On Character A confession about feeling everything, saying little, and finally retiring from the exh...
Survival of the Fittest is a Bad Metaphor -
Principle & Process — Part Five of Six. - for a Trust Business. Agents love this phrase. Surviva...
The Scripts You'll Never Use.
Being Versus Doing You bought the objection-handling script. You bought the follow-up sequence. You ...
The One Domino.
The Brand Within — Part 3 of 3 There is exactly one thing that fixes the Veracity Index problem, and...
The Parts You've Gone Numb To.
The Mask Trap — Part 2 of 5 You can't put down a mask you've forgotten you're wearing. Here's the tr...
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...
The Five BS Rules of Real Estate.
Coaching, conformity, and the quiet agreement to disappear Somebody smart once wrote down the rules ...
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,...
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 Cult of Doing.
Being Versus Doing · Part One of Two Walk into any real estate training room and count the words. Sc...
Sell Without Selling.
Every agent has met the type. Immaculate script. Answer for every objection before it's raised. Clos...
The Obstructed and Unobstructed View
- of Real Estate I use the word intently, not accidentally, which is a very fancy way of saying I sa...
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 ...