The percentage that builds a real business
I’ve spent 20 years coaching real estate agents. Here’s what I keep seeing: The agents still in the business in five and 10 years aren’t the most talented and don’t have the biggest market. They show...
View ArticleLet’s be honest about what coaching really is
Do you need a coach? No. You can absolutely build a real estate business without one. People do it every day. But here is the question I have become far more interested in: Why do the people performing...
View ArticleSuccession does not mean you leave the business
For many founders, owners and high-performing leaders, the word “succession” carries an uncomfortable weight. It sounds final. It sounds like stepping aside. For some, it even feels like losing...
View ArticleWhy authenticity is the currency of the future
Technology is the assistant. Authenticity is the advantage. In today’s market, it is very easy to get caught up in automation. AI is everywhere. CRMs are smarter. Bots can write emails, create...
View ArticleWho does AI recommend when a luxury seller asks for an agent?
If you’re a top listing agent in a luxury market, you’re going to get your share of business. Your brand, your relationships and your track record will continue to generate opportunities the way they...
View Article5 ways introverts can succeed in real estate
Did you know approximately half the population are introverts? That means there are a lot more of us than most people realize. I’ve been working with introverted real estate agents since 2018, after...
View ArticleArtificial intelligence will not replace real estate agents — it will divide...
Artificial intelligence will not replace real estate agents. It will divide them. One group of agents will use AI primarily for its generative power — to generate work. Marketing copy. Emails. Property...
View ArticleHow I met my top 3 clients
Every real estate agent dreams of landing that life-changing client. The one who trusts you and sticks with you for years. The three clients who have spent the most money with me didn’t come from...
View ArticleThe market doesn’t decide your 2026 — you do
We’ve officially entered 2026, and the noise has already begun. Interest rate forecasts, inventory predictions, endless conversations about where the market might go next. Each headline suggests you’re...
View ArticleThe real reason agents lose repeat clients, and how to fix it
One of the most persistent myths in residential real estate is that consumers drift away from their agents because they have “moved on” or “forgotten” who represented them. But the numbers tell a very...
View ArticleWhy agents + architects = Faster sales and happier buyers
If you’re like most real estate agents, you have a circle of industry professionals including mortgage brokers, stagers, home inspectors and more you can tap for expertise when representing homebuyers...
View ArticleHow starting a YouTube channel can destroy your local real estate business
When I started my YouTube channel in 2017, I thought I was building the ultimate marketing machine for my local real estate business on the North Shore of Chicago. I assumed if I racked up thousands of...
View ArticleHow agents can make the most of working with homebuilders and developers
A lot has changed in new-construction sales since I first started in the homebuilding industry more than 40 years ago, but one thing that hasn’t is the important role the brokerage community plays in...
View ArticleHow top agents handle lowball offers and still close the deal
Given the unstable climate of many price points around North America, we are seeing more listings receive “lowball” offers and more buyers wanting to write them than we’ve seen in over a decade. When...
View ArticleThere is no such thing as a lead ghosting you!
In real estate, one of the most common phrases I hear from agents is, “My client ghosted me.” It’s a convenient way to explain why a lead went cold or stopped responding. But here’s the truth: No one...
View ArticleThe power of LinkedIn as a daily habit
One of the best things I have done to boost my personal sales — and that I encourage my agents to do — is make a daily habit of using LinkedIn. The platform is great for building better relationships...
View ArticleCommunicating clearly for business success
My dad had a long career in the San Francisco Fire Department, and as he made his way up the ranks, he had to become comfortable talking to various members of the community and the media. Speaking in...
View Article6 ways to curate experiences to better connect with clients
In the competitive and ever-evolving world of real estate, success is built on more than just transactions; it’s rooted in meaningful relationships. In luxury real estate, the true value of service is...
View ArticleHealthy home trends agents need to know
In today’s competitive real estate market, standing out as an agent is more challenging than ever. Buyers and sellers are looking for expertise but also for added value that resonates with their...
View ArticleHow to market development projects vs. residential resales
Having navigated both sides of the real estate world — residential sales and luxury development projects — I’ve seen firsthand the unique challenges and opportunities each presents. Realtors often...
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