Welcome to the podcast! Today, we’re diving into the insights of Monica, a seasoned entrepreneur and coach with a wealth of experience, training, and strategic know-how. Monica is dedicated to helping experienced real estate agents achieve greater success—earning more in less time, with less stress. Her approach? It’s all about eliminating the dreaded income roller coaster and building a steady, thriving pipeline. With Monica’s guidance, you’ll not only see consistent growth in your business but also find more time to enjoy the things you love with the people who matter most.

Hey guys, are you afraid of ghosts? A lot of us are, but let’s put aside the spooky ghosts and talk about your business ghosts.

What are business ghosts?

If you dive into your CRM, your phone, or even your social media and see people you don’t recognize, you might think, “Maybe I should delete them.”

These are the ghosts in your machine—people you’ve forgotten. Don’t delete them!

Instead, I want you to rekindle that relationship. Here’s how: reach out via text, phone call, or direct message. Say, “Hey, I’m cleaning up my records and came across your name. I’m just trying to remember how we connected.”

They’ll respond with something like, “Oh, Jim, we met at an open house,” or “We met here or there.” Then you can say, “That’s right! I remember now. How are you guys doing?”

From there, you’ll rekindle the relationship. This could lead to a sale, a referral, or...

Hey guys, what is your power base number? This is an essential number that every REALTOR should know. Your power base number is simply this: if I take my database size — and you should know your database size, whether it’s 195, 232, or 182 — you should know that number. If you don’t, you’re not in control of your business (which is a whole other conversation).

Let’s assume you do know it. Let’s say your database size is 232, and you closed 22 transactions last year. If I divide one into the other, 232 divided by 22, it tells me that for every 10.5 people in your database, you’re averaging one closed sale.

That’s your power base number.

You can use that number in a few ways. For business planning, you can say, “In 2025, I don’t want to close 22 transactions; I want to close 30." Since you know your power base number (closing one transaction for every 10.5 people), you can calculate that 30 times 10.5 equals 315.

Now,...

On today’s podcast, we’re joined by Cole Harvey, a seasoned Real Estate Broker experience in residential sales, investment properties, and luxury estates. As the Broker of Record at Lifetime Realty and Investments, Cole serves all of Southern California, bringing a personal, hands-on approach that has earned him a loyal client base. His expertise extends to distressed properties, Short Sales, and REO transactions, helping clients navigate complex situations. With a background in sales, marketing, and project management in the architecture and construction industries, Cole’s diverse experience makes him a trusted guide in the real estate world. Listen as Cole his best advice to agents and Brokers who would like to grow their business.

Over the course of 6.5 years Dionne Malush and Mike Hanlon have cultivated a thriving team of over 200 agents, fostering an environment of growth, learning, and resilience. Dionne, a graduate of the Art Institute of Pittsburgh, has blended her expertise in graphic design with her real estate acumen to craft a unique and dynamic approach to the industry. Mike transitioned from a decade-long career as a chiropractor to real estate, bringing a fresh perspective on personal fulfillment and financial freedom. Together, Dionne and Mike champion an abundance mindset, learning from mistakes, and continuous improvement. They understand the intricacies of scaling a business, making strategic hires, and aligning team members with the company’s vision. Their complementary skills—Dionne’s creative marketing strategies and Mike’s operational expertise—have revolutionized how real estate is conducted in their region. Join us for a powerful and fun conversation!

Check...

As we approach the end of summer, many listings might still be lingering on the market. Currently, two-thirds of listings in the U.S. have been on the market for over 30 days, and 40% have been on the market for over 60 days. We're seeing more listings and less activity on the sales side, leading to a buildup of inventory and a shift toward a buyer's market.

If you have a listing that’s been on the market for a few weeks with little activity, try this script:

"Hey, Mr. and Mrs. Seller, this week I’m refreshing all my listings. Here’s what that means: I’ll be updating the lead photos so your listing looks new in the MLS. I’ll also revise the property description and review all the data points to ensure everything is accurate.

I’ll also schedule a 'meeting the market' to discuss any potential improvements to the listing. This meeting involves considering any incentives we might offer buyers or buyer’s agents. For buyers, we could consider...

So, how are you going to communicate your buyer agent commissions now that the MLS policies have changed?

We can’t list them in the MLS anymore, and agents and offices are coming up with different approaches. I want to share one of my favorite ideas that I’ve seen a few offices implement.

One office is using a Google Sheet—a live, online spreadsheet. The Google Sheet lists all their property addresses in one column and the corresponding buyer agent commissions (BACs) in another. It’s simple but effective. Since it’s a live document, you can update it in real time. The sheet generates a URL, so anyone with that link can access it and see the current BACs.

Now, here’s the cool part: With that URL, you can create a QR code using any free online generator. Attach the QR code to your marketing materials, and when someone scans it, they’ll be taken directly to your Google Sheet with all the BACs. As you add or remove listings, the document updates...

How many of you are using cold emails to reach out to neighborhoods or farm areas?

If you’re not doing it yet, it’s something you might want to add to your toolkit. You don’t need to send thousands of emails—maybe just 50 or 100 at a time. Keep it manageable.

You might be wondering, “Jim, where do I find these email addresses?”

There are plenty of places to find them. One of my favorites is REDX. They often have email addresses for homeowners in certain neighborhoods. They might not have them all, but they have a surprising number. Once you have those email addresses, you can send out emails to solicit listings or at least start a conversation about potential interest in selling.

Here’s an idea: use the same script you’d put on a postcard or mailing and adapt it for email. Then, take an integrated approach—send both the physical mail and the email. You can also add “layers” by sending a text and running a social media...

If you're a brokerage owner or team leader, what's the number one reason someone would join your firm?

Often, when I talk to brokerage leaders, they say it’s all about commissions—that’s the driving factor.

But that’s not true. We need to move away from that outdated thinking.

What really drives agents to join a company or team is the potential to close more transactions.

It’s about transaction count, not commissions.

So, how do you build a company or team that focuses on generating leads and helping agents develop leads on their own? Your goal should be to increase each agent’s transaction count, making them one of the highest-performing in your market area.

Here’s an interesting statistic that might surprise you: 50% of all agents in America closed one deal or less last year.

Even if those agents are getting a high commission on that one deal, it’s not enough to support their families. They’re struggling and barely staying in...

Here's an interesting question I was asked recently:

What is your unique genius in the real estate industry?

If you're a brokerage owner or team leader, I really want you to think about this. What's your unique genius? What sets you apart? What are you exceptionally good at? That specific thing is what you should lean into when it comes to recruiting and building your company.

Maybe you're great at investments and have built a large investment portfolio. Maybe marketing or social media is your strong suit. Perhaps you're an expert negotiator or a fantastic listing agent. Whatever it is, figure out your unique genius in this market and industry.

Then ask yourself: How can you leverage that strength to inspire others to join you?

What you're doing is creating a category of one—something you're so good at and so different in that people want to model it. This helps you create what Seth Godin calls the "purple cow." A purple cow is someone doing something completely different from...