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Why You Get Referrals

You get referrals from your past clients for one reason:

They’re 100% confident that you’re going to make them look good.

They boast about your skills like they just hired Michaelangelo to paint the powder room.

They know with certainty that you’re going to give their family and friends the exact same exceptional service and skilled guidance that you provided to them. 

When people have this level of confidence, they will go out of their way to recommend you, without being asked! They overhear a stranger talking about Real Estate in the grocery store, and they’re tempted to run over and push your services on them.

The only thing that stops them is the fear of looking like a raving lunatic.

When it comes to family and friends, there’s no hesitation.

“You’ve GOT to use (first name), the best REALTOR® in the world!”

But what if your client’s experience with you wasn’t top-notch? It was okay. Your customer service was...

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How to Overcome Your Aversion to Video

“I sound and look terrible.”

The words EVERYONE says immediately after viewing their first video performance.

You think you sound terrible because the voice you’re hearing is not what you hear inside your head.

But ask anyone else. “What are you talking about? Your voice sounds fine.”

That IS your voice, after all.

Now, what about not looking like a movie star? Is that a problem? 

Guess what? You look the way you look, and literally, no-one else in the world has a problem with it. In fact, some of them think you’re downright gorgeous. Just imagine that they all do!

What else? Your performance isn’t up to the standard of a professional news reporter.

OK, you’re probably right about that…

But still, nobody cares! After all, you’re NOT a professional news reporter, right? You’re a skilled, experienced, knowledgeable REALTOR®, and people care about what you’ve got to say.

You are indeed your own worst...

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The Power of Honesty


To be persuasive, we must be believable.  To be believable, we must be credible. To be credible, we must be truthful.  — Edward R. Murrow


“Edward Roscoe Murrow (born Egbert Roscoe Murrow; April 25, 1908 – April 27, 1965) was an American broadcast journalist and war correspondent. He first gained prominence during World War II with a series of live radio broadcasts from Europe for the news division of CBS. During the war, he recruited and worked closely with a team of war correspondents who came to be known as the Murrow Boys.

A pioneer of radio and television news broadcasting, Murrow produced a series of reports on his television program "See It Now", which helped lead to the censure of Senator Joseph McCarthy. Fellow journalists Eric Sevareid, Ed Bliss, Bill Downs, Dan Rather, and Alexander Kenrick consider Murrow one of journalism's greatest figures, noting his honesty and...

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Agent Joe Perfect

It’s easy to feel inadequate compared to Agent Joe Perfect, driving his fancy Lambo-Guzzi from one bazillion dollar listing to the next.

But take heart in the fact that Agent Joe Perfect doesn’t actually exist.

Oh sure, he’s on “reality” TV. But those shows could not be more bogus if they tried.

And, yes, there’s probably a few fakey-faker agents in your market, juggling payments on their McMansion (and everything in it).

The Lambo-Guzzi? It’s a lease.

Hey, I’m NOT saying you can’t get rich being a REALTOR®. You certainly can!

But I’ve noticed that very few truly rich people flaunt their wealth.

For example, Warren Buffett lives in a modest home he bought in 1958 for $31,500.

Do you think Mr. Buffett drives a Lambo-Guzzi?

Nope. It’s a 2014 Cadillac XTS, a car with a retail price around $45,000.

And yet, every newbie straight out of Real Estate School thinks he needs to lease a fancy new Beemer he can’t...

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The Case Against Hiring a Real Estate Coach

My competitors produce tons of top-notch quality content. I’m a big fan! I listen to their podcasts regularly for inspiration.

However, the massive volume of information can be completely overwhelming.

Have you ever thought to yourself, “I’d love to learn more and get more organized, but how in the heck am I supposed to know where to even start? Maybe I should get a coach.”

Wait a sec…

Do you think maybe there’s a connection here?

You feel overwhelmed and inadequate because you can’t make sense of the blizzard of information spewing forth from the famous trainer-guy.

So, now you’re paying $10,000 a year for a weekly chitty-chat with one of his coaches.


Hey, it’s not like having a coach can’t help you. It’s just the main reason given for having a coach that irks me.

 “They keep me accountable.”

Accountable for what?

“For making my calls every day.”

Quick question. Do you ...

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The Great Real Estate Negotiator

Great REALTORS® are problem solvers. They tenaciously look for ways to create agreement.

That’s the very definition of a great negotiator.

The best negotiators are highly creative and determined, and they have a deep understanding of human nature and different communication styles. They know WHAT to say and HOW to say it and WHEN to say it in different situations.

Let’s be clear about something. Being a strong negotiator is not about creating a winner and a loser. You don’t win a negotiation. You create agreement.

As a professional REALTOR®, you are constantly negotiating.

We don’t say this out loud very often (or ever), but the measure of your success as a REALTOR® has way more to do with your ability to negotiate with your own clients, as opposed to the one time during a long process when you’re negotiating with the other side.

The more you create agreement with your client, the more success you have. This begins from the first moment...

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Your Brand is Your People

The idea of surrounding yourself with good people has been around forever. One of the earliest known quotes was from Thag, the caveman.

“Thag hunt mammoth with rock-head Grog; mammoth eat Thag for lunch.”

Thag’s quote was later stolen and modernized by the likes of Tony Robbins and Oprah.

Surrounding yourself with the best people seems obvious, but sometimes we get complacent and start accepting that things are “good enough.”

For example, in Marketing the Images, I mentioned that no matter how great your current photographer is, you need to always be on the lookout for one that is even better. The same goes for every service provider you have. Why? Because:

Your BRAND is only as strong as your weakest team member.

“Good” is not nearly good enough. You must strive to be the best.

You want a business with a never-ending stream of referrals, my friend? Remember this:

Every team member and every service-provider you recommend is a direct...

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The Real Agent Memo

The unrestricted TRUTH about how Real Estate Really Works, for hard-working, high-integrity agents who want to learn how to defeat Gimmicky Slicksters.

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