There is a very prominent and successful speaker and author who built a business by telling people what to say. He told a large group of mortgage professionals last year, “No one wants you calling them. Stop going around saying, ‘I gotta make my calls.’”

Yes, that is what he said. 

I am taking it ...

...yet doing it remains illusive.

I ask people all the time, “What is the one thing you need to do to ensure you are successful over the next 12 months?”

I get a lot of answers! Most of them will make no difference.

However, I do get some really good ones. Here are a few I received recently (thes...

In my main floor office is the desk where I sit every morning and every night. My wife and kids call this “Office #1” - as opposed to Office #2, which is hidden away in the basement. At any rate, I do my journaling and my writing here at this desk in Office #1. I also keep a desk calendar on this de...

“Many times an old man has no other evidence besides his age to prove he has lived a long time.” - Seneca

The year is over. What do you have to show for your year?

I don’t mean in your results. Some of you had your best year, and some of you are on the cusp of leaving the business. The rest...

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 ...

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...

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 ...

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...

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...

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...