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...

Okay, guys, if you're a brokerage owner or team leader and you want your team to remember one key market statistic this week, what would it be? Something like:

• "Home sales are up 10%"
• "Pending sales are up 6%"
• "Listings are up 55%"
• Or "Home prices are up X."

How do you get people to actually remember those stats?

I'll tell you what you shouldn't do. When you have your next office meeting, don't do a "data dump," which is what we often do as brokerage owners or team leaders. We throw out 25 different stats, and guess what?

Nobody remembers any of it.

Instead, share just a few key stats—maybe three to five—and then clearly state what you want them to remember.

When you tell them what to remember, they actually retain it because you've set the expectation.

At the beginning of the meeting, I might say, "Hey, I want you to remember this: The list-to-sell price in our market has dropped from 100% to 98%. That means sellers are getting 98% of their asking price, which is still ...