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...
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...
Building Safety Goes Back to Westminster
This week, building safety went back to Westminster.On Tuesday morning, Dr Al Pinkerton MP led a Wes...
The Book Brené Brown Calls Amazing...
The Thin Book of Trust. ...Has a Hole in the Middle Brené Brown has said she has used Charles Feltma...
The Mask They Haven't Found Yet.
The Dependency Economy — Part One of Three Somewhere in the coaching industry right now, someone is ...
A Game With No Referee.
Potential · Part 2 of 5 Where Breaking The Rules Goes Unpunished. Last time I showed you competence'...
Character Ahead of Competence. Always.
The Wake-Up Call · Part 3 of 5 Two articles of bad news. You've earned the answer. Here it is, and I...
Not For Everyone.
On Character A confession about feeling everything, saying little, and finally retiring from the exh...
Sold On Your Own Desperation
The Dependency Economy A young salesperson posted a question online recently. Six months into a new ...
The Things We Think And Do Not Say.
A Personal Essay I've spent years telling agents that character isn't installed, it's uncovered. The...
Mind The Gap.
Part Three: The Agent Can't See it, But the Client Feels it. The agent walks out of the listing pres...
The Scripts You'll Never Use.
Being Versus Doing You bought the objection-handling script. You bought the follow-up sequence. You ...
The Cage of The Three C's
C O M P E T I T I O N . C O M P A R I S O N . C O N F O R M I T Y . Nobody puts "trapped" on their v...
State. Story. Strategy
The Brand Within — Framework The Order That Character Demands. Most #estateagents build their busine...
The Bridge No One Can Build For You.
On Becoming More You. No one is coming to build your career for you. Not the coach with the seven-st...
The Asset With No Ceiling.
Potential · Part 3 of 5 Competence is capped by time, teachers, and the photocopier. Competition is ...
The Congregation
Preaching to the Converted. Walk into a room full of agents at the wrong kind of conference and you'...
You Cannot Get There. You Can Only Be There.
Trust, and the Illusion of Arrival There is a lie so comfortable that most people build their whole ...
Some Things Are Better Left Unsaid
The Brand Within — Part Two of Two - On Character, Complicity & the Coaching Industry Not This, ...
If You Want It, Come And Get It.
If You Want It, Come and Get It · Part 5 of 5 Underneath every cold call, every wide net, every fee ...
The Category Error:
Principle & Process — Part One of Six Why Real Estate Confuses What It Does With Why It Exists A...
Trust Isn't Four Things.
It's One Thing, Witnessed. Part one left a single factor standing after Feltman's four-factor model ...
The Soft Shell Window
A lobster grows by outgrowing its own shell. The shell that kept it safe becomes a cage. So it does ...
Nobody Refers A Spreadsheet
Why "Value" Is the Dead End — Part Four of Five Ask a past client why they'd send a friend your way....
Mind The Gap.
Part four: The Bill the Agent Actually Pays. An estateagent operating inside the gap doesn't get to ...
The Machine Doesn't Do Generous.
Structure · Power · Choice Corporate real estate is not broken. It is working exactly as designe...
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...
The Half-Life of a Discount.
Why "Value" Is the Dead End — Part Three of Five If you missed Parts 1 & 2, here's the link: Par...
If They Can't Convince You, They Confuse You.
The Brand Within — Part One of Two - On Complexity, Trust & the Coaching Industry Richard Feynma...