Hey guys, quick tip on your emails, especially ones that are trying to sell or promote something new.

A study was done that shows, and they studied 10 million emails, that when the email is less than 150 words, you get a 60% bump in the response rate, in the reply rate.

So short. Not long.

Sometimes we see these emails rolling.

You ever do this? You open an email and it's like 4 or 5 paragraphs. You're like, "Oh," and you just scan through it, right? You don't read the whole thing.

But what if it's 150 words, though? Of course you're gonna read it. It takes two seconds.

So make sure your emails are tight, concise, fast, easy to read, and your response and reply rate will go up dramatically.

By as much as 60%!

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Hey guys, you’ve been out showing homes all day and you get to the end of your last showing, and you know that your clients liked one of the houses more than the others. It always happens, right?

Here's a great tip for you:

You're going to say to them, "Hey, guys, I think you liked Third Street the best, if I'm not mistaken.What I'm going to do is, when I get back to the office, I'm going to shoot you a quick direct message. I'm going to shoot it to you through Facebook, Instagram, whatever you're connected with me on. Make sure you're connected through some system, some social media platform.”

And what you're going to do is, when you're sending that to them, you're going to send it as a link.

So you're going to go grab a link online from your own website of that listing, not the MLS.

You're going to go to your own website or a company website and grab that link for that specific listing that they liked the best. Then you're going to go over to the social media platform you're con...

Hey, have you ever said to yourself, "I wish I was a better time manager"?

Who doesn't, right?

But time management is really a little bit of a misnomer because we can't manage time.

I wish we could. I wish we could add hours to the day, the week, the month, or the year, but we're not able to do that.

All we can do is manage ourselves within the time that we have.

So it's really not time management. It's self-management. And when we look at this, we ask
"How can I manage myself better?"

Because that's what it comes down to: Priorities.

The people who are the most effective "time managers" are not the people who have their schedule dialed in and color-coded. They're not the ones doing every single thing efficiently.

You can see people where it looks like a bomb went off on their desk, but they're still getting a lot done. The reason those people are getting a lot of stuff done is because they've got great priority management.

You need to reset your priorities around what really ...

Hey guys, what do 44% of agents making over $200,000 a year have in common?

They engage in “circle marketing” around activity.

What does that mean?

That means if they have a showing, an open house, a pending, or a closing, they're doing a little marketing in that neighborhood to let people know that they are doing something there.

But when you talk to agents out there in the marketplace, less than five agents out of 100 do this same thing.

The vast majority of agents, about 95%, aren't doing ANY kind of circle marketing. Some are doing a little bit. But the people who are making the most, the 44% in the country, are doing it all the time.

So what's the proper way to do this?

Well, in my opinion, the proper way is to make it an urgent, authentic conversation. In other words, not cold-calling a neighborhood. Although some people love the cold call, I'm not one of them.

You're warm-contacting people, and this doesn't have to be a call. I know a lot of you are resisting calls, but ...

Hey guys, you may not have heard of Kevin Kelly, but he was the editor at Wired magazine, and he wrote a really interesting article several years ago about having a thousand true fans.

So if you imagine yourself as an artist, maybe a songwriter, singer, someone who paints, a writer, his point of the article is that if you had a thousand true fans — a thousand people who really believed in you and bought everything you produced — you can make a really good living as an artist.

So does this apply to us as REALTORS? The answer is absolutely, positively it does.

Because if you have a thousand people in your sphere of influence, you can absolutely have an incredible income if you’re applying the strategies around managing that sphere of influence that are really critical.

And here’s the strategies you need to embrace: you need to be touching this database 20 to 50 times a year. You also need to have it organized in a CRM system, a client relationship management system of some kind.

Whe...

Real estate agents—I’ve got a question for you.

Have you updated your listing presentation in the last 12 months? Hopefully you have. If you haven’t, now’s the time to do it.

Because we’re in spring—we’re in the Super Bowl of the listing season. Spring and summer are the busiest seasons for listings, so we should have an updated listing presentation, refreshed and ready for 2026, and have that dialed in.

And by the way, you should have the same thing for your marketing plan—two separate things, right?

Let’s say we’ve done that. We’ve updated and refreshed our marketing plan and our listing presentation.

Now what do you do with it?

Well, you can wait until somebody calls me for a listing appointment, which is great—but you don’t want to wait. You want to be proactive.

So what you’re going to do with these two documents is you’re going to put them out to your sphere.

You’re going to say, through a text, an email, a phone call—it could be an email or even a letter, an old-school l...

Let me give you a quick, super simple thing that all REALTORS should do.

Once a week—maybe once a month at the very least—you should do the 24-hour report as a live report on your social feeds. It could be a Reel, could be a story.

But what is a 24-hour report?

It simply means you're on your hot sheet in the MLS, and you just read off the stats of the hot sheet. You're going to say something like this:

==
“Hey, I just want to give you a quick update on what's happening with the market.”

It's been 24 new listings in the last 24 hours, 18 listings went pending, 32 have closed, and we've got 25 price reductions.

The market is really humming along. We've got a lot of great things.

I saw this really incredible buy come up that I'd love to share with you—if you're looking for a rental property, it looks incredible. We've got another one on a rural property that looks fun too, right on the river.

If any of you have a real estate need, I'd love to be somebody that you talk to. Give me a...

Hey guys, if you’re an agent and you’re out there selling real estate, here’s one question that you need to answer.

What is the lifetime value of one client that you close the transaction with?

So you have an escrow, it closes, and you receive a commission. And a lot of agents get in this mindset of, "well, I earned my $10,000."

Is that the lifetime value of this client? Is it $10,000, or is it a lot more than that?

Here’s the way we look at this in our coaching program. In our coaching program, we look at each client having a value, a lifetime value of $161,000. You might say, how do you get to that number? Well, we get to that number with a combination of things.

First of all, ideally, this one client isn’t going to just do one bit of business with you. They often, in a lifetime, are going to do two, three, four, or five pieces of business with you, whether it’s investment properties, whether it’s buying their second home or third home, or relocating and you referring them out s...

In my career, and teaching the ABR® class, the Accredited Buyer Representation class, one of the biggest objections you'll get from a buyer is, "hey, I think I'm going to work with the listing agent directly. I think I can save a few dollars, and I'm pretty tight on my budget, so I think I'm going to try to do that."

What do you say to that? What's your response to that?

Well, it's a valid concern, especially in today's buyer agent world where buyers may have to write a check. Of course, we know that's not super common today. It might be in the future, but in today's environment it's not super common.

So my response to that is very simple. I would say:

"Hey, listen, I totally understand. If that's what you want to do, more power to you. But can I ask you a question—other than the commission, do you see any other benefit from doing that?"

Most people say, well, not really. And that's where you follow up with this:

==

"So I just want to plant a seed for you. I want you to think ab...

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...