“If I had eight hours to chop down a tree, I’d spend six sharpening my ax.” – Abraham Lincoln In real estate, shifts are inevitable—and during one, uncertainty becomes the only constant. Nowhere is that more apparent than between the moment a contract is signed and the final handshake at the closing table. Control what you can control. Buyers are anxious. Deals fall apart. Emotions override logic. What once felt “done” now feels delicate Here’s what top agents do differently: They bulletproof the transaction from day one. What Does That Look Like? Set Expectations Early & Often – Walk your clients through what could happen, not…

The size of your business is in direct proportion to how many people know you’re in business—and how often you remind them. Your sphere already knows you. Your job is to make sure they don’t forget what you do and how you can help. The top 3 keys to maximizing referrals and repeat clients are: Stay Top of Mind Build Trust as a Market Expert Be a Resource by Consistently Adding Value Are you hitting all three? The best agents implement a touch system—36 to 72 touches a year through texts, calls, social media, events, emails, and personal notes. And online presence…

It’s paramount to approach client interactions with a mindset centered on flexibility, empowerment, and collaboration. Rather than adopting a prescriptive stance, your aim is to serve as a knowledgeable and supportive guide, offering a diverse array of options complemented by expert insights and advice. Your role transcends mere transactional exchanges; it involves immersing yourself in the intricacies of your clients’ preferences, aspirations, and budgetary considerations. By presenting an array of choices and transparent information, you empower clients to navigate the decision-making process with confidence and clarity. They are driving the car, you are in the backseat offering directions. Flexibility remains a…

Effectively leverage your unique strengths as a real estate professional in order to elevate your business by attracting more clients, and ultimately achieve greater success. Distinguishing yourself from the competition, being confident in yourself and your abilities, and articulating this effectively, is paramount to your success. Ask yourself these 3 questions:  What distinguishes me as a real estate agent? Reflect on the specific skills, experiences, and qualities that differentiate you from other agents in the field. Consider your expertise in certain property types or neighborhoods, your track record of successful transactions, your personalized approach to client service, or any unique strategies you employ in your…

A pipeline refers to the ongoing process of cultivating and managing potential clients or prospects with the goal of converting them into buying or selling transactions. The notion of “rebuilding your pipeline” should ideally be a rarity rather than a routine occurrence. The essence lies in the consistent cultivation of client relationships, a cornerstone of success in this industry. By diligently following up and nurturing clients over time, agents can foster enduring connections that yield business and valuable referrals, thus ensuring a perpetually flowing pipeline. Establish the habit of building relationships daily to sustain a steady influx of prospects without necessitating extensive…

We’re 6 months into 2025 — and if your market has felt uneven, you’re not imagining it. Inventory is up, buyers are cautious, and price sensitivity is at an all-time high. Now is the time to course-correct, recommit, and refine. 1. Run a mid-year business audit How many homes have you closed YTD? Where did those deals come from (online leads, referrals, open houses)? What lead sources or habits aren’t converting? 2. Reprioritize time around income-producing activities Follow up DAILY with met leads (especially ghosted buyers) Call your database with real value — like price reductions, off-market homes, or homes back on market 3. Reengage old…

As agents, we get asked this question constantly—at open houses, family gatherings, or random texts from old friends: “So… how’s the market?” It’s easy to default to answers like, “It’s crazy right now!” or “I’m staying busy!” But those types of responses don’t build trust, show your value, or open the door to real conversations. They miss an opportunity to position you as the local expert. Here’s how to elevate your response and use this question as a relationship-building tool: Clarify Their Intent: Instead of jumping into a generic reply, pause and ask, “It depends—are you asking as a homeowner, investor, or…

6 months… That’s the average amount of time someone considers making a move—buying, selling, or investing—before they get serious. Some are ready right away. Others take longer. But the key is this: most aren’t ready on day one. Meanwhile, 85% of salespeople give up after just two contact attempts. Think about that. If you’re only reaching out once or twice, you’re almost certainly leaving opportunities on the table. The agents who succeed are the ones who follow up consistently—month after month—and stay top of mind. It’s not about the perfect message. It’s about consistently showing up. Even a simple “Hey, just checking in” keeps…

Let’s talk about something that’s thrown around often but rarely addressed with any depth: burnout. We hear it all the time. It’s become a buzzword, a meme, a catch-all for feeling tired. But for high achievers—especially those of us chasing real wealth (not just financial, but health, social connection, and time freedom)—burnout is more than a feeling. It’s a real threat to long-term success. In real estate, we operate in the “urgent and important” sector of the Covey Matrix daily. Calls, texts, emails, appointments… another text, another email… and before you know it, it’s 8PM and you feel like you got nothing meaningful done. So how do high-performing agents avoid burnout…

In this industry, progress isn’t always about getting better; sometimes, it’s about bouncing back. As agents, we know that success is not only the peaks we reach—it’s the valleys we conquer. Every experience of enduring adversity and overcoming obstacles is a meaningful accomplishment. Whether it’s a deal that fell through at the last minute, a challenging client negotiation, or a slow market, each setback is an opportunity to grow stronger and more resilient. Consider the times you’ve had to adjust your strategy because a property didn’t sell as quickly as expected. Or the moments when you’ve had to rebuild your client…

According to insights from a recent national housing trends report, which delved into the preferences of contemporary homebuyers, 3 key attributes stand out as crucial factors influencing their choice of a real estate agent: Trustworthiness: Above all, buyers highly value an agent who exudes trust and reliability. Establishing a strong sense of trustworthiness can significantly enhance your credibility and foster long-lasting relationships with your clients. Online Reputation: The significance of online reviews has surged in recent years. In 2018, 42% of buyers prioritized reviews when selecting an agent. By 2023, this figure had risen to a striking 63%. Ensuring a positive online…

It’s easy to fill your day with motion—but not all movement creates momentum. Are you spending your time doing things that feel like work… or the things that actually move the needle?  Productive = lead gen, appointments, real convos, offers written.  Busy = cleaning out the inbox, CRM organizing, endless ‘market research.’ Am I busy… or am I productive? “The disconnect between effort and income in real estate is often a time management problem disguised as a work ethic problem.” Here’s the difference: Busy looks like: Rewriting your email signature Reorganizing your CRM for the 5th time Scrolling MLS without…

In an industry where client relationships are at the heart of our business, it’s crucial to make strategic decisions about where we invest our time and resources. One such decision revolves around how we allocate our top-tier services among our clients. Do not give A service to B and C clients! Here is a refresher on what A,B,C clients are. A: Takes your advice and have expressed a strong interest in a property or have a pressing need to buy or sell. B: “If it’s meant to be”, may need more nurturing before they are ready to commit. C: Not motivated but may still have potential value in the future.…

Starting your week with a well-thought-out communication plan is crucial. By defining the key messages you wish to convey and the best methods to deliver them, you set yourself up for success. Whether you’re sharing listings, discussing market opportunities, or celebrating client successes, clarity in your message is paramount. Here are some key steps to consider as you strategize your communication approach: Define Your Key Message: Take the time to pinpoint the core message you want to convey. Whether it’s highlighting new listings, discussing market trends, or showcasing client successes, clarity is key. Choose the Right Audience: Determine who your target audience…

The secret to getting referrals NOW is simple – ask for referrals when they are most likely to hear of others looking to buy or sell. RAS: Reticular Activating System – the idea that you are most likely to hear about or come in contact with people in a similar boat as you. For example, let’s say you are engaged to be married. Without a doubt as you go through each day (looking at that sparkly ring on your hand, searching out the perfect venue and flower arrangements) you start seeing ads for rings, wedding venues, honeymoon destinations, and all else…

According to realtor.com, 97% of people read reviews before deciding to work with an agent. Therefore, getting reviews from your clients is crucial to securing more business. Here are a few ways to get more reviews: Provide exceptional service: The obvious way to receive positive reviews is by providing excellent service to your clients. However, if you go above and beyond to meet their needs, be responsive, and deliver results, the client will correlate their ‘win’ to your services. In other words, if you provide exceptional service, your clients will attribute their success to you and be more inclined to write a positive review. Ideally, it’s best to…

According to the National Sales Executive Association, 48% of salespeople never follow up with a prospect. Nearly half of your competition reaches out once—and then vanishes. That means that just by following up once, you’re already ahead of 48% of salespeople in this industry. Let that sink in. The good news? Just by following up, you’re immediately ahead of nearly half the field. It gets even better: Only 10% of salespeople make more than three contacts. But 80% of sales are made between the 5th and 12th contact. That’s not a coincidence—that’s a pattern. Success in this industry doesn’t belong to the lucky, the flashy, or…

The same boiling water that will make an egg hard, will make a potato soft. This analogy of boiling water, eggs, and potatoes holds a powerful lesson for real estate agents. Market conditions may be the same for all, but success in the real estate industry depends on an agent’s adaptability, mindset, consistency, client focus, knowledge, diversification, and resilience. Agents who embody these qualities can achieve success regardless of the conditions they face in the ever-evolving real estate market. In other words, some agents let the market dictate their success and others are successful no matter the state of the market. Just as…

Enhancing productivity and maximizing your success starts with optimizing your environment. James Clear, a renowned blogger, productivity guru, and author of the best-selling book Atomic Habits, emphasizes the importance of location. According to Clear, changing your environment can be a game-changer for your productivity. He explains that where you do your work significantly impacts how much you get done. Your Environment Matters In real estate, your environment extends beyond your office. To be truly productive and successful, it’s crucial to surround yourself with people who are eager, driven, and productive—sometimes even more so than you. The right environment can inspire and push you to achieve more than…

Most people overestimate what they can do in one year and underestimate what they can do in five years. Many agents set ambitious goals and have a strong desire to achieve significant results within a year, such as transacting xx amount of homes per year, or growing their database by the hundreds. However, the reality is that meaningful progress often takes time and consistent effort. Unrealistic expectations for what can be accomplished in a single year may lead to disappointment and frustration if those goals are not met. On the other hand, agents often underestimate the potential of consistent action over a…

There is a common trend among agents that, if addressed, could significantly elevate efficiency, organization, and overall productivity: timeblocking. Timeblocking, often overlooked but incredibly powerful, is the practice of allocating specific blocks of time in your calendar for designated tasks and activities. It’s about taking control of your schedule rather than letting it control you. Unfortunately, many agents tend to navigate through their days without a structured plan, leaving them susceptible to the whims of the moment and the chaos that ensues. Without a strategic approach to time management, the consequences are evident. Feelings of being scattered and disorganized become prevalent,…

Avoiding burnout, especially in a demanding field like real estate, requires a combination of self-care, time management, and setting healthy boundaries. Here are some key strategies: Prioritize Self-Care: Regularly engage in activities that recharge you, such as exercise, hobbies, or spending time with loved ones. Adequate sleep, a balanced diet, and mindfulness practices like meditation can also help manage stress. Set Boundaries: Establish clear work-life boundaries. This might mean setting specific hours for work and sticking to them, turning off work-related notifications after hours, or learning to say “no” when you’re overextended. Delegate and Outsource: If possible, delegate tasks to…

Effectively leverage your unique strengths as a real estate professional in order to elevate your business by attracting more clients, and ultimately achieve greater success. Distinguishing yourself from the competition, being confident in yourself and your abilities, and articulating this effectively, is paramount to your success. Ask yourself these 3 questions:  What distinguishes me as a real estate agent? Reflect on the specific skills, experiences, and qualities that differentiate you from other agents in the field. Consider your expertise in certain property types or neighborhoods, your track record of successful transactions, your personalized approach to client service, or any unique strategies you employ in your…

“The Four Agreements” by Don Miguel Ruiz is a book that presents four guiding principles for personal freedom and empowerment. These agreements can be directly applied to being a successful real estate agent: Be impeccable with your word: As a real estate agent, your reputation is paramount. Always be honest and transparent in your dealings with clients, colleagues, and partners. Keep your promises and commitments, and communicate clearly to avoid misunderstandings. Don’t take anything personally: In the real estate business, you have or will most likely encounter rejection, criticism, or difficult clients. Remember that these reactions often stem from the client’s own…

We work so hard for our clients – but is that hard work focused on providing them with the best real estate experience and expertise for them? Or, do we wind up emotionally involved in transactions and stressing over every turn? Our friend, Chris Heller, asks the question “are you attached to the outcome or committed to the outcome?” When you are attached to the outcome, you are simply not providing your clients with the logical real estate expertise they need and deserve. Instead, focus on being committed to the outcome. Be committed to providing your client with the expertise and…

As a professional real estate agent, ensuring you are always prepared for each day is crucial to maintaining a successful and productive business. Here are some tips to help you stay on top of your game: 1. Organize Your Tasks: Start each day by creating a detailed to-do list. Prioritize tasks such as client meetings, property showings, paperwork, and follow-ups. Having a clear plan will keep you focused and efficient. 2. Review Your Schedule: Check your calendar for any upcoming property viewings, client consultations, or important deadlines. This will prevent you from double-booking or missing critical appointments. 3. Set Goals: Define specific targets for…

While having connections and knowing lots of people is undoubtedly beneficial in this industry, what truly sets agents apart is being known and recognized for their expertise and skills. It’s not just about who you know, but whether those connections truly understand who you are, what you do, and how exceptional you are at it. Take a moment to reflect: do the people within your network truly grasp your capabilities? Will they confidently recommend you in a room full of opportunities? These are important questions to ponder as you navigate you professional real estate goals. To ensure that your name resonates positively…

Agents, guide your buyers to understand these 2 types of sellers… Seller #1 lists their home, receives few showings, no offers and refuses to reduce price. Seller #2 lists their home, and makes immediate and consistent adjustments to price and condition in order to attract an offer and sell. Seller #1 represents a challenge. This seller has listed their home but is resistant to adjusting the price despite receiving limited interest. Advising buyers on such listings involves managing expectations – the seller may eventually accept a lower offer, but it’s a risky strategy since they would have already just lowered their price to attract more…

The ideology of “No Lead Left Behind” is a fundamental principle in the industry that emphasizes the importance of not disregarding any potential leads. It recognizes that every lead, regardless of their current readiness to transact, deserves attention and nurturing. For new agents, it can be challenging to comprehend that many leads they encounter may not be immediately ready to buy or sell a property. Some leads may require months or even years of engagement before they make a decision. It is inevitable that these leads will likely engage with multiple agents during that time. While the real estate industry emphasizes the…

A crucial aspect of being a successful real estate agent is tracking progress and overall metrics. Are you actively monitoring your performance metrics, and are you updating your CRM (Customer Relationship Management) system on a daily basis? It becomes increasingly essential to adopt strategies that empower us to measure, understand, and ultimately control our progress as real estate agents. If you can’t measure something, you can’t understand it. If you can’t understand it, you can’t control it. If you can’t control it, you can’t improve it. Examples of tracking tools: – Pipeline – CRM – Calendar – Notes/reminder platforms of lead…