Insights
Ask the Right Questions
Top producers are top salespeople, and top salespeople ask powerful questions. Powerful questions allow you to understand the client’s goals and motivators. They work with clients to inspire a shared vision. When you tie your service with...
Rethink the Bottom Line
How do you figure out the bottom line for your real estate organization? In many cases, the bottom line is literally the bottom line. Profit determines whether you are succeeding. But dollars should not always be the primary measure of success....
Lead With Strong Values
People expect their leaders to speak out on matters of values and conscience. But to speak out, leaders have to know what to speak about. To stand up for their beliefs, they have to know what they stand for. To walk the talk, to do what the...
Tailor to the Customer
This is a crucial lesson in today’s market. You can’t make customers adjust to you anymore; those days are over. Instead, you have to tailor your experience to them and make them feel like part of your family. This is especially true...
Assess Your Personal Influence
When changes are not being implemented as expected, there is a tendency for a leader to cast blame on outside forces. However, blaming doesn’t usually work very well. A better alternative is for leaders to find ways to expand their influe...
The Millionaire Agent Mindset
Whenever I consult with agents and CEOs, I am always interested in their thought processes and overall approach to doing things. I would ask a series of critical questions embedded in my conversations, and usually within 30 minutes, I could...
Everything Begins With Imagination
Everything begins with imagination. It’s the fuel that creates great businesses, super start teams, and innovation. It’s the most powerful force in the universe because what you persistently imagine can manifest into reality. Don’t ta...
Celebrate Big and Little Wins
Top producers bring people together to celebrate big and little wins. Celebrations perpetuate a collective spirit of belonging to something greater than one’s being. Top producers find opportunities for celebratory events. Celebrations th...