I want to give you a strategy to start using every day in your office.

As you're walking through the halls and having conversations with your agents, follow those conversations up by asking, "How’s your pipeline?"

You’re communicating to your team that you care about their performance and want to help them reach the next level in their business.

By asking those magic words—"How’s your pipeline?"—you’re going to unlock a lot of meaningful conversations.

People will say things like:

• "I wish I was doing better"
• "I feel like I'm underperforming"
• "My last listing just sold"
• Or "I’ve only got one escrow left and I’m worried about paying the bills"

You’re going to hear a lot of that. And that’s exactly what you want.

Don’t avoid those conversations… go straight at them.

Because if you’re not having that talk, someone else is... and that someone is likely trying to recruit your agents by offering them a solution.

You are going to be that solution.

When an agent shares a challe...

Here’s a question: Of the three types of real estate companies I’m about to describe, which do you think is the most dangerous to own in terms of survival?

• Type 1: Small boutique company with 1–30 agents, operating in a metro or small town.
• Type 2: Mid-size firm with 30–70 agents, maybe up to 100 in a bigger city.
• Type 3: Large firms with 70–100+ agents, scaling up to hundreds or even thousands.

Which one is the most dangerous?

For brokerage owners watching this, the answer is the mid-size company.

Here’s why: mid-size companies lack the economies of scale that smaller or larger companies enjoy.

• Small boutique companies operate on a lean footprint with minimal staff. They can hit their niche, maintain high profitability, and foster strong loyalty among their agents. They’re easier to manage and highly efficient.
• Large firms benefit from collective contributions. Even small amounts from many agents add up, allowing for investment in larger offices, better technology, more
...