learning (The critical Debriefing and Reassessment): The best feedback loop wins. We don’t just review what happened; we engineer what happens next.

This cycle is how the best stay the best—and one that I used to earn the Inc 5000 fastest growing firms 5 years in a row. Ready for the next breakthrough!

Clarity is King, Queen and Bishops!

The Relentless Ownership Required to Win

11/03/202510/28/2025 Mark Johnson Leave a comment

Why Your Fatigue is Irrelevant and the Market Demands Flawless Execution

I recently heard two quotes from an elite competitor—a closing pitcher, Will Klein of the LA Dodgers, who mastered the high-stakes environment of extra innings. His words strike me as the perfect distillation of the winning mindset we need to scale and dominate in real estate.

The Commitment: Anything Less Than Victory is Unacceptable

The first quote defines the required standard of effort—a refusal to quit until the job is flawlessly done:

“We weren’t losing that game, and so I had to keep going back out there… I was going to keep doing that and doing all I could to put up a zero.”

Think about that level of commitment. In real estate, this translates to relentless focus and flawless execution that prevents any loss of ground, any misstep, or any failure to serve your client at the highest level.

For the Broker/CEO: It’s refusing to lose the culture war, the recruiting battle, or the market share fight. It’s the constant decision to step back out there and dominate the competition.
For the High-Performer: It’s refusing to let a single lead slip, a negotiation crumble, or a closing get derailed due to lack of preparation. You maintain that level of intensity until the signature is on the final line.

High Performance is a Selfish Act of Discipline

The second quote drives the point home by stripping away all emotion and embracing absolute ownership:

“No one else is going to care that my legs are tired right now. The hitter doesn’t care, so why should I?”

High Performance is a Selfish Act of Discipline.

The market doesn’t care about your feelings. The competitor doesn’t care about your fatigue. The client doesn’t care about your busy schedule. They only care about the result.

If you’re a broker owner letting your foot off the gas in recruiting because you had a tough month—the market doesn’t care.
If you’re a top agent skipping lead generation because you’re “too busy” with existing business—the competitor doesn’t care.

The standard is yours to set. The responsibility for the outcome is yours alone. Stop outsourcing your motivation and start owning the relentless pursuit. That’s how we win the day and the game.

Real Estate Market Metrics—Where the National “Slight Seller’s Advantage” Is Hiding

10/31/202510/26/2025 Mark Johnson Leave a comment

The headline from Altos Research for the week ending October 26 is a National Market Action Index (MAI) of 34, signaling a “Slight Seller’s Advantage.” This metric, which compares the rate of sales to inventory, is stable from the prior week. Note – the links included below update in real time, so at the time you review a link provided they will likely differ from this one snapshot in time.

However, a closer look at the data for the nation’s key markets reveals that this “advantage” is anything but uniform, especially when you factor in price. The National Median List Price is $439,900, yet a 42% of all listings have seen a price reduction. This is the clearest indication that buyers are actively resisting inflated prices, forcing sellers to adjust their expectations.

Here’s a concise breakdown of four major states and how their metrics are shaping the U.S. market:

Location	Market Action Index (MAI)	Median List Price	Inventory Units	% of Listings with Price Reductions
National, USA	34 (Slight Seller’s)	$439,900	859,419	42%
California, CA	38 (Slight Seller’s)	$775,000	55,849	36%
New York, NY	38 (Slight Seller’s)	$599,000	22,400	32%
Florida, FL	31 (Balanced)	$484,500	96,623	44%
Texas, TX	30 (Balanced)	$375,000	137,384	44%

1. The High-Pressure Seller’s Fortress: NY and CA

Markets with the strongest seller leverage (MAI 38) are those with the tightest inventory.

New York is the most extreme example. With the smallest available inventory (22,400 units) and the lowest percentage of price cuts (32%), competition is still intense. The sheer lack of supply means sellers have a dominant position, despite a $599,000 median list price.
California is similar, with a high MAI of 38 and an even steeper median price of $775,000. Listings are moving fast, with a Median Days on Market of just 70 days, well below the national average of 113 days.

2. The Buyer’s Opening: Texas and Florida

Texas and Florida are the best representations of the market softening, with MAIs indicating a balanced market with no significant advantage to buyer or seller.

Texas (MAI 30) offers the most affordability in this group, with a median list price of $375,000. More importantly, it shares the highest price reduction percentage at 44%. This is the market where overpricing is being punished the fastest.
Florida (MAI 31) also sees 44% of its listings cutting price. Its high Average Days on Market (139 days) is the highest of all regions profiled and signals a much slower pace of sales, putting pressure on sellers.

Market Insights for Real Estate Professionals and Investors

Real Estate Agent Insight

Your Focus: Accurate Pricing and Inventory Generation

For Seller Clients: The national 42% price reduction rate is your essential presentation slide. In Texas and Florida (44% reductions), this is a non-negotiable conversation. Do not overprice. Your goal is to price at the market’s leading edge to avoid the longer days on market (DOM) and the inevitable price cut that follows. Focus on the Median Price of New Listings as the most relevant comparable for new-to-market properties.
For Buyer Clients: The high DOM in Florida (139 days) and Texas (126 days) represents a strategic opportunity. Target homes with price reductions and higher DOM for increased negotiating power. In high-MAI markets like NY and CA, your buyers need to be pre-approved, ready for competition, and focused on homes that have already passed their Median DOM (70 days in CA, 63 days in NY).

Team Leader and Broker Owner Insight

Your Strategy: Recruitment, Retention, and Training

Training Focus: Shift your training away from “bidding wars” to “pricing consultations.” Your agents need to master the data, specifically the MAI, Price Reductions, and DOM, to win listings. The 44% reduction rate in Texas and Florida is a liability for ill-prepared agents.
Recruitment/Retention: The fragmentation of the market (NY vs. TX) means a hyper-localized skill set is crucial. Agents succeeding in Texas (selling affordability) will need different training than those in New York (managing scarcity). Provide data-driven tools, like the full Altos reports, to help your agents prove their local expertise against the national narrative.

Investor Insight

Your Target: Cash Flow vs. Appreciation

Cash Flow (TX & FL): These markets are rapidly normalizing, with inventory and price cuts giving investors a chance to enter at better values. With high price reduction rates (44%) and lower list prices $375,000 in Texas), look for opportunities to negotiate aggressively for properties that have been on the market for over 100 days.
Appreciation (CA & NY): These markets are too expensive for most new investors, but they remain high-barrier-to-entry, high-appreciation zones due to chronic under-supply. The extremely high Median Rent in New York ($4,700) indicates strong rental demand and potential for premium rental income for those who can afford the initial purchase price.

The 4-Way Test: The Ultimate Standard

10/29/202510/26/2025 Mark Johnson Leave a comment

In a world full of noise, fear, and fast-talking sales pitches, what is the single greatest asset you can possess? It’s not your database size. It’s not your market share. It is unwavering, undeniable integrity.

For nearly a century, the Rotary Four-Way Test has been the standard of ethical conduct. It was originally created in 1932 by Rotarian Herbert J. Taylor to save a company facing bankruptcy by resetting its moral compass. It worked. It can work for you.

The Test is simple – just 24 words – but its depth will force you to examine every thought, word, and action. If you want to achieve success that lasts, you must measure yourself against these four questions.

1. Is it the TRUTH?

In a business where information is currency, truth is the bedrock of trust. This isn’t about avoiding a lie; it’s about eliminating even the slightest exaggeration or omission.

Are you presenting market data accurately, or are you cherry-picking stats to make a sale?
Are you fully disclosing a property’s known defects, even if it complicates the transaction?
Are your advertisements truthful, or are they relying on hype and vague superlatives?

If you have to pause for longer than a second to answer, you’re not operating with the integrity required for long-term survival. Trust is built with truthful actions; it is destroyed with a single deceit.

2. Is it FAIR to all concerned?

This is where many professionals trip up. Fairness is not about winning the negotiation; it’s about achieving an outcome that respects the interests of every party at the table—your client, the co-op agent, the buyer, the seller, and the vendors.

Are you pushing a client toward a decision that benefits your commission more than their bottom line?
In a multiple-offer scenario, are you managing the process with transparency, even when under pressure?
Are you respecting the time and effort of your competition, or trying to gain an unfair advantage?

Fairness is the difference between a one-time transaction and a lifelong referral. When you act fairly, you turn competitors into collaborators and clients into advocates.

3. Will it build GOODWILL and BETTER FRIENDSHIPS?

Professional life is relational. This question forces you to check the intent and tone behind your actions. A sharp business mind is valuable, but a mind that operates with malice, arrogance, or cynicism is an anchor.

Are you communicating with colleagues and clients in a way that fosters respect, even when delivering bad news?
Are you making a public comment that tears down a competitor, or one that elevates the industry standard?
Does your overall business presence create a feeling of respect and trust in the community?

Goodwill is your brand’s equity. It’s the invisible asset that brings repeat business and attracts the kind of high-quality people you want to work with. If your win comes at the cost of another person’s respect, you didn’t really win.

4. Will it be BENEFICIAL to all concerned?

The final question elevates your thinking beyond self-interest and immediate profit. It asks you to consider the long-term positive impact on the client, the community, and the industry as a whole.

Is the advice you’re giving sustainable for the client’s financial future, or just expedient for a quick close?
Does your success contribute positively to the perception of your entire profession?
Are you just solving today’s problem, or are you helping set up a long-term solution that benefits everyone involved?

The most successful people don’t chase money; they pursue value that creates a tidal wave of benefit for others. When your focus is on the benefit of all concerned, you align your personal success with universal good.

The 4-Way Test is not a feel-good mantra for Sunday morning; it is a practical checklist for Monday morning. Every time you open your mouth, send an email, or make a decision, run it through the test.

If you can’t answer “Yes” to all four, don’t think it, don’t say it, and definitely don’t do it. Your reputation is all you have. Protect it fiercely.

The Two Questions That Guarantee a Successful Day

10/24/202510/24/2025 Mark Johnson Leave a comment

My mindset today started with one simple question:

“Do I want today to be a success or a failure?”

Of course, the answer is SUCCESS!

That immediately leads to the next question:

“Am I willing to own it?”

My Accept, Reflect, and Redirect conversation today: When it comes to achieving any significant goal or overcoming a daily hurdle, sometimes the solution is simple: we just have to stop overthinking and “just do it.”

Find a way when it appears there is no way

The Power of the Post-Mission Debrief: Lessons from the Blue Angel – Part 2

07/15/202507/11/2025 Mark Johnson 2 Comments

“Every Day Matters!”

This is especially true when it comes to continuous improvement in business. Recently, I’ve been working with a client, listening in on sales calls and conducting role-playing sessions. The insights gained from these activities are truly priceless. But the real magic happens after the activity, during the debrief.

In the business world, “debrief” often carries a negative connotation. It’s frequently associated with mistakes, failures, and blame. This fear-based approach is counterproductive. The U.S. Navy’s Blue Angels flight demonstration squadron offers a powerful alternative perspective.

The Blue Angels, known for their precision and flawless aerial maneuvers, understand the critical importance of debriefing. After every flight—whether a practice session or a public performance—they conduct a thorough debriefing process. Their goal isn’t to assign blame but to identify areas for improvement and drive fear out of the organization.

Why is debriefing so effective?

Accelerated Learning: Debriefing allows you to extract valuable lessons from every experience, both positive and negative. It transforms experience into expertise.
Improved Performance: By identifying areas for improvement, you can make adjustments and enhance your performance in future endeavors.
Enhanced Teamwork: Debriefing fosters open communication and collaboration, strengthening team cohesion.
Reduced Errors: By analyzing past mistakes, you can prevent them from recurring.
Increased Confidence: When you consistently learn and improve, you build confidence in your abilities.

How to Conduct an Effective Debrief:

Here are some key principles inspired by the Blue Angels:

Focus on Facts, Not Blame: Stick to objective observations and avoid assigning blame. For example, instead of saying “You messed up the closing,” try “The closing rate was lower than expected. Let’s analyze the factors that contributed to that.”
Encourage Open Communication: Create a safe and supportive environment where everyone feels comfortable sharing their perspectives.
Start with the Positives: Begin by acknowledging what went well. This sets a positive tone and reinforces successful strategies.
Identify Areas for Improvement: Focus on specific actions that could be improved in the future.
Create Actionable Steps: Develop concrete steps to implement the identified improvements.
Document the Learnings: Keep a record of the key takeaways from each debriefing session.

Applying Debriefing to Sales Calls and Role-Playing:

When debriefing sales calls or role-playing sessions, consider these questions:

What were the strengths of the call/role-play?
What could have been done differently?
What specific strategies or techniques were effective?
What objections or challenges were encountered, and how were they handled?
What are the key takeaways for future calls/role-plays?

By adopting a structured debriefing process, you can transform every experience into a valuable learning opportunity and propel your business forward. Make every Monday—and every activity—count. And that is how we win the day!

Every Monday Matters – Part 1

A Recipe for High Performance

Beyond the Dollars: Napoleon Hill’s Timeless Lessons for a Thriving Real Estate Career

07/12/202507/15/2025 Mark Johnson Leave a comment

In real estate, we’re hardwired for the hustle: the next closing, the bigger deal, that impressive commission. We live and breathe market shifts and lead gen. But what if I told you the secret to truly exceptional and enduring success isn’t just about the tactics, but something far more profound?

I recently revisited Napoleon Hill’s classic, “The Law of Success,” and it hit me just how powerfully his insights resonate with our industry – whether you’re a broker-owner charting the course, an agent chasing your dreams, or a recruiter building a powerhouse brand, brokerage, or team.

Hill’s groundbreaking work, born from studying the titans of his era, distills success down to this: it’s not random. It’s the direct result of applying specific, timeless principles and cultivating an unshakeable mindset. It’s not just about the grind; it’s about a complete philosophy of achievement.

Let’s dive into a few of Hill’s core ideas and see how they can transform your real estate journey:

Your Definite Chief Aim: What’s Your True North?

Hill hammers home the idea of a Definite Chief Aim – a clear, burning purpose that fuels everything you do. For us, this isn’t just “sell more homes.” It’s about defining precisely what that means for you. Is it to be the undisputed leader in your market? To build a team that empowers every member to achieve their wildest dreams? To create a culture of unmatched client delight?

Without this crystal-clear vision, you’re simply drifting. For leaders, your definite chief aim sets the trajectory for your entire organization. For agents, it defines your unique brand and personal legacy. Recruiters, it dictates the caliber of talent you attract. Get laser-focused on this, and watch how powerfully everything else aligns.

The Mastermind Alliance: Your Unstoppable Force

This is one of Hill’s most impactful concepts, and it’s absolutely vital in real estate: the Mastermind Alliance. This is a group of like-minded individuals who come together in a spirit of harmony to achieve a common goal. Think about it:

Broker-Owners: Who are your trusted confidantes? Other non-competing leaders? Your C-suite forming an unbreakable front?
Agents: Are you building strategic partnerships with lenders, stagers, or even other agents for powerful co-listings? Are you part of a team where collective brilliance elevates everyone?
Recruiters: Are you tapping into a network of top producers and industry influencers to find your next superstar?

When you combine diverse intelligence, deep experience, and shared resources, you create an unstoppable synergy. Stop trying to do it all alone. Build your alliance.

Self-Confidence & Imagination: See It Before You Achieve It

Hill emphasized the critical role of self-confidence and imagination. In our world, this means more than just believing you can close a deal. It’s about vividly imagining yourself achieving your biggest goals: seeing your brokerage hitting record revenues, picturing that tough negotiation flowing smoothly, or envisioning your newest agent soaring to the top.

This isn’t just wishful thinking; it’s mental rehearsal. It builds an unshakeable conviction and allows you to proactively strategize solutions for any challenge. As leaders, inspiring this self-belief in your agents is truly transformative.

Doing More Than Paid For: The Abundance Multiplier

This principle, often overlooked, is a true game-changer: Doing More Than Paid For. This isn’t about being a martyr; it’s about approaching every single interaction with an abundance mindset.

As a broker, are you providing extraordinary value to your agents, even beyond their commission split?
As an agent, are you going the extra mile for your clients, anticipating their needs before they even voice them?
As a recruiter, are you offering invaluable insights and genuine support to potential candidates, regardless of whether they join your organization?

This commitment to over-delivery builds an incredible reputation, cultivates fierce loyalty, and creates a powerful ripple effect of positive outcomes.

Revisiting “The Law of Success” was a powerful reminder that while our market constantly shifts, the fundamental human principles of success remain eternal. It’s about inspired leadership, an empowering mindset, genuine collaboration, and unwavering purpose.

So, as you step into your next busy week, pause for a moment. Ask yourself:

What’s my definite chief aim for this next chapter of my career?
Who belongs in my mastermind alliance?
How can I do more than paid for today, for my team, my agents, or my clients?

The answers just might unlock a level of success you previously only dreamed of. What’s one Napoleon Hill principle that resonates most with you today?

Your Character Isn’t Forged in a Comment Thread. It’s Built in the Follow-Up.

06/18/202506/13/2025 Mark Johnson Leave a comment

The headlines are deafening. One expert predicts a market crash, another a buying frenzy. Interest rates are a daily obsession. A new lawsuit threatens to upend the entire industry. Everyone has a hot take, a prediction, a complaint. Everyone is a commentator.

The volume goes up, the noise gets louder, and it’s easy to get swept up in the chaos.

Meanwhile, nothing that truly builds your business has changed.

The phone still sits there, waiting for you to make the calls. Your database still needs to be organized. The difficult conversation with the seller whose home isn’t getting offers still needs to happen. Your skills still need to be sharpened, your value proposition still needs to be perfected, and your daily habits still decide who you are when the commission checks aren’t rolling in.

Mental toughness in real estate isn’t built when you have three offers on a listing in the first 24 hours. It’s forged when the world feels uncertain, and you stay focused anyway. It’s built when you choose discipline over distraction, client care over internet chatter, and grit over gossip.

Here’s the truth for every agent, broker, and recruiter in our industry:

You don’t need to win an argument about the future of commissions. You need to win the trust of the next family that needs to sell their home.

You don’t need to be right about where rates are going in six months. You need to be ready when a client calls you in a panic, needing a steady, expert hand to guide them.

When a deal gets rocky, when a buyer gets cold feet, when a market shifts and your clients need real strength, no one is going to care what you posted on Instagram. They will ask if you have a plan, if you can lead, if you can endure.

That is why we train. That is why we practice our scripts, why we master our CRM, why we preview property on a Tuesday morning when no one is watching. Not to impress our peers, but to become the kind of professional people can count on when it really matters.

Let other agents trade outrage online. You focus on building your capacity.

According to the National Association of REALTORS®, a significant number of agents leave the industry within the first five years. The reasons often boil down not to a lack of talent, but a failure to consistently perform the fundamental, unglamorous tasks of the job. It’s a failure in discipline.

How Do You Vet for Strength?

I’m inspired by a story from Joe De Sena, the founder of Spartan Race. He once had two men drive over seven hours for a business meeting. When they arrived, he didn’t take them to a conference room. He took them on a ten-mile run, followed by hundreds of pull-ups and burpees. By the time they sat down for breakfast, their hands torn up, he knew everything he needed to know. They showed up, did the hard work, and didn’t complain.

How are you vetting your agents? How are you assessing your own capabilities?

For recruiters and brokers, look past the vanity metrics. An agent’s strength isn’t measured by their follower count; it’s measured by their follow-up. Look for the agent who is obsessed with their craft, who time-blocks their prospecting, who seeks out coaching, and who doesn’t flinch when a client needs a dose of reality.

For agents, your character isn’t built in a viral Reel. It’s built when you get up at 5 a.m. to study the MLS before your family wakes up. It’s forged in the sweat equity of door-knocking in July and in the choice to take another negotiations course when you could be scrolling.

Strength doesn’t tweet. It quietly earns trust and closes deals.

Your Assignment This Week

Go quiet. Tune out the noise, the performative rage, and the endless speculation.

Pick something hard for your business and do it. Not because you’ll get likes for it, but because it will make you a better, stronger professional.

Make the 20 calls you’ve been avoiding.
Finally segment that messy database.
Have the pricing conversation you know you need to have.

The most successful people in this business are rarely the loudest in the room. They are the most disciplined, the most prepared, and the most focused on the things that actually matter.

Now go prove it.

Inspired by: De Sena, Joe. “The Hard Way” Newsletter.

Source: National Association of REALTORS® (NAR) member data and industry reports on agent success and failure rates.