A buddy of mine ran an open house in Walnut Creek last Sunday. Beautiful home, priced well, great staging, plenty of foot traffic. By Monday morning, he had a stack of business cards, an empty cheese plate, and zero offers. He texted me: “What am I doing wrong?” Nothing. He’s doing nothing wrong. He’s just…
Details
If you noticed I was gone for a few weeks, thank you for noticing. April 5 was the last time I posted here, which is the first gap in this blog’s schedule since I started it in 2007. A health issue landed me in the hospital and then in recovery for the better part of…
Details
Let me ask you something. When’s the last time you scrolled through a real estate agent’s social media page and thought, “Wow, that photo really grabbed me”? Probably not recently. Here’s the problem. Most agents are pulling the same tired stock photos everyone else is using — the smiling family in front of a house,…
Details
It was 1986. I had just moved to a new area and literally knew no one. No sphere of influence. No referral network. No neighbors who remembered me from the last transaction. Nothing. I was a brand new real estate agent starting from absolute zero in a market where I was a complete stranger. I…
Details
Let me ask you something. How many times did you post on social media this week? Now — how many leads did those posts generate? If your hand went up for the first question and dropped for the second, you’re not alone. Most agents I talk to are posting consistently and getting almost nothing back.…
Details
Think about this. You have spent three weeks working with a buyer couple. You have toured eight homes, stayed patient through their wishlists, their second-guessing, their spreadsheets. Then, right when things are getting serious, one of them says it: “With everything going on — the economy, the layoffs, the tariffs, and now a war in…
Details
Someone hit me up on LinkedIn this week asking for help with lead generation. Simple question. But here’s the thing — most agents asking that question are really looking for the holy grail. The one magic strategy that’s going to solve everything. It doesn’t exist. What does work is finding something you’ll actually do —…
Details
The Real Reason Your AI Results Are Disappointing You’ve tried the AI tools. Maybe ChatGPT, maybe Claude, maybe whatever your broker rolled out last quarter. And if you’re being honest? The results have been… underwhelming. Generic listing descriptions. Canned email responses that sound like a robot wrote them. Social media posts you’d never actually use.…
Details
Use the Tools You Already Have. Turn Your CRM Into a Money Maker. Part 5 of 5 If you have made it this far, congratulations. You now know the three buckets. Failing. Not enough conversations, no runway, no follow-up. Bogged down. Busy all day, broke all year. Succeeding. Boring systems, repeated daily. Now we get…
Details
Why Some Agents Succeed. It’s Boring. That’s the Point. Part 4 of 5 So far in this series we have covered two groups. The agent who is clearly failing. No pipeline, no runway, not enough conversations. The agent who is bogged down. Busy all day, broke all year. Now we get to the group everyone…
Details