147 articles · since 2013
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A blog about real estate & stuff. Tactical, candid, and occasionally f-bomb laden — the things I'd tell you over a whiskey.
Latest article · 6 min read
REPS: The Only Number You Need for Your 2027 Business Plan
Real estate business planning doesn't have to be complicated. REPS turns your 2027 income goal into one number you do every workday.
October 28, 2026
2025
Jul 1 · 4 min · Mindset & Grit
The Man in the Arena (and the Fight Worth Having)
I love The Man in the Arena quote from Teddy Roosevelt. It was delivered in Paris in 1910, yet it feels like one of those pieces of wisdom that will forever be relevant. The actual meaning of the speech had more to do with citizenship in a republic than the defiant “F YOU” to critics…
Apr 6 · 3 min · Investing & Wealth
How We Invest in Real Estate, Part 3
You can, and really should, go back and read the first two parts (part 1 here and part 2 here) before going any further if you haven’t been following along. Otherwise, this post is going to confuse the hell out of you. Now that we have the basics out of the way and we understand…
Apr 3 · 5 min · Investing & Wealth
How We Invest in Real Estate, Part 2
In the first post of this series, I laid out some general info about our strategy and goals for building a real estate investment business. In this post, I will get more specific about my plan. Again, as I mentioned in the first post, this is my plan. It doesn’t mean it has to look…
Apr 2 · 4 min · Investing & Wealth
How We Invest in Real Estate, Part 1
A couple of days ago, I posted a picture on Facebook of a closing table and mentioned that Katherine and I had just added two doors to our real estate investing business. I then noted that I believed that more agents should be investors (I wish all of them were). That post got a lot…
Jan 13 · 2 min · Mindset & Grit
Everyone is Crazy
2024 was a year for the record books. On one hand, the market began to rebound from a down year fueled by high interest rates and inflation. On the other hand, thanks to sweeping changes in forms and business practices, the industry seemed to turn on itself. I could go into a whole rant against…
2024
Oct 31 · 3 min · Leadership & Teams
A Leadership Vacuum
As I write this, we are a little less than a week away from the 2024 Presidential Election. While I have asked the question “Is this really the best we have” for the past couple of election cycles, it has, in my opinion, really been an incredibly appropriate query for this cycle. It also undoubtedly…
Sep 27 · 3 min · Leads & Prospecting
Right Place at the Right Time, On Purpose
I’ve repeated that line, the subject of this post, no fewer than a dozen times over the last 30 days. So much so, in fact, that it made sense to write a quick post about it. I think it’s important because of two things: a pervasive “luck” mentality that is really a bullshit justification for…
Sep 11 · 7 min · Mindset & Grit
Confessions of an Accidental Powerlifter
First off, sorry for the serious delay between writing. There has been a lot going on, but that is really a bullshit excuse. Truth is, the motivation hasn’t been there. It’s back now, though, so I will be publishing regularly until it goes away again. My fitness journey, much like my writing this blog, has…
2023
Sep 1 · 1 min · Mindset & Grit
Book Review: The War of Art
If you’ve noticed a trend in my book reviews recently and The Color of Law), you will have noticed that I have really enjoyed books that I wasn’t too excited to read. Well, unfortunately, the opposite is true here. I really wanted to like t
Aug 29 · 3 min · Mindset & Grit
The Loneliness of Entrepreneurship
I am going to preface this post by saying it is not me complaining about anything. I am blessed beyond words. A significant chunk of those blessings are the result of working my ass off, but nonetheless, this has nothing to do with complain
Aug 29 · 2 min · Mindset & Grit
Weird Shit I Think About, Part 1
I like to think about the future sometimes. It helps me spark creativity even if it is nonsense. The more you think about the nonsense, the more things pop up that make you think a little deeper. Where that leads, who knows, but it’s fun to
Aug 27 · 2 min · Mindset & Grit
Book Review: Humankind
I was fortunate to hear about this book from Matt Beall of Hawaii Life Real Estate Brokers during the 1000 Watt Turn On conference this year. As a side note, the Hawaii Life team is doing great work helping people affected by the Maui wildf
Aug 1 · 4 min · Leads & Prospecting
The Genealogy of a Real Estate Business
Can a “family tree” of your real estate business lead to uncovering activities and referrals you didn’t know were there?
Jul 30 · 3 min
Book Review: The Color of Law
The subtitle of The Color of Law is “A Forgotten History of How Our Government Segregated America”. To be more accurate, I think that “Forgotten” should really be replaced with “Untold”. Either way, if you are in any way, shape, or form ass
Jun 4 · 3 min · Leads & Prospecting
Teeing Up a Big, Fat Failure
Shining a light on the problem with the industry’s training mindset. Change the mindset and change your entire outlook on prospecting.
May 31 · 3 min · Leads & Prospecting
Whiskey Helps
A couple of weeks ago, I happened to run into a friend that I hadn’t seen in quite some time. He asked me to come over to his house because he needed to chat with me about something. Of course, having been around the real estate world long
May 25 · 5 min · Leads & Prospecting
The Pitfalls of Prospecting
Ah, prospecting. Every agent’s favorite thing to do. In 1.5 million homes, cars, and/or offices today, a Realtor popped open their CRM, topped off their coffee, and made their daily prospecting calls, right? Right? Crickets… Hell no they di
May 5 · 6 min · Leads & Prospecting
Doing Average Well
Here are 5 reasons you should do average better than everyone else if you want to succeed in the long run.
Apr 25 · 4 min · Mindset & Grit
Fulfillment
Is what you are doing in life setting you up for fulfillment? In this post we dive into two ways to create impact and peace in your world.
Apr 18 · 3 min · Mindset & Grit
Hope vs Faith
When in doubt, trust in the deep philosophical wisdom of George Michael and remember that you “got to have faith, faith, faith.”
Apr 12 · 1 min · Mindset & Grit
Book Review: The Psychology of Money by Morgan Housel
Really simply, if you have money, make money, or want to have or make money, this is a good book to read.
Mar 24 · 6 min · Leads & Prospecting
Making Your Service “Real”
The Challenge So, let’s say you want to buy a new car. What’s your first step? Maybe a little online shopping, looking at reviews, seeing different features between the different models, and other research. Maybe you’ve looked at financing
Mar 7 · 5 min · Running the Business
Reinvigoration & Reignition
When you start to feel like you are burning out, simply reconnecting to two specific things can change the cycle for you.
Feb 20 · 3 min · Service & Clients
The Sincerest Form of Flattery
Imitation is far more than the sincerest form of flattery. Being a copycat is the sincerest form of mastery.
Feb 20 · 3 min · Service & Clients
The Remarkable reMarkable
The reMarkable has quickly become my favorite piece of tech, regardless of how low tech it actually is.
Feb 19 · 2 min
Book Review: The Extended Mind by Annie Murphy Paul
The Extended Mind challenges you to get out of your head and consider new ways to problem solve, learn, and connect.
Feb 8 · 3 min
Why I Write
Return of the Incredibly Inconsistent Blog It has been, by my best count, about two and a half years since my last public blog post. I say public because in the meantime I have written exhaustively long Facebook posts to my agents in our private group. Some of these might make an appearance here over…
2020
Sep 23 · 1 min · Leadership & Teams
Top 5 Ways to Use Zillow to Your Advantage with Jay Thompson
In this episode of Top 5, Jay Thompson, Zillow's former Director of Industry Outreach, shares his Top 5 ways to positively impact your business using Zillow.
Sep 9 · 1 min · Running the Business
Top 5 Ways to Break Into the Luxury Real Estate Market with Anthony Marguleas
In this episode of Top 5, Wall Street Journal top 25 agent Anthony Marguleas joins me to share concrete ways to win more luxury business.
Aug 26 · 1 min · Leads & Prospecting
Top 5 Things to Say Now with Dan Stewart of Happy Grasshopper
In this episode of Top 5, the wordsmithing wizard Dan Stewart from Happy Grasshopper shares his Top 5 Things to Say Now when you are prospecting. You better watch this one. It has some plug-and-play awesomeness for your business.
Aug 23 · 6 min · Running the Business
Writing for Success - The Director's Cut
A couple of weeks ago, I published one of my Power Tools videos called Writing for Success, which can be viewed here. One of the shortcomings of that quick-hit video format is that I can't go into depth on the…
Aug 21 · 3 min · Leads & Prospecting
The Best Social Distancing Ever
To start off this post, I have to put out a quick disclaimer. I no longer have any concept of time. It was a victim of COVID. The last six months have genuinely been like six years. So, when you…
Aug 12 · 1 min · Leadership & Teams
Top 5 Ways Agents Can Avoid "Shoulding" Themselves
We're excited to welcome Eric Sachs, CEO of Breakthrough Broker, to the Top 5 family. In this episode, he will share his Top 5 Ways for Agents to Avoid "Shoulding" Themselves.
Jul 29 · 1 min · Running the Business
Top 5 Reasons to Hire a Real Estate Coach
In this episode of Top 5, Verl Workman of Workman Success Systems shares his Top 5 Reasons to Hire a Real Estate Coach.
Jul 15 · 1 min · Leads & Prospecting
Top 5 Ways to Leverage Your Database
In this episode of Top 5, Liondesk founder and CEO, David Anderson, shares his top 5 tips for Realtors to leverage their database to grow their business.
Jul 12 · 4 min · Running the Business
What to Watch on Netflix for Realtors
I've been on something of a documentary/video course/non-fiction kick lately. If you've read this blog long enough, you know that I love to read, but I like to have something on in the background when I am working at night.…
Jun 15 · 1 min · Leadership & Teams
Top 5: How to Build a Team Worth Having with Cleve Gaddis
In the inaugural episode of Top 5, my personal business coach, Cleve Gaddis, and I talk about how to build a team worth having. Enjoy!
Jan 5 · 3 min · Running the Business
The "Plan" For 2020
I'm not a huge fan, at all, of new year's resolutions. I just think that choosing a day to all of a sudden change your life is generally foolish, proven by the number of broken resolutions by the end of…
2019
Nov 21 · 5 min
Overwhelmed, Again (Part 2)
In case you missed yesterday's post , you should read it before reading the rest of this. It'll make a lot more sense. Yesterday's post left us at our first year of Thanks&Giving. Today is our second year & what…
Nov 20 · 3 min · Service & Clients
Overwhelmed, Again (Part 1)
It's been just over two years since I wrote in this blog. My last blog post, "Overwhelmed" , was about my experience in the wake of Hurricane Harvey. A lot has happened since then, but I'm glad to come back…
2017
Sep 4 · 5 min · Service & Clients
Overwhelmed
For the past week, I've struggled to put together my thoughts and feelings about what has happened in Texas since Hurricane Harvey came ashore. As I sit here writing this, trying to put these thoughts in order, I can't even…
Jul 20 · 4 min · Listings & Sellers
Price Per Square Foot is Bull$hit
99% of my posts here are designed to help Realtors grow a better, more profitable business. This post is no different. However, unlike most of my posts, this one is just as applicable to the real estate consumer as it…
Jul 6 · 4 min · Investing & Wealth
Us vs. Them
On Monday, I was having a conversation with my business coach about some things that have happened over the past year and the ramifications of those things on the future. Specifically, we discussed how my actions, or reactions, to the…
May 30 · 5 min · Listings & Sellers
Do For, Not To
I've actually been working on this post for quite a while now, but just haven't found the right thing to tie into to make it work. Thanks to the shitstorm surrounding Zillow's Instant Offers that has happened over the past…
May 19 · 6 min · Service & Clients
Thoughts on the Search for a New NAR CEO
Dale Stinton, the CEO of the National Association of Realtors, is retiring at year's end. After 36 years of service to the largest trade association in the United States, 12 of those as CEO, I'd say he deserves it. Whether…
May 7 · 5 min · Leads & Prospecting
Content is King, Kinda
A couple of weeks ago I published a blog post lamenting the poor or, more often, non-existent follow-up practices of most agents by offering the option of using political advocacy as an opportunity for providing resourceful, topical content to clients…
Apr 26 · 6 min · Mindset & Grit
Early Rising, Meditation, and Other Stuff I Hate to Admit I'm Doing
By the time I finish typing this and publish it, I will most likely be forty. I don't really care about birthdays that much and am more of an "age is a number" guy, which I'm finding myself pointing out…
Apr 21 · 4 min · Leads & Prospecting
Political Advocacy as a Lead Generation Tool
A couple of weeks ago I was having lunch with a thought leader in the real estate industry when the conversation went down a rabbit hole on the subject of follow-up from Realtors to their clients. Better said, the conversation…
Mar 30 · 4 min · Listings & Sellers
Why Rising Mortgage Interest Rates Are Good For Realtors
Much ado has been made over the impending doom of rising mortgage interest rates as response to the Fed raising its benchmark rate this month. If I had a dollar for every "Buy now before rates get too high" post…
Feb 9 · 2 min · Running the Business
Be Accountable
Being an entrepreneur often means being on a metaphorical island all by yourself. Not very many people understand how your time is pulled in a myriad of directions, employing skills (or sometimes lack thereof) that you didn't know you had,…
Jan 26 · 1 min
Book Review - Contagious
So, I'm a little behind on this review. There's probably some kind of joke with the title to be made here, but it's too late to really think that through. This was our November book and it was good. It…
2016
Nov 27 · 1 min
Book Review - Start With Why
This month's Book Club selection was Start With Why by Simon Sinek. We chose this book for October's group because of the TED Talk. If you haven't seen it, Sinek's TED Talk is one of the most-watched ever and is…
Sep 26 · 2 min · Mindset & Grit
Book Review: The Miracle Morning for Real Estate Agents
The second book in our brokerage's Book Club is The Miracle Morning for Real Estate Agents , an adaptation of Hal Elrod's bestselling The Miracle Morning. On this version, he gets help from Michael Maher, Michael Reese and Jay Kinder.…
Sep 17 · 5 min · Running the Business
Getting Ready to Get Ready
Have you ever found yourself facing a project to complete but, instead of starting, first you feel like you need to do some research, or get organized, or clean your office? Or maybe it was a personal goal like a…
Sep 14 · 3 min · Leads & Prospecting
Book Review: Seven Levels of Communication
From the last post, you know that our brokerage has started a monthly Book Club. Our first book was Seven Levels of Communication by Michael Maher . As promised, a couple of times, here is my review of the book.…
Aug 31 · 2 min · Leadership & Teams
Real Estate Book Club
In the words of Harry Truman, "Not all readers are leaders, but all leaders are readers." I love to read, but have found that as we get busier and extra time gets harder to find, my reading time has started…
Jul 14 · 7 min · Investing & Wealth
Creating a Real Estate "401k"
Something has been weighing on my mind recently and I wanted to try to offer a solution. The more agents I talk to, the fewer, it seems, have an exit strategy for when they are ready to "retire" from real…
Jul 1 · 2 min
F#@* the Haters
If there's one thing the world isn't short of, it's people who are ready, willing, and able to criticize. Their way is right and your way is either wrong or not as good. They always have their two cents to…
Mar 16 · 4 min · Leads & Prospecting
The Communication Game
Not to get all deep and philosophical about things right out of the gate, but I have a serious fear for my children and my children's generation. It's a lack of communication skills. Between messaging and Snapchat and emojis and…
Mar 2 · 3 min · Listings & Sellers
Bumps in the Road
In the course of a "normal" real estate transaction there are more ways for something to go wrong than the general public can imagine. It's one of the many reasons why the general public doesn't find value in the work…
Feb 23 · 5 min · Leads & Prospecting
Presidential Campaigns and Real Estate
The 2016 Presidential campaigns are well under way with three primaries and two caucuses down. Now, whether you like it or not, if you're involved in real estate in any form or fashion, politics play a large role in your…
Feb 11 · 5 min · Service & Clients
The Top 5 Mistakes Rookie Agents Make
To start off, this is just another in a long list of posts that are related to "Your First Year in Real Estate". It certainly won't be the last, and probably won't be the last on this site. Also, if…
Jan 28 · 3 min · Running the Business
Your Competition Doesn't Matter
It's been a while. I took a little bit of an extended holiday break on the blog, but am back and have some big plans for this site for the new year. Look for some big changes in the next…
2015
Dec 3 · 3 min · Running the Business
Playing to Your Strengths
So, there are a million dumb clichés about getting outside some stupid metaphorical box and how growth only exists when you're out of your comfort zone and blah, blah, blah. Clichés are clichés because they are generally true, right? But,…
Nov 12 · 3 min
Just Be Yourself
I apologize in advance for this rant, but it is overdue and today pushed me over the edge a bit. Dr. Seuss once said, "Today you are you, that is truer than true. There is no one alive that is…
Oct 22 · 4 min
Creativity, Motivation and Stress Relief
Why I write and don't draw. I made a conscious decision early not to inject too many personal stories or my own ego (which I contend does not exist) into this blog. I had the good fortune of having an…
Oct 15 · 7 min · Leads & Prospecting
Takeaways from NAR's 2015 Member Profile
Admittedly, there isn't very much fun about sifting through 70+ pages of statistics and graphs. Those that know me well know that I would rather watch soccer than sit and read stats for a couple of hours. Ok, that's an…
Sep 24 · 5 min · Running the Business
Business Lessons from Scott Walker's Failed Campaign
AP Photo/Morry Gash Politics and real estate intersect a lot. If you think about it, very little that happens in the hallowed halls of Congress doesn't have an effect, somehow, on the market. Whether it affects property rights or taxes,…
Sep 16 · 2 min · Listings & Sellers
Start - Stop - Continue
As a business owner, which if you're a Realtor, you are one, it is important to be ever-mindful of your value proposition to your clients. Is what you are delivering hitting the mark or not? Do your clients even recognize…
Aug 27 · 3 min · Leads & Prospecting
Utilizing a Pre-Listing Package
If you believe the statistics published by the NAR, somewhere around 70% of the listing appointments you go on will not be competitive. If that's the case, your odds are pretty darn good every time you walk in a prospect's…
Aug 13 · 2 min · Leads & Prospecting
Know Your Role
As a real estate agent you wear a number of hats at any given time. On the business side, you are CEO, marketing guru, accountant, customer service rep, and a number of other things. On the client side, you will…
Aug 6 · 4 min · Leads & Prospecting
Setting Expectations for Success
Salespeople are, by their typical nature, people pleasers. They are constantly trying to go above and beyond for their clients to try to get more business. Unfortunately, they often fail at one of the easiest ways to truly satisfy their…
Jul 30 · 4 min · Leads & Prospecting
Working In vs. Working On Your Business
As your real estate business grows and you find yourself getting busier and busier it becomes increasingly easier to get caught up in the day-to-day details and minutiae of what is happening in the moment. You're working hard, doing everything…
Jul 23 · 4 min · Leadership & Teams
Time is Money
When I was going through managerial training, we had a leader, Steve Miller (no, not that one), that changed the way I looked at time management. Up to that point, like many people, I had kept a schedule and had…
Jul 15 · 5 min · Leads & Prospecting
7 Steps to Build Trust
One of the most difficult things about being a salesperson, whether or not it's real estate you're selling, is getting people to trust you, and to do so relatively quickly. Whether you're prospecting, meeting with new clients, networking, or, for…
Jul 9 · 4 min · Leads & Prospecting
Alphabet Soup
Let's talk about designations for Realtors. One of the things that a lot of agents run out to get is a shiny set of letters after their name. They think it will instantly convey expertise in a certain area and…
Jul 1 · 5 min · Service & Clients
Creating a Working Partnership
As a real estate agent it is really easy to feel like you're on an island sometimes. Most agents these days are exceptionally mobile. They work from home, the car, the coffee shop, their clients' homes, and all points in…
Jun 25 · 2 min
Professional Courtesy (or lack thereof)
As a word of forewarning, this post is going to sound more like a rant than anything else. Quite frankly, it is, to an extent, just that. You see, I consider myself a professional. As such, I hold others in…
Jun 18 · 6 min · Running the Business
Hitting the Wall
It's inevitable. If it hasn't happened to you yet, it probably will. One day, you'll wake up and "it" just won't be there. The spark will be gone. You've hit a wall. The good news is that it happens to…
Jun 12 · 2 min · Running the Business
3 x 3 = Success
As a busy real estate agent it can sometimes be difficult to take a step back from your business and evaluate how things are going, set goals, and focus on what you have to do to reach those goals. I…
Jun 4 · 2 min · Leads & Prospecting
Starting a Real Estate Career Without A Sphere of Influence
When starting a real estate career, having a sphere of influence can make a huge difference in how quickly you start to see business come your way. It boils down to the old adage that sometimes it isn't what you…
May 27 · 6 min · Leads & Prospecting
Don't Quit Your Day Job...Yet
So, you're thinking of going into real estate full-time? That's awesome. Real estate can be one of the most exciting, fun, and, yes, lucrative careers for those who succeed. It can also be frustrating, overwhelming, nerve-wracking, and expensive. It can…
May 19 · 4 min · Leads & Prospecting
Tough Love With Clients
There is no shortage of opportunities in a real estate transaction for something to go wrong. In most cases it's a matter of when, not if, and to what degree. Some of them are small speed bumps on the way…
May 5 · 6 min · Listings & Sellers
My Realtor is an A-Hole, Part 2
So, last time we talked about my experience as a seller of my own property. We discussed how buying and selling property yourself is the best opportunity to literally put yourself in your clients' shoes and use that experience to…
Apr 27 · 5 min · Listings & Sellers
My Realtor is an A-Hole, Part 1
I haven't posted here in a while because I've been moving and the new house didn't have internet for the first couple of weeks. Considering that I don't usually write here other than in the middle of the night, that…
Feb 19 · 4 min · Leads & Prospecting
The Top 5 Qualities of Great Agents
As part of my "job", I am extremely fortunate and privileged to get to interact with and interview some really great agents. I also get to meet brand new agents and talk to them about their goals and plans for…
Jan 28 · 4 min · Leads & Prospecting
Your Database is Your Business
If you look back at last year's performance, what sticks out to you? Where did your business come from? What lead generation sources worked and didn't work? These are all questions you should be asking yourself on a pretty regular…
Jan 21 · 3 min · Mindset & Grit
Your Mindset Matters
I'm a big believer in mindset. I believe that your mindset is a conscious choice you make on a daily basis, not a result of the things you are facing in life and business. Your mindset determines your attitude, your…
Jan 13 · 4 min · Leads & Prospecting
Why Reviews of Your Business Matter
The goal of most Realtors is to get to the point where they are working 100% by referral. It's a noble goal and one that 95%+ of agents will never reach. That's not a slight to hard-working agents, it's just…
2014
Dec 27 · 2 min · Running the Business
Why You Shouldn't Plan for Next Year
In the previous post , we discussed why you should make an annual plan to help reach your goals for next years. In this post, we will flip that on its head and take a look at why you shouldn't…
Dec 21 · 3 min · Running the Business
Why You Should Plan for Next Year
It's that time again. Another year is winding down and you should be planning for next year. After all, you need a good plan in place to ensure that your business continues to grow. So, in these next two posts…
Nov 19 · 4 min · Leads & Prospecting
How To Use Video To Market Your Real Estate Business
Last week we talked about the top 5 reasons why you should be using video to grow your real estate business. All of those reasons may sound great to you, but the idea of actually doing it makes you shut…
Nov 13 · 2 min · Leads & Prospecting
Why You Should Be Using Video
For several years we've heard from industry expert after industry expert about how video is the next big thing for Realtors. The problem with that prophesy is that only about 14% of agents do any kind of video marketing, according…
Oct 31 · 3 min
What Makes An Agent Website?
Recently, I wrote a blog post about whether or not agent websites were really worth it these days. Given the search engine optimization (SEO) power of the major syndication portals like Zillow, Trulia, Realtor, etc., the chances of an agent…
Oct 29 · 4 min · Leads & Prospecting
Using Facebook to Create Community
Social media has, without question, made an indelible mark on real estate. Debates rage over whether social media has a ROI on an agent's business. A multitude of blog posts and articles have been written ranging from calling social media…
Oct 27 · 4 min · Leads & Prospecting
Make Your Business W.E.T.
When you think about how you want your business to perform, you probably come up with a lot of ideas. Big, general terms like Customer Service, Professionalism, and/or Expertise probably come to mind. One of the words that you should…
Oct 4 · 4 min · Leads & Prospecting
Answer the Damn Phone!!!
Want to know the number one complaint about Realtors? It's real simple. They don't answer their phone and they don't call back. I was just listening to this week's episode of Watercooler , which is probably the best realtor-centric podcast…
Sep 30 · 5 min · Running the Business
Realtor Safety
Today is the last day of Realtor Safety Month and is, unfortunately, making news for all the wrong reasons. Last week, Arkansas Realtor Beverly Carter went missing while showing a home to a stranger. Yesterday, a suspect was arrested and…
Sep 12 · 1 min
Weekend Challenge - Rise Up!
I shouldn't have to tell you that the picture above is Olympic Gold Medalist Usain Bolt winning a race, arms raised overhead in celebration. This is also a picture of an Olympian raising her arms in victory as she crosses…
Sep 11 · 2 min · Service & Clients
Giving Yourself a Growth Review
As a busy entrepreneur you are juggling a lot of things. You are an agent, marketer, customer service rep, accountant, and much more. One thing that you have to make time for in your busy work life is a regular…
Sep 4 · 3 min · Leads & Prospecting
Setting the Table
During the recent housing downturn there were a number of agents out there who made a literal fortune working with banks and the federal government selling distressed assets. At the same time, a number of other agents, some the same…
Aug 29 · 1 min · Running the Business
Weekend Challenge - Labor Less
It's Labor Day weekend. Go out, enjoy time with family, friends and people you care about. Easiest weekend challenge post ever, right? Have a great weekend!
Aug 27 · 2 min · Leads & Prospecting
Are Agent Websites Worth It?
With somewhere around 90% of buyers researching homes online before even calling an agent, many agents think that spending a lot of time and money on a fancy website is going to make an enormous difference in their business. I…
Aug 22 · 1 min · Leads & Prospecting
Weekend Challenge - Do An Audit
How often do we get a wild hair or have a plan for something and get started only to let it die on the vine over time? This weekend's challenge is simple: Google yourself. Add keywords related to your profession.…
Aug 15 · 1 min
Weekend Challenge - Do Nothing
I've been searching for a way to justify doing nothing on a weekend for a long time. To date, my wife has shot all of them down. Oh, but now, I have science in my corner. Surely, she can't argue…
Aug 13 · 2 min · Running the Business
Play The Game
Everyone has that one thing that they hate doing. That one thing that you put off and put off and then, when you finally do it, you loathe every minute. You generally don't do it as well as the things…
Aug 6 · 2 min · Leads & Prospecting
For Tech's Sake!
I often joke with my new agents, somewhat facetiously, that I'm not sure there is an industry with more people trying to make money off its practitioners than real estate. Every day, there are calls and emails from this company…
Aug 5 · 2 min · Running the Business
Don't Be A Secret Agent
A couple of years ago I was just a happy agent minding my business and making a good living. I was doing well, growing my business and enjoying things. And then, a funny thing happened. I had hired a coach…
Aug 4 · 2 min · Leads & Prospecting
A Healthy Skepticism of Data
I'm something of a numbers nerd, so to talk poorly of data is not the easiest thing for me to do. Indeed, especially in the real estate world, I would be the first to line up in favor of math…
Aug 1 · 3 min · Leads & Prospecting
Blood-Sucking Vampires
So, to be completely honest, I can't remember the last vampire movie I watched. I think it was either Interview With A Vampire or The Lost Boys . But, because it seems like vampires are all the rage these days,…
Jul 31 · 4 min
Thoughts on Zillow's Acquisition of Trulia
It took about five minutes after the announcement of Zillow's $3.5 billion planned acquisition of Trulia for the critics to come out in force. In the past couple of days I've seen everything from continued bashing of Zestimates to the…
Jul 11 · 3 min · Leads & Prospecting
Taking a Step Back
The height of the summer selling season is upon us. We are experiencing the hottest marketplace in years. Inventories are low, prices are up, and, here in Houston at least, we just can't keep up with the growth. Every time…
Apr 30 · 3 min · Leads & Prospecting
Put Your Phone Down
In what I thought was a brilliant reality check for people looking to get into real estate as the market heats up, Greg Nino wrote an excellent blog post called "An Open Letter to Anyone Wanting to Get Their Real…
Apr 5 · 2 min · Leads & Prospecting
The Subtle Use of Social Media
We've covered a little bit on how to use social media to help grow your business. Like with everything else, there is an art and a science. The post on being social previously posted here is more about the science.…
Apr 5 · 1 min · Leads & Prospecting
Plan a Party - Weekend Challenge
For the last week, I've been cooped up working on curriculum for our new agent training program. Now it's time to party. This weekend's challenge is to plan a dinner party. There are two rules to planning a successful dinner…
Mar 31 · 2 min · Leads & Prospecting
Find Your Niche
A lot has been made of niche marketing over the past several years, for good reason. While I am not a believer in putting all of your eggs in one basket, I do believe that finding a specialty or a…
Mar 21 · 1 min
Get Outside - Weekend Challenge
This is a simple one this week. It's the first weekend of Spring so GO OUTSIDE!!! (showing homes not included) Plant something, ride a bike, take a hike, or just sit there and soak it in. Spend a couple of…
Mar 19 · 2 min
Keeping Up With Change
I could probably sum this post up in two words, you can't. But, while clever, it wouldn't make for much of a blog post, would it? So, here's the deal, you could literally spend all day every day keeping up…
Mar 19 · 3 min · Leads & Prospecting
Operating Your Business Without Breaking the Bank
There's a tendency, when just starting in real estate, for people to get caught in a trap where they aren't really making any money but they feel a need to spend a good deal of money in order to build…
Mar 14 · 1 min · Running the Business
Find a Coach - Weekend Challenge
Reaching a high level of performance at any task requires a lot of a person. Patience, tenacity, determination, attitude and a good plan are just a few of the things needed to take your game to the next level. A…
Feb 21 · 1 min · Running the Business
Set Up Two New Classes - Weekend Challenge
Expanding your knowledge base and comfort zone are important to continued personal and professional growth. It can also be a boost to your business. So, signing up for two new classes is this week's challenge. 1) Personal Enrichment The first…
Feb 21 · 4 min
Making the Best of Mistakes
Everyone screws up from time to time. We're all human. How you react to mistakes, however, can make all the difference in the world. I saw a study once several years ago that ranked life's most stressful events. At the…
Feb 11 · 2 min · Leads & Prospecting
Being Social...For Real
In a previous post, we covered being social in the digital realm . In this post, we talk about what I call the "plateau effect" that many Realtors encounter. Put simply, the "plateau effect" is when we see an agent…
Feb 11 · 2 min · Leads & Prospecting
Being Social...Digitally
I honestly don't even know why I am writing this post. There are probably a million posts out there on using social media to build your real estate business. This post is going to concentrate on three things: measuring your…
Feb 5 · 2 min · Listings & Sellers
Tying the N.O.T.
I can't exactly remember where I first learned this. It was part of a training class I took once upon a time, but it stuck with me and I have used it on more occasions than I can count with…
Jan 31 · 1 min · Running the Business
Clean Out Your Junk Drawer - Weekend Challenge
Admit it. Somewhere in your kitchen, or maybe your office, or maybe both, you have a junk drawer. Chances are it didn't start out that way. It probably started out with some level of organization or an intended purpose. Over…
Jan 31 · 3 min · Listings & Sellers
The Three P's in Real Estate
So, let me preface this by saying that I hate it when people give an oversimplified title to what is actually a pretty complicated process. Couldn't really help myself, but I hope that this does make things a little easier…
Jan 30 · 2 min · Leads & Prospecting
Planting Seeds
Today I was fortunate to have lunch with someone who has worked his way up from nothing to one of the top producers in his industry in less than 5 years. Mark Rafail, a Farmers Insurance agent started his career…
Jan 25 · 1 min · Investing & Wealth
Investigate Disability Insurance - Weekend Challenge
Most responsible adults have life insurance. If you don't, stop reading this and go get some. What would happen, though, if you got sick, injured, or had a debilitating medical problem? What would happen to your business? How would you…
Jan 25 · 4 min · Leads & Prospecting
What the 2013 NAR Profile of Buyers and Sellers Means To You
The 2013 NAR Profile of Buyers and Sellers came out in November and is full of helpful tips for you to use in your business. There are some things in the study that come as no surprise. Below is a…
Jan 19 · 2 min · Running the Business
If This, Then That Programming for Real Estate Goals
I don't know about you, but I cringe at the thought of goal setting. It's not that I don't know what I want to do. It's not that I don't know how to set S.M.A.R.T. goals and create action plans…
Jan 19 · 1 min · Service & Clients
For the Love of God, Leave Feedback
Pardon my Sunday evening rant, but I just got off an hour long call with a client who would very much like to know what is going on with his house. As his Realtor, I should probably know that. Unfortunately,…
Jan 19 · 2 min
Politics in Real Estate
Politics is one of those subjects that most people avoid because of the reactions it can solicit. Some people love politics. I am one of those people, but it doesn't really matter because the honest truth is this: If you…
Jan 17 · 2 min · Leads & Prospecting
The 80/20 Rule for Growing Your Business
I'm not sure that there is another industry out there that has as many companies looking to profit off of it like the real estate industry. Every time you turn around there is this new product, that new technology, or…
Jan 17 · 1 min
Read a Fiction Book - Weekend Challenge
I know you're busy. I know you have work to do. You probably have a few other things related to real estate that you need to read. Guess what? Those things will be there tomorrow. Give your brain a rest…
Jan 12 · 1 min · Running the Business
Evernote for Real Estate
Everyone knows Evernote , right? It's an amazing tool for everything from making grocery lists to collecting and organizing things from the internet for ideas or to read later. It has incredible functionality that is so simple it can be…
Jan 12 · 3 min · Listings & Sellers
Realtor Tastes A Lot Like Travel Agent
Let me preface this rant with an admission of guilt. I am guilty of all the things I am about to complain about. I once owned two zip codes and was a premiere listing agent on Zillow.com and owned a…
Jan 10 · 1 min · Leads & Prospecting
Be A Follower - Weekend Challenge
Face it, the chances that one of us is going to pioneer something new in real estate is pretty slim. That's not me being critical of you. That's just me playing the odds. Combine the number of people that are…
Jan 9 · 3 min · Running the Business
Hiring an Assistant
At some point, you will be sitting there swamped, pulling your hair out, and will say to yourself, "Man, I really need some help." Honestly, the right time to hire help is probably earlier than you think. So, why do…
2013
Dec 15 · 2 min · Leads & Prospecting
Growing Your Sphere of Influence
Do you know someone whose real estate business has seemingly plateaued? Maybe it has happened to you. It's not unusual. We often see agents take off in the business only to stop growing their business around year 3. Why? It…
Dec 15 · 3 min · Leads & Prospecting
Building Your Business Through Referrals
Statistics vary based on who you ask, but we all know that the majority of our business as Realtors is going to come from past clients (PC) and our sphere of influence (SOI). Most reliable studies I have seen show…
Dec 15 · 2 min · Service & Clients
Using Commonality To Build Trust
Let's face it, as Realtors we need our clients to trust us. They are about to make one of the largest purchases of their life and they are relying on you to be their resource, their expert, and their advisor.…
Dec 15 · 1 min · Running the Business
Trello - The Digital Project Manager
Ever looked at your to-do list and realize it has gotten out of control? Realized that somewhere along the way you bit off more than you could chew and are spread too thin? Or, maybe, if your like I used…
Dec 15 · 2 min · Running the Business
Block and Tackle
I can't tell you the number of times I used to sit in my office at 3:00 on a Friday afternoon and wonder where the hell the week went. I mean, ten minutes ago it was Monday, right? As Realtors…
Dec 14 · 2 min · Running the Business
Periodization
Have you ever wondered how Olympic and professional athletes are able to make enormous gains in performance in a short period of time? Or, maybe how some people seem to be able to do more than you could imagine doing…
Dec 13 · 3 min · Running the Business
Take Control of Your Business
It's that time again. Year-end always brings with it a look back at the past year and a look forward to next year. So, what are your goals for next year? One of the things that I see most often,…
