Schedule A Call
Don't come in tomorrow being a professional steven's personal letters Dec 15, 2024

My middle son Zach is a smart kid, but this year realized he had enough of college for now. He chose to go abroad for a year to work, hang out, and figure out what he wanted to do with his life. On November 1st I drove him to DIA and off he went to Australia for a year. What I think of his decision ...

Continue Reading...
The missing ingredients being a professional Dec 07, 2024

Many weeks throughout the year I travel and speak to groups of agents. After those sessions, some agents book a follow-up call with me. 

I immediately know who is a top performer vs. someone who is destined to remain in mediocrity - ie. underperformers.

Top performers show up to the calls they s...

Continue Reading...
You get 8 weeks off being a professional Nov 23, 2024

Every real estate agent can take 8 weeks off - a week or so in January, a week in the spring, one to three weeks in summer, Thanksgiving week, and a couple weeks in December. This is one of those 8 weeks!

Sure, if you have deals to negotiate, buyers to show - I get it. Maybe you give away pies, or ...

Continue Reading...
Be still and vigilant - like the Queen being a professional Oct 26, 2024

 

Continue Reading...
Many agents are going to make less being a professional Aug 10, 2024

One of the things that used to piss me off the most over the last couple of years: when inferior agents offered a sub-par commission for the buyer’s agent, and I was representing a buyer.

Yes, I could have had my clients make up the difference. Aside from that though, what I really wanted to do: wa...

Continue Reading...
Marketing is making you weak being a professional Jun 22, 2024

Some of my recent posts were intended to fire you up and challenge your thinking. You might even say I was poking fun at a few of you - kind of like a couple of siblings do on a long car ride.

Having said that, you probably wouldn’t disagree that the business and the market has changed significantl...

Continue Reading...
Don't be on video! being a professional Jun 15, 2024

I don’t really mean “don’t be on video.” I mean video should not be anywhere near the top of your concerns or focus. Unless of course you are exceptionally good at it - which is not most of us.

I was listening in on an office of agents who had participated in a national coaching event with a big-na...

Continue Reading...
Another lie: reviews! being a professional Jun 08, 2024

If you are someone who loves getting reviews and has a lot of client reviews, you are likely to be upset by this post.

I am not a big fan of reviews. I am biased for sure, but let me give you an example.

A couple of weeks ago I needed to buy a car for my daughter. She had a car, and then one of he...

Continue Reading...
The Time Block Lie being a professional Jun 01, 2024

“I have it time blocked, I just don’t do it.”

I was doing one of my workshops this week, and we were specifically talking about door-knocking. One guy shouts out, “I have it time blocked, I just don’t do it.”

Best line of the week!

He said it so matter-of-fact, so authentically. He knows what he...

Continue Reading...
Ghosting being a professional May 27, 2024

My friend Julie and I were talking about ghosting. She does sales for a company and we were discussing how many people “ghost” her.

Now, as a salesperson, we kind of know that some people are not going to call us back. That’s often their way of saying, “not interested.”

On the other hand, what hap...

Continue Reading...
Confidence & Satisfaction being a professional May 18, 2024

Yesterday I was on a 100-person Zoom call with Dan Sullivan and some of his team at Strategic Coach. Dan is well regarded as an incredible thinker and considered the world's foremost expert on entrepreneurship in action. He practically invented coaching for entrepreneurs in 1974. 

On this call, Dan...

Continue Reading...
Playing basketball with Howie Long being a professional May 11, 2024

Resistance.

That thing, that force that keeps us from doing what we know we should do but don’t do.

We know we should leave the house more. We know we should be around more people. We know we should make the call our intuition tells us to make.

But we don’t. More importantly, we know it’s not a s...

Continue Reading...