Become Their Only Pick. You want to get picked. Not once. Not by luck. You want people to choose you...
Well-Known, Little Understood.
Let me ask you something, and I want you to actually answer it before you keep reading. Not skim pas...
The Quiet Man and the Fairground Barker.
The Brand Within — Character & Coaching Put a Jim Rohn talk next to a Tom Panos reel or a Benjam...
The Death of the Expert
The Artificial Competence Era. Somewhere in the last two years, the word "expert" quietly stopped me...
Improvement Is Hard -
It's Also Unnecessary. I used to believe I needed to get better. At everything. Every year, a new co...
Nobody Cares -
Not Everybody Cares. There's a scene in Katy Perry's documentary where she shows her manager a folde...
The One Status You Can't Fake.
Sit across the table from enough people and you learn to tell the difference between someone who has...
Who's Actually Talking.
Part Three of Three — On Coaching, Trust and Rhetoric Overvaluing and price reduction are the same s...
What The Rebuttal Lines Are Actually Doing.
Part Two of Three — On Coaching, Trust and Rhetoric The previous piece argued that the fee objection...
The Fee Objection Nobody's Actually Answering.
On Coaching, Trust and Rhetoric - Part 1 of 3. There's a script most #realestate coaches hand out fo...
No Shiny Objects Required.
Trust & Industry — Field Note Two long articles (if you missed them, link below) just reverse-en...
The Art of Public Begging
On Prospecting Cold calling doesn't need a better script. It needs an honest name. Strip away the fr...
The Men Who Cashed Out.
Trust & Industry — Part 2 of 2 The Men Who Cashed Out Every industry has architects. Real estate...
Trust & Industry.
— Part I of 2 The Architecture of Distrust Consumer trust in real estate agents didn't collapse by a...
Nobody Wants The Best Agent
They Want The Best-Fit. Rob Rask sent me an article on Herbert Simon who won a Nobel Prize for provi...
Be a Ford, Then a Sloan.
In June 1896, a Detroit engineer working nights in a rented shed finished the machine he'd spent mon...
Simplify Instead of Amplify
Real estate has confused being seen with being known. Open any #estateagent's feed and you'll find t...
Hustle Is Not A Personality.
The industry that sells you exhaustion It's a Business Model. In real estate, busy is a cloak everyo...
The Authority Trap.
Last week I wrote about the sameness problem. Every #realestateagent claiming the same expertise, th...
Trust Is The Pitch.
The Brand Within It Is Given. Or Not. Strip trust out of a #realestate pitch and watch what fills th...
What's Preventing You?
Part Two of Two The Brand Within External Beliefs: The Crowd Was Never Coming With You Last time, we...
What's Preventing You?
— Part One of Two The Brand Within Internal Beliefs: You Were Never the Problem I want to tell you s...
You're An Expert, Congratulations.
So is Everybody Else. Open ten #realestateagent profiles in your area. Read the bios. Count how many...
State. Story. Strategy
The Brand Within — Framework The Order That Character Demands. Most #estateagents build their busine...
Practice Makes....
Realestate coaching has one gospel, delivered in a hundred accents: do the reps. Make the calls. Kno...
Well-Known Isn't The Same As Worth- Knowing.
The Brand Within — Trust Architecture Open LinkedIn on any given day and you'll find another consult...
The Life Nobody Has To Explain.
Somewhere along the way, most of us learned to perform our lives. We learned how to look successful ...
Evergreen.
Scroll for five minutes and count what remains. A hot take, gone by lunch. A trend, dead by dinner. ...
Away From - Towards
Every agent starts here. Away from failure. Away from rejection. Away from the fear of not being goo...
The Uncopyable RealEstate Agent
False Belief Patterns — Part Three Parts One and Two of this series named the patterns: comparison, ...