What’s the number one way to grow your real estate business over time?

I’ll tell you—it’s simple, but it might sound counterintuitive. Most agents are chasing things that scale fast: big lead generation systems, expensive marketing campaigns, or complex funnels. But the truth is, there’s one simple action every REALTOR on earth wishes they’d started from day one:

Add one person a day to your sphere of influence.

That’s it. One person a day. That small, consistent effort compounds massively over time.

Let’s break it down.

In an average year, there are about 220 working days once you remove weekends, holidays, and vacations.

The average American has around 27 conversations a day. Out of those, you only need to turn one into a new connection—someone who agrees to be part of your real estate group or newsletter.

You could say something like, “Hey, I’ve got a little real estate group where I send monthly housing updates, DIY ideas, and fun listings I come across. Would it be okay if ...

Brokerages owners, you’ve probably heard me talk about this before, but I want to give you a different spin on it.

When I’m talking to agents, I give them what I call my “4-1-1-1 Strategy.”

For them, that means:

1. Lead generate for one hour a day
2. Set one appointment a day
3. Go on one appointment a day
4. Add one new person to their sphere of influence each day

If agents do that consistently, they’ll see transformation in their business within 30 days.

But what if I told you, as a brokerage owner, that you could apply your own version of the 4-1-1-1 Strategy to create transformation for yourself?

Here’s what I’ve found: the most successful recruiters in the country—the ones consistently bringing on experienced agents month after month—operate just like top-producing agents.

Most of their recruits—70%, 80%, sometimes even 90%—come as referrals from people already in their office. They’ve built such strong relationships that their agents become evangelists, out there singing their ...

Guys, can I tell you a story? If you don’t like it, don’t watch.

My wife and I are shopping for investment properties in different parts of the country. As we’re looking, of course I’m calling REALTORS. How am I finding them? In these markets, I don’t personally know any, so I went to Realtor.com—just like most buyers would.

I searched for agents, looked at their stats, found a few who looked good, and started calling. I wanted to see if they’d answer or call me back.

Well, no one—and I mean no one—answered their phone.

I get that people are busy or in meetings, but I left voicemails and still… nothing. No callbacks. Crazy.

So then I thought, this is what buyers go through. Everyone assumes agents are hungry, but most aren’t.

Then I tried something different. I filled out the Realtor.com lead form as if I were just another lead. Technically, I am a lead—a big one, actually. I could give these agents tons of business because I’m looking to buy multiple investment properties.

Gues...

Hey guys, as a real estate broker, we all know we should be recruiting every day. But sometimes we get caught in a mental trap—thinking that being overly assertive or aggressive with potential recruits is the way to get results.

There’s a right way and a wrong way to recruit.

The right way is by creating relationships, building value in your conversations, and genuinely developing friendships with agents in the marketplace. When you do this effectively, making calls, sending texts, or emails doesn’t feel “salesy”—it feels natural because you’ve built a connection.

The wrong way is sending cold texts, emails, or voicemails repeatedly without making any meaningful connection. Eventually, people shut down, and you hit a brick wall—you’ll never break through.

Start from a position I call “no recruiting.” Don’t start with a recruiting pitch. Build a relationship first. The worst thing you can do is try to sell too early.

We’ve all experienced it—walking into a car lot or furniture stor...

As a real estate agent, one of the challenges you face is creating engaging social media posts that spark genuine conversations with others.

I want to share a strategy that’s simple but highly effective. I call it the “This or That” strategy.

This strategy works because people love to give their opinion. When someone asks for our opinion, we feel valued—it’s an ego boost. And the same happens when you ask your audience.

Here’s how it works: Say you’re taking a new listing and had professional photography done. You’ve got four options for the lead photo. Post them on social media and ask, Which one should I use—A, B, C, or D?

People love that.

Another example: if you’ve virtually staged a room, show two different versions and ask, “Which do you prefer? This or that.”

It’s simple, but it drives high engagement.

You can also personalize this strategy. Send it as a text to your top 25 clients or include it in an email blast. There are many ways to use it.

Here’s the psychology behi...

I just interviewed my good friend Garrett Maroon, who’s going to be on my podcast soon. Garrett shared a powerful concept called, “The Recipe Approach.”

Here’s how it works:

We all probably have a mom, grandma, aunt, or someone in the family who’s a great cook. They make delicious meals because they have a recipe that works. For example, when baking a cake, they use the right mix of eggs, chocolate, flour, salt, and so on. They follow the recipe, put it in the oven, and after a set time, they get a delicious result.

Top real estate agents operate the same way.

They’ve each figured out a recipe for success. For some, it may be like baking a cake. For others, it’s more like muffins, pies, or cookies. The point is: they’ve found a formula that works for them.

Once they have it dialed in, they keep baking the same cake over and over. Why change something that works?

Of course, when people start out, they don’t have their own recipe. They experiment, make mistakes, or follow someone e...

If you're a real estate broker, I want you to do something the next time you're in a grocery store. Look at the shelves and notice how many products say new and improved.

Now apply that to your own real estate company. Ask yourself: What about my company, what I'm offering to agents in this market, is new and improved?

If you can’t think of anything, neither can your current agents—and certainly no one outside your company can either. But this is the secret sauce.

We often think recruiting is all about commission splits. It’s not. If the lowest split was all that mattered, then the operator with the lowest split in your market would have every agent working for them—and we know that’s not true.

So what is attracting agents to join one company over another? It’s the tools, the technology, the services, the support, and most importantly—which company they believe can help them close more transactions at the end of the day.

Here’s the challenge: What can you roll out every quarter th...

How do you get consistent with lead generation as a real estate agent?

This is the greatest challenge most agents face: consistency. That’s the word we’re at war with every single day: consistently showing up, consistently generating leads.

If you want to take control of your business, it starts with committing to one hour of lead generation every day. And the only way you’ll follow through is by scheduling it.

You don’t do what you don’t schedule. You don’t prioritize what you don’t schedule.

So, take out your calendar right now and block one hour every working day to lead generate.

That’s step one.

Step two: know exactly what you’re going to do during that hour.

What’s your goal? What specific actions are you taking?

These are your KPIs (Key Performance Indicators). They’ll vary based on your strategy, but here are some examples:

• Call 10 people in your sphere
• Call 10 FSBOs
• Handwrite and mail a few notes
• Post on social media
• Schedule an open house and start farming or n
...

What is push-button recruiting?

If you're an office leader or team leader, you might be tempted to say, “I want to recruit, but I don't want to spend the time doing it. I just want to plug into a system—a CRM, AI platform, or some kind of tech—that will do the work for me. It’ll send emails, send texts, and every day it’ll do the job automatically.”

Then, like magic, people will just start calling, wanting to work for you.

Well, I wish that were true. That would be nice.

Another version of this is hiring virtual assistants overseas to make a thousand calls a day.

I'm going to tell you something you might not want to hear:

These systems, by and large, do not work.

On the rare occasion they do set an appointment, it’s usually with the lowest-hanging fruit—the kind of agent you don’t want anyway. These are people who’ve changed companies five times in a year.

Why doesn’t it work?

Because it’s not personalized recruiting.

Imagine you’re on the other end. If you're getting a gener...

You are at war with a real estate company or agent in your marketplace. I want you to think—who is that person right now? Who is that company?

If I asked you, “Who’s your number one competitor in your market today?”

Now… what if I told you you’re wrong?

Here’s why: The number one competitor in every market in America isn’t who you think. It’s Zillow.

Why Zillow?

Because Zillow is winning the war, not of market share, but of “mindshare.” And many would argue they’ve already won.

They don’t sell homes. But when people hear the word "real estate," they think of Zillow. That’s mindshare. It’s the first thing that comes to mind.

They’ve spent billions of dollars in ads. They’re everywhere online. So when someone wants to sell a house, they check their Zestimate. When they want to buy, they go to Zillow.

Here’s what happens: someone says, “I want to buy or sell a house,” they end up on Zillow, start browsing, and get prompted: “Want to talk to an agent?”

Then they fill out a form. A...