I was reading part of Adam Smith’s The Wealth of Nations recently, and someone looked over and said what is that? I said, The Wealth of Nations. From 1776. Ever heard of it? They said no. So I walked them through it. Not the whole book just the core principles. Division of labor. Self-interest and […]
Tag: Sales Meeting Content
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 […]
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 […]
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 […]
Your Agent Count Is Lying to You
The top-line number looks fine. Roughly 103,000 agents active per quarter, less than 6% variance over 18 months. Stable. Consistent. Under control. It isn’t. We tracked 192,788 individual agents across six consecutive quarters — Q4 2024 through Q1 2026. Not rosters. Not license counts. Actual closings, quarter by quarter, agent by agent. When you follow […]
The 80% Rule: What the AI Productivity Data Actually Means for Your Firm
Here’s a number that should stop you cold: 80 percent. That’s how much AI reduces task completion time, according to Anthropic’s research across 100,000 real-world conversations. Eighty percent. Think about what your agents spend most of their day doing — follow-up emails, market updates, listing descriptions, recruiting outreach, transaction coordination. Now imagine doing all of that […]
How’s The Real Estate Market?
Strategy Over Statistics: Becoming the Leader of Choice Data is everywhere, but clarity is scarce. My goal for today’s blog is to provide the insights your team can leverage to bridge the “Expectation Gap” with their agents and recruiting prospects. When you empower your agents to lead in the local market, you become the “Office […]
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 […]