Hey guys, let’s say you've been talking to an agent in your community and you have a good feeling about the potential to bring them into the office, onto the team.

You've been doing some what I call “No Recruiting” recruiting, building some relationships, really starting to have that great conversation with them.

But they're not quite there, right? They're just not quite going over the fence for you.

I got an idea for you, and it's something maybe you've done, maybe you haven't done. But for those of you that haven't done it, here's some encouragement for you. And that is to do what I call a culture test. And the culture test just means this:

You call that agent, you text that agent, and say:

"Hey John, this morning or this afternoon or next week we're going to have our office meeting. And I just want to invite you to it, just so you can get a vibe and a feel for what it's like to see one of our meetings, to experience a meeting that we do.

We invite people from other companies a...

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...

Hey guys, new study from Harris Interactive—interesting study—found that every American knows four people who are going to move next year. I want you to put that in perspective.

Let's say you're a real estate professional and you have just a hundred people in your database. You might say that's not enough to make a living. The reality is those hundred people know 400 people who are going to move.

What percentage of those would you need to have a complete transformation in your career? To actually 10x your performance from last year?

So then the question is: if that's true, how do I get my arms around that business? What am I missing? What am I doing wrong?

I'm going to give you two things you're doing wrong...

First one is going to be hard to hear: people don't look at you as referral worthy.

What does that mean? It means when they look at you, they're thinking, “I don't know if I could trust him or her with a referral,” because they don’t know you're a hardworking agent.

Why do...

What is a success portfolio for a real estate professional?

Well, if you've ever gone to a photographer, architect, or even a wedding planner, you'll often see a book of their work—a portfolio. This showcases what they've done for other clients in the past.

Think about yourself. We often have listing presentations and now even buyer presentations, but do we have a portfolio of past performance?

This portfolio can be the pre-listing kit you've always dreamed of or the pre-buy meeting kit that will really motivate and inspire people to want to work with you.

So what would you put into this success portfolio? Of course, you'll include the properties you've sold and testimonials from other clients. You can also add marketing examples to show what you've done to market properties on social media, with flyers, with postcards, and even in a digital presentation, including video.There's a lot you could include in this presentation to make it really come alive and pop.

Now, imagine you did...