Hey guys, we're coming into Spring, and this is a great time of year to offer your concierge services to all of your clients.

What is your concierge service?

You want people to think about you when they think about anything related to their house — whether that's putting a new roof on, new carpet, refinishing the floors, needing an electrician, needing a plumber.

You want to be the first point of contact when they have a need related to their house. But you've got to say it out loud.

You've got to reach out to them. This is a great text, a great call, a great email where you say:

“Hey guys, a lot of times this time of year, coming into Spring, is when people like to do home improvement projects. If that's you and you need a contractor of any kind, reach out to me.

I've got relationships with the best contractors in the market. They give my clients great service and great pricing, so please reach out to me.”

Now, here's how I'm inserting value: I'm saying they're going to get whi...

Hey guys, a really interesting study just came out, and it showed that 21% of agents that are 25 years plus in the business are actively looking for an exit strategy.

So two things here.

Number one, if you own a real estate company and you've got a lot of people that fit that category, your business could be at risk: What if they suddenly all retire en masse?

Second thing about this is: We have a massive opportunity in our market to take advantage of these people that are thinking about leaving the industry.

Here's how:

What if you partnered with one of your agents in your office to go out and target these folks in the industry?

You say, “Hey, there's four or five agents at this company and that company and that company that fit that category.”

And then say to one of your agents, “Why don't we go out there in tandem, you and I together, and let's try to recruit them in?”

You can actually maybe buy their book of business and come up with a succession plan. A recruiting strategy ...

As a real estate agent, you have something in common with every single business owner in your community. Everybody from carpet cleaners, to candy store operators, to toy store owners, to clothing store owners — every one of you has something in common.

Here’s what you have in common: you all want to do more business.

As a small business operator, what you can do is tap into that. What I would suggest to you is you go through your entire sphere of influence today and you take a yellow highlighter out — maybe print it out — and put a highlight next to all the small business owners that you know. You know more than you think.

When you have that highlighter out and you highlight all those folks, the next step is to call them, reach out to them, text them, or stop by their business if it’s convenient and appropriate, and say this:

“Hey, you know what? I want to support a local business every single week, and I’d love to do a collab with you if you’re interested.”

A collab — what’s a co...

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...

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...

We’ve all heard of a listing presentation and a buyer presentation. Hopefully, you’re already doing those. But let me give you another spin on that—what I call a success portfolio.

Think about when you hire a photographer, architect, or wedding planner. They always have a portfolio to show their previous work. A photographer might showcase wedding or graduation photos. A wedding planner highlights past events. An architect shows their plans and finished projects.

Why not do the same thing as a REALTOR? Every year, go back 12 months and highlight your successes. Showcase the buyers and sellers you worked with, the marketing strategies you used, and the testimonials you received.

For example:

• “These buyers thought they wanted this, but we ended up finding them that—here’s how we guided the process.”
• “This seller wanted to market the home a certain way, but we introduced fresh ideas, highlighted a unique feature, and positioned the home around its million-dollar view.”

That beco...

Brokerage owners and team leaders — I have a question for you: What problem are you solving for agents?

If you're not solving a problem for them, there's no reason for them to come work for you.

The number one problem you can solve is helping them unlock the door to more transactions. Most agents are struggling here, so giving them a roadmap, tools, strategies, and techniques to close more deals should be your top priority.

But there are other problems we often overlook. Maybe they’re struggling with time management, technology, client management, building out a CRM, or having a reliable way to evaluate potential listings.

Agents have many challenges, and if we’re not addressing them, we’re giving them no reason to join our company.

All great businesses — especially industry disruptors — solve problems.

Think about the great companies you do business with today. They’ve solved a problem.

You need to be the problem solver.

Take a moment to reflect on your market. What are four o...

Brokerage owners and team leaders, how do you establish trust with agents in your market area?

The number one way to build trust today is through social media. Specifically by recording video daily. The most effective way to build trust is by letting people get to know who you are.

Thanks to video, people can now get a real sense of your personality, your energy, and your overall vibe.

Think about an agent who’s never seen you on video and hasn’t met you in person because everyone’s so busy. All they know is that you're the owner or leader of XYZ Company. You’d be surprised how many agents feel intimidated. Not because you’re intimidating, but because of your title, experience, and success. They might think that they could never talk to you, let alone calling or texting you.

They don’t know you because you haven’t made the effort to show up.

And the way to break down those walls is to consistently show up on social media and post videos daily. Post them to your personal page. Frie...

If you own a brokerage or you're a team leader, I’ve got a question for you:

How much of your time each day is spent recruiting? And why is recruiting such a high priority for the top offices and team leaders in America?

The reason is simple: top leaders understand that at the end of the day, we don’t actually sell real estate—the agents who work with us do. What we do is provide the environment, support, administrative resources, marketing, and tools necessary for agents to succeed.

We don’t sell real estate—we help people who sell real estate.

That leads to a big mindset shift. If we’re not serving buyers and sellers directly, who are our customers?

Our customers are the agents.

When you reframe your business like that, it changes how you grow. Just like your agents grow by serving more buyers and sellers, you grow by serving more agents. That means recruiting more agents is how you scale your business.

One of the biggest mistakes office leaders make is this: They think that i...

As a real estate agent, you're probably looking for ways to generate leads in a unique or different way.

I'm going to give you one of those strategies right now. It’s completely outside the box, and I hope it gets your wheels turning and inspires a fresh perspective on your business.

Let me start with a fascinating statistic I first came across in The Millionaire Mind by Thomas Stanley. I’ve researched it myself over the years, and it consistently holds true:

90% of all millionaires—and people who will become millionaires—have volunteered or are actively volunteering in a charitable organization within their local community.

So, ask yourself:

Are you modeling that behavior by getting involved in local charities?

If not, what would happen if you started?

Here’s what happens when you do:

You begin networking with great people—people who are already successful or on their way to success. You’re also giving back to your community in a way that aligns with your passions.

If you’re ...