Hey, brokerage owners and team leaders. I’m going to do a quick role play with you right now.

Let’s pretend you’re an agent who just had a failed transaction with one of my agents. I’m going to call you—not text you, but call—and say:

"Hey Jim, I just wanted to reach out. I know you had a transaction with Bob that didn’t come together this morning. I got the bad news, but Bob told me you were an absolute pro throughout the process. This has nothing to do with you or your client—sometimes things just happen. I just wanted to say thank you for your professionalism. We look forward to working with you again in the future. And if there’s ever anything I can do to help, I’m here."

Now, imagine making that kind of call after every failed transaction where the other agent handled things well. What do you think is going to happen on the other end of the call?

Do you think that agent will appreciate it? Absolutely. No other broker is making that kind of call.

What you’re doing is laying a ...

Brokerage owners and team leaders, how do you establish trust with agents in your market area?

The number one way to build trust today is through social media. Specifically by recording video daily. The most effective way to build trust is by letting people get to know who you are.

Thanks to video, people can now get a real sense of your personality, your energy, and your overall vibe.

Think about an agent who’s never seen you on video and hasn’t met you in person because everyone’s so busy. All they know is that you're the owner or leader of XYZ Company. You’d be surprised how many agents feel intimidated. Not because you’re intimidating, but because of your title, experience, and success. They might think that they could never talk to you, let alone calling or texting you.

They don’t know you because you haven’t made the effort to show up.

And the way to break down those walls is to consistently show up on social media and post videos daily. Post them to your personal page. Frie...

As a real estate agent, you're probably looking for ways to generate leads in a unique or different way.

I'm going to give you one of those strategies right now. It’s completely outside the box, and I hope it gets your wheels turning and inspires a fresh perspective on your business.

Let me start with a fascinating statistic I first came across in The Millionaire Mind by Thomas Stanley. I’ve researched it myself over the years, and it consistently holds true:

90% of all millionaires—and people who will become millionaires—have volunteered or are actively volunteering in a charitable organization within their local community.

So, ask yourself:

Are you modeling that behavior by getting involved in local charities?

If not, what would happen if you started?

Here’s what happens when you do:

You begin networking with great people—people who are already successful or on their way to success. You’re also giving back to your community in a way that aligns with your passions.

If you’re ...

Let’s say you got a referral today. What's your next step?

You should have a series of steps you follow every time. When you systemize how you approach referrals, sure enough, more referrals come your way.

Let’s start with what NOT to do: We’re not just going to send a silly little gift card or a coffee card as a thank-you. That would be ridiculous. We should do way more than that.

Think about it—this is the apex point. Everything you do with your SOI (sphere of influence) is leading up to getting a referral. And when you finally get that payoff, when someone actually sends you a referral, wouldn’t it be crazy to just send them a $5 or $10 gift card?

That’s why we're going way bigger than that.

So here’s a list of things to consider:

First, call them and thank them. If you haven’t already, send them a handwritten note: “Hey, thank you so much. I appreciate the referral.”

Then praise them publicly on social media. Make a post thanking them. This encourages others in your SOI to t...

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 ...

So what are five reasons why someone should list their home in today's spring market, spring of 2025? I'm going to walk you through these reasons, and you can share them in an email, a newsletter, or your own video to your clients.

First, interest rates have come down from their highs. We're not at the peak anymore. In the past few weeks, rates have started to dip because there's talk of a potential recession. While a recession isn't great for the economy, it can actually benefit real estate by lowering interest rates. Buyers are catching onto this and becoming more active—more loan applications, more market activity.

Second, buyers are still out there. Despite everything happening in the economy, the job market, and beyond, people still want to own homes. Over 90% of American adults want to own a home—they're just trying to find a way to make it happen. Homeownership may have dipped over the years, but that desire to stop renting and start owning is still strong.

Third, inventory i...

Hey guys, right now we have an incredible opportunity to talk to our clients. They’re nervous, frustrated, and anxious. What are they anxious about? They’re worried about the trade war, the stock market, their 401(k)s, their ability to retire on time, and even the possibility of losing their jobs.

There’s a lot of anxiety in the market right now.

You can sit back and hope everything gets better, or you can take action. Your game plan should be to reach out to everyone in your database this week—either with a call or a text. I prefer a call.

You can say, “Hey, I know you’re watching the stock market like I am, and you’re seeing all the turmoil with the trade war. How are you feeling about it? I’ve been talking to a lot of my clients, and some are thinking about diversifying their portfolios by investing in real estate. Real estate is a safe, stable, and secure investment. It went up 5.2% last year, and it has a baseline value. The baseline value is whatever you can rent the property ...

Hey guys, with the trade war heating up, renters are concerned about inflation. This is a great opportunity to have a conversation with them, and really put it out there on social media. You could do a video, or send out mailings about inflation likely rising again.

We can say, "Hey, if you're concerned about the trade war and inflation starting to rise again, remember we all lived through COVID when rents skyrocketed. A lot of experts are starting to say that this could happen again. So, if you're worried about that, one of the best ways to hedge is to buy your own home."

I know buying a home can seem like a stretch if you’ve never explored that route, but here’s what buying a home does for you. Even though you might have to stretch a bit for that payment, it locks in your payment for 30 years.

Your payment might seem expensive today, but five, 10, or 20 years from now, it won’t be. If you stay a renter, your rent is guaranteed to increase every year. It’ll keep getting higher and ...

Okay, guys, if you're a brokerage owner or team leader and you want your team to remember one key market statistic this week, what would it be? Something like:

• "Home sales are up 10%"
• "Pending sales are up 6%"
• "Listings are up 55%"
• Or "Home prices are up X."

How do you get people to actually remember those stats?

I'll tell you what you shouldn't do. When you have your next office meeting, don't do a "data dump," which is what we often do as brokerage owners or team leaders. We throw out 25 different stats, and guess what?

Nobody remembers any of it.

Instead, share just a few key stats—maybe three to five—and then clearly state what you want them to remember.

When you tell them what to remember, they actually retain it because you've set the expectation.

At the beginning of the meeting, I might say, "Hey, I want you to remember this: The list-to-sell price in our market has dropped from 100% to 98%. That means sellers are getting 98% of their asking price, which is still ...

Quick question for you—since the beginning of the year, how much time have you invested in lead generation? Whether it's with your sphere of influence, open houses, FSBOs, expired listings, absentee owners, or geographic farming, where have you focused your efforts?

To maintain a consistent income without the ups and downs, you should be dedicating at least an hour a day to lead generation. But remember, we don’t do what we don’t schedule. If it’s not on your calendar, it’s unlikely you’ll actually do it. There will always be distractions pulling you away from this essential task.

Let me give you a simple strategy to ramp back up into regular lead generation. Because if you’ve been doing little to none for the past three to six months, jumping straight into an hour a day can feel overwhelming.

The solution? The Plus One Strategy.

It’s simple—just do one of these activities today:

• One call
• One text
• One video text
• One handwritten note
• One social media post

If you really wan...