I don’t know if this is universally true, but my experience with doctors and the public is that the average person goes to the doctor with some problem, and the doctor tells them what to do. Sometimes the patient does what the “doctor orders,” and sometimes the patient does not.

At other times, ...

What does the public think of real estate agents?

They think we are liars.

By the way, the public also thinks we are:

• Never on-time
• Make too much money / overpaid
• Don’t “do” anything
• Unprofessional: in our attire, vocabulary, and actions
• Unreliable
• Pushy and/or Salesy

At any rate, withi...

When shit goes sideways, what do you do?

It’s easy to be curious, patient, and empathetic when things are working. What happens when things are not working? What happens when the client changes their mind? What happens when that big deal falls apart?

Conversely, what do you do when things get ten...

“Patience is the ornament of the brave. Patience is the real badge of courage; it is equally the mark of love.” — Eknath Easwaran

While we are not “really” salespeople, we often think we are. In some states, our license actually says real estate salesperson, but our contracts that clients sign w...

Virtue #3 - Being Objectively Curious

What is being objectively curious? 

I think it’s easier to start with what it isn’t: not putting your stuff on the client. When your client has to make a decision, can you get out of the way?

It’s not about what you think. It’s not about how you feel. It’s no...

You may know that I am in the middle of writing my second book, Being A Professional Worth Hiring: The 13 Virtues That Distinguish You As A Trusted Advisor.  Today, and possibly for the next several weeks, I am sharing the 1st draft of each virtue.  Consider it a preview of the book.

Some of you ma...

I want to share a couple of stories from the week. As usual, it’s not about the specific circumstances; it’s about how they may relate to you and your business.

I was on a Zoom call with a client this week. She is a tenured agent who is both smart and successful. We were having an incredibly impact...

here we are smack dab in the middle of the summer - how's it going?

I've posed that question a lot this past week.  What is the most common response I heard from real estate agents?

“No urgency”, they said.

Do you know who has no urgency?

YOU! Well, most real estate agents.

What I see and hear...

I have given up helping people. 

I know that my job is not to help everyone. Not everyone wants my help, and I couldn’t possibly help everyone.

On the other hand, I come face-to-face with people who really do need help. And they are unwilling to confront what’s in their way.

I am going to share a...

Earlier this week, I was down in Colorado Springs at Housing Wire’s The Gathering - I heard a few things I believe are worth sharing. Here are my four key insights. 

Insight #1

I somehow ended up at a VIP breakfast with Steve Murray of Real Trends. I had never been in a room with Steve before, and...