One of the jobs we often overlook as managers, broker-owners, or team leaders is the important fundamental of setting macro and micro level goals for your organization.

What do I mean by that?

A macro goal is the big picture—being able to say to your team this is our goal for the company this month.

It might be:

• “We want to take 25 listings.”
• “We want to generate 25 transactions.”

(Or maybe it’s 50. Maybe it’s 100. Pick your numbers.)

But we have to set a clear expectation for what we’re trying to achieve. That’s how we build a culture of performance.

When we don’t set those expectations, there’s no strategy, no sense of direction. No one knows what we’re aiming for—and as a result, it never happens.

We wonder why we can't break through certain barriers. It's because we don't set goals.
You can't hit targets you don’t set.

So set a target for your organization. Say it out loud. Proclaim it. Make it something your team is excited to shoot for.

And when you’re getting close...

Let’s say you meet a buyer at an open house, online, or at an event, and you think, "Hey, I’ve got a hot lead here." Then they cool off. Ever have that happen?

Here’s the issue: Most buyers are not immediate buyers. About 75% of buyers are in the buying cycle for six to nine months before they actually close. Only around 25% of the people you meet will buy within the next 30 days.

The problem is, most agents don’t have a strong follow-up plan.

Your follow-up process should have at least five touchpoints during the buying cycle—and for many of us, it probably needs more.

Think about your follow-up: How often are you reaching out? And how many different media channels are you using?

Sure, you can just call. Or just text. Or send video texts. Or rely on social media. Or mail letters.

But really, you should be doing all of it.

The one thing I want to emphasize today is the concept of a video drip campaign.

This is a system anyone can implement, yet almost no one is doing it.

Even ...

I want to give you a strategy to start using every day in your office.

As you're walking through the halls and having conversations with your agents, follow those conversations up by asking, "How’s your pipeline?"

You’re communicating to your team that you care about their performance and want to help them reach the next level in their business.

By asking those magic words—"How’s your pipeline?"—you’re going to unlock a lot of meaningful conversations.

People will say things like:

• "I wish I was doing better"
• "I feel like I'm underperforming"
• "My last listing just sold"
• Or "I’ve only got one escrow left and I’m worried about paying the bills"

You’re going to hear a lot of that. And that’s exactly what you want.

Don’t avoid those conversations… go straight at them.

Because if you’re not having that talk, someone else is... and that someone is likely trying to recruit your agents by offering them a solution.

You are going to be that solution.

When an agent shares a challe...

Hey guys, did you know that there are 32% more listings on the market today than there were a year ago at this same time?

We're still a bit below pre-pandemic levels, but we’ve climbed past 2023 and 2024 numbers. Sellers are coming back to the market.

But here’s the thing—we’ve got a lot more competition, and while pending sales are higher than last year, they’re not absorbing inventory as quickly as they used to. That means market times are going up.

When we're talking to sellers, it's really important to help them understand what’s happening in real time.

One strategy for doing that is called the Buyer Eye Strategy.

What is the Buyer Eye Strategy?

It means when you're sitting with a seller, you say:

“Hey Mr. and Mrs. Seller, I'm going to set you up just like you're a buyer in this market—someone looking for a home just like yours in the same price range. That way, you’ll be able to see when new listings hit the market, when there are price reductions, when homes go pending, an...

If you're a brokerage owner or team leader, one thing you might be missing is building out your culture. And culture is incredibly important. One of my good friends told me years ago: "Culture beats strategy every day of the week."

Here's what that means:

You can have amazing technology, great coaching, strong leadership, solid systems, excellent staff, a great location, and competitive commission plans... but if people hate coming to work every day, none of that matters.

You need a culture where people are excited to show up, love the work experience, have work-life balance, and enjoy being part of the team. So the real question is: How do you build culture?

Culture doesn't happen by accident. It's intentional. You have to invest time, effort, and energy into building it.

One thing we do at our company is host social nights—sometimes during the day, but we call them social nights or events. We aim to plan one every 6 to 8 weeks. These events can be anything from go-karting, atten...

When we're talking to our sellers and giving them feedback each week about what's happening in the market, it's really important that we educate them on a few things that often get missed.

One of those is the power of virtual showings.

So what’s a virtual showing? A virtual showing is when someone visits your listing online. They may or may not come see it in person, but that initial view online is still a strong signal. It means your marketing is working—it's attracting people to look at the listing on Zillow, Realtor.com, your own website, or the MLS.

From there, the buyer decides: Is the listing priced right? Does it look like it’s in great condition? Is it staged properly? A number of other factors come into play once they arrive at the listing page—but your job is to get them there.

And when you’re talking to our sellers every week—and this is how you earn price adjustments, by the way—you need to bring up virtual showings.

Right now, price adjustments are on the rise. About ...

Let me tell you the number one mistake rookie recruiters make when they're first released into the field. They've just been given the job of becoming a recruiter, and they think, “Okay, I better get out there and start making things happen.”

So they go to a REALTOR event—could be an MLS meeting, a board meeting, maybe a training or education event—and they jump into full-on “mayor mode.” They’re shaking hands, kissing babies, acting like the VP, president, or CEO. They’re working the room.

And then they make the classic rookie error:

They start trying to recruit in public.

Professional, high-level recruiters never recruit in public. Ever.

We build relationships in public. But we always recruit in private.

Why? Because if you’re seen recruiting openly at a public event, people will run from you. They’ll think, “I need to get away from this person before anyone sees me talking to them.”

Nobody wants to be seen as the agent who’s being recruited, and you don’t want to be the recrui...

When you're sitting with a seller for the first time, I like to have what I call the “Red Flag Conversation.”

I'll say, “Hey Mr. and Mrs. Seller, one of two things is going to happen now that we've listed the property: either we’re going to get showings—or we won’t. That alone gives us valuable insight. If we put your house on the market tomorrow like we're planning, and we get a surge of activity, that tells us something important.

“It means that the backlog of buyers—hundreds of buyers waiting for the next listing—have turned and looked at your property. If they like what they see online—the photos, the condition, the price—they’ll come see it in person. So if we see a surge of interest, a spike in calls and showings, that’s a signal we’ve nailed the price and did our job right.

“But the opposite can happen too. If we don’t get much activity in the first week or two, that’s a red flag. It’s the market telling us we probably missed the mark on pricing.

“There’s also a third scenar...

Hey guys, what do you think is the average age of a REALTOR in the United States?

For the 35 years I’ve been in the business, we’ve been hearing—and I was a part of it when I got in at 19—that a whole wave of 20-somethings and 30-somethings would enter the business. We kept hearing that REALTORS were getting younger.

Guess what? The average age of a REALTOR today is still 53 years old.

Yes, we do see some younger people getting in—I was one of them. I have young people working for me, and I’ve got young people working at our companies. But the reality is, the average age is still 53.

Why does this matter when it comes to recruiting and retention?

Because we’ve got to be mindful of how we build out our companies. We’re constantly told to design everything for Gen Z or even Gen Alpha—but that’s not true.

The vast majority of your agents are going to be Gen Xers like me. They’re going to be in their 50s. I’m 55. That’s your actual market.

When you're building out your office, your ...

What does it take to stay at the top of your game in real estate—without burning out? In this episode, we sit down with Shannon Galpin, a board-certified Family Nurse Practitioner with a passion for helping professionals optimize their health and energy to stay in peak performance mode.

From hormone balance to nutrition, anti-aging strategies, and fitness routines that work for busy REALTORS®, Shannon shares practical insights on how small shifts can create massive improvements in mental clarity, stamina, and overall well-being. If you’re ready to increase your productivity without sacrificing your health, this episode is a must-listen.