The Brand Within — Part Two of Two - On Character, Complicity & the Coaching Industry Not This, ...
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...
Not For Everyone.
On Character A confession about feeling everything, saying little, and finally retiring from the exh...
Full-Bodied? Or House Plonk?
Be into the wine, not the label. I'm not much of a wine drinker. A social glass now and then, otherw...
Sell Without Selling.
Every agent has met the type. Immaculate script. Answer for every objection before it's raised. Clos...
It's An Inside Job.
On Becoming We keep looking outward for the thing that will finally change us. A certification. A sc...
Mind The Gap.
Part Five: The Coach's Business Model Needs the Gap Open. Tom Ferry, Tom Panos, Ricky Carruth. Diffe...
The Machine Doesn't Do Generous.
Structure · Power · Choice Corporate real estate is not broken. It is working exactly as designe...
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...
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...
Sold On Your Own Desperation
The Dependency Economy A young salesperson posted a question online recently. Six months into a new ...
The Soft Shell Window
A lobster grows by outgrowing its own shell. The shell that kept it safe becomes a cage. So it does ...
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...
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...
Mind The Gap.
Part Three: The Agent Can't See it, But the Client Feels it. The agent walks out of the listing pres...
Trust Is The Answer To Every Problem You Have.
You just don't want to hear that. Because the answer to trust isn't a script, a system, familiarity,...
The Scripts You'll Never Use.
Being Versus Doing You bought the objection-handling script. You bought the follow-up sequence. You ...
The Cult of Doing.
Being Versus Doing · Part One of Two Walk into any real estate training room and count the words. Sc...
Trust Isn't Four Things.
It's One Thing, Witnessed. Part one left a single factor standing after Feltman's four-factor model ...
You Can't Argue With Success.
Only It's Definition. Robert Theobald opened a book with a sentence nobody questions. You can't argu...
State. Story. Strategy
The Brand Within — Framework The Order That Character Demands. Most #estateagents build their busine...
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....
What's Preventing You?
— Part One of Two The Brand Within Internal Beliefs: You Were Never the Problem I want to tell you s...
The Art of Public Begging
On Prospecting Cold calling doesn't need a better script. It needs an honest name. Strip away the fr...
What's Preventing You?
Part Two of Two The Brand Within External Beliefs: The Crowd Was Never Coming With You Last time, we...
The Lighthouse Is Not Lazy
If You Want It, Come and Get It · Part 2 of 5 The hustle industry has one defence against attraction...
A Game With No Referee.
Potential · Part 2 of 5 Where Breaking The Rules Goes Unpunished. Last time I showed you competence'...
The Asset With No Ceiling.
Potential · Part 3 of 5 Competence is capped by time, teachers, and the photocopier. Competition is ...
You're Worried About The Wrong Things.
You're worried about the wrong things. I don't say that to dismiss what keeps you up. I say it becau...
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 ...