Hey guys, when’s the last time you put an in-search-of ad out on social media? We’ll call it an ISO.

An ISO ad could be as simple as saying, “Hey guys, I have a buyer looking for a home in the Jacksonville area. Three bedroom, two bath, up to $600,000. They’re looking in this school district. If you hear of anybody thinking about selling, please send them my way.”

This has so many benefits you don’t even realize.

You might say, “That’ll never work. I’m not actually going to get somebody who says they’re interested in selling. That’s a waste of time.”

That’s not the point.

The point is that you’re telling everybody in your sphere, everybody in your social media audience, that you are a busy REALTOR and that you will leave no stone unturned in finding homes for your clients.

They’re going to say, not only is Jim busy, he’s actually going the extra mile for his client.

If you do this consistently, you’re helping people see you through a different lens.

Some of you have a problem w...

Hey guys, I want to talk to you about a unique way of going after for sale by owners and expired listings, and that is cold texting. Today, we’re going to focus on FSBOs.

With for sale by owners, we know that 92% of these folks are eventually going to work with a REALTOR.

The question is:

Will it be you or your competitor?

If you never reach out, never make contact, and never make an effort, you’re never going to have a shot at getting these listings. You never get what we call an “at bat.”

So how do you get an at bat? You make contact. You build a relationship. You’re never going to close them on the first appointment. Usually it takes several appointments and several conversations to get them to come to you.

Remember, FSBOs typically have a four-to-six-week incubation period. From the time they plant the sign in the yard or post on Craigslist or Facebook Marketplace, within four to six weeks, 92% of them will have worked with or decided to work with a REALTOR.

So what’s our co...

Almost every week I have a new agent come to me and say, “Hey, I want to tackle a new area of the market.” Maybe it’s for sale by owner, maybe it’s expired listings, maybe it’s farming— all very valid areas to market to.

But my first question is always, “Let’s talk about your sphere of influence first. Tell me about that.”

A lot of times they’ll say, “Well, I don’t really have a good number on that.” That’s how I know they’re not really dialed in on their sphere. I’ll ask, “How many people are in your sphere?” And they’ll say, “It’s like 100… it’s like 200.”

They can’t tell me a specific number because they’re not actually in control of their business.

So the number one thing we have to do—before we chase rabbits, before we look for other business, before we search for something else—is get our sphere of influence dialed in.

Why? Because 70–80% of your business is going to come from this source. We have no business spending time, resources, money, and energy elsewhere when we have...

Hey guys, I want to give you a really easy equation for your business, and it starts with understanding something very fundamental.

Every single listing you take and every single transaction you create will be the result of a conversation you’ve had in the last two weeks.

Hear that: every single listing and every single transaction you create will be the result of a conversation you’ve had in the last two weeks.

By nature, that means if we have more conversations, we’ll have more closings.

That’s the big challenge for many agents out there. They don’t really put numbers to this.

The path is in the math.

When it comes to sales, we often want to think it’s an art form, but it’s not. It comes down to hard work and actually doing the work necessary.

So let’s put some numbers to this.

In our training and coaching, we’ve found that for every 30 conversations you have, you’ll average one closed sale.

So we can really plug some math in here and say, if I want to close 30 transactions ...

Hey guys, one of the things I always tell people when they’re starting out in the business is to watch what top professionals are doing and model other people’s success. When you do that, you unlock a bunch of “secrets.”

I’m going to share one secret right now that you may not have noticed, but once I say it, you’re going to dial in and think, “Ah, I have noticed that.” It’s one of those Captain Obvious things when you really look at it.

People who are doing a lot of real estate sales—$20, $30, $40, $50 million in production—often talk about new sales, listings, and closings by saying things like, “I just sold my friend a house. I just sold my buddy a house. I just helped my friends buy a duplex.”

Everyone they talk about is their friend.

Then you reflect on your own business and ask, “Why am I not selling as much real estate as they are?” They put their pants on one leg at a time just like me. They’re not working ten times harder than me.

The reason is simple: they have more frie...

For you agents out there, I’ve got a question: have you mapped home anniversaries for your entire database?

What does that mean? When we help someone buy a home, we automatically record the closing date in our CRM. If you haven’t been doing that, start now. If you haven’t done it for your whole career, go back and do it for every house you’ve ever sold.

When that anniversary date comes up—January, February, March, April, May, whenever—you now have a reason to call those clients and say, “Hey, happy six-year home anniversary. Can you believe it’s already been six years?”

Then you say, “Guess what? It’s your turn for a home equity analysis. I like to update all my friends on how much money they’ve made on their house over the last 12 months.”

You tell them, “Here’s what you’ve made. Percentage-wise, it looks like about $22,000.”

That’s a great present to get every year. Your clients will love this.

Second, you follow it up by saying, “By the way, if you know anybody buying or selli...

Brokerage owners and team leaders, I have a quick quiz for you. How many social media posts have you put out in the last seven days?

I ask this because we’re constantly preaching to our agents about the necessity of being visible with their database. When we’re visible—highly visible—we’re more likely to create transactions. Visibility matters.

In fact, I would argue that visibility is more important than ability.

You can have an agent who’s fantastic at negotiating, marketing, working with clients, and solving problems—and they’re still not closing transactions. At the same time, there’s another agent in your community who’s terrible to work with, a poor negotiator, and yet they’re closing a ton of deals.

What’s the difference? Visibility.

This second agent is everywhere. They show up on every feed—Instagram, Facebook, TikTok, YouTube. They’re highly visible.

Meanwhile, the agent with great ability isn’t closing transactions because no one sees them. Visibility trumps ability. U...

Hey guys, here’s a great message to put out to your SOI, and specifically to buyers who may be on the fence about entering the market.

A new study just came out from HousingWire showing that 40% of listings on the market today have had a price reduction of some kind. That’s higher than the last two years—higher than ’23 and higher than ’24.

That makes this a great time to be a buyer, especially if you’re a bargain shopper.

So what’s the text? You could simply say:

“Hey guys, if you’re out there wanting to find a bargain in today’s market, the time is right. Forty percent of listings on the market today have had a price reduction of some kind. Some sellers are more motivated than others. If you’re ready to start shopping, this may be the best time to shop for your next home.”

And that’s true.

Now is a great time to be a bargain hunter. Put that message out. Shake up some interest. Get people looking at homes.

It’s a great time to be a buyer.

Hope this helps. If you want more ide...

As a real estate professional, I know you’re probably already on Facebook and Instagram. Everybody is.

But are you on LinkedIn? And if you are, are you using it to its fullest potential?

Here’s why I ask: Did you know that one in three business owners is on LinkedIn? One-third of all the businesses in your town are on LinkedIn.

The beauty of LinkedIn is that it helps you flesh out your own database—your CRM, your SOI—because it connects you to people from professions you’ve been in before. If you list past employers and say, “Hey, I’ve worked at these three companies,” LinkedIn will suggest people you might know.

You might look at that and say, “You know what? I do know that person. They’re not in my database, but I do know them.”

Now you can connect with them on LinkedIn, send them a message, get reconnected, and start a conversation. Then move them as quickly as you can into your SOI.

Think about alumni groups or colleges you’ve attended. All of these business-related connectio...

How many referrals would you like to receive next week?

If you could just say, “Hey, I want to receive referrals,” how many would that be? Now, everybody would say, “As many as possible,” but let’s be realistic. How many have you received this year? What’s been your average? You’ve probably been getting one a week. For most of you, that’s not the case.

Wouldn’t it be amazing if you just got one referral next week? What if you got two? Wouldn’t that be absolutely incredible?

You might say, “How can I start to juice this? How can I get referrals to start flowing to me regularly?”

We often think of it in terms of our spheres of influence, which is good. But we can also get referrals from another category, another source — and that is B2B referrals.

What’s B2B? Business-to-business. We’re always looking at business-to-consumer, B2C, but B2B is a powerful, powerful strategy for you.

Let me give you a good example. If I want to start receiving one referral a week, maybe two, what shoul...