The Path to $20 Million with Mike Prewett: Recent Episodes
Mike Prewett
Experience the daily business building strategies that lead agents down the Path to $20 Million..... Looking to increase your skills and become a top producing agent? Check out these practical tips and ideas to increase your business.
In this session, Mike discusses the importance of identifying a specific target audience for a real estate business. They emphasize that the audience should not be too broad, citing examples of broad categories like 'first-time home buyers' or 'luxury buyers' as ineffective. Instead, they suggest focusing on smaller, more defined groups like a specific apartment complex or a high-income social club. They also discuss choosing target audiences based on personality type or the fabric of one's life, suggesting that the audience should align with one's strengths and interests. Mike encourages participants to reflect on these strategies and apply them to their business.
Mike leads a discussion on impactful books for real estate professionals, highlighting titles like 'Red Dead Book' by Larry Kendall, 'Seven Levels of Communication', 'Never Split the Difference' by Chris Voss, and 'Atomic Habits' by James Clear. Mike emphasizes the importance of habits in achieving success, stating that winners and losers all have the same goals but it's their habits that set them apart. They encourage participants to choose different habits to change their lives, citing their control over their daily routines. Mike recommends 'Atomic Habits' as a book that can significantly influence one's life.
Mike, a real estate professional, discusses the importance of negotiation skills in the workplace and personal life. They recommend the book 'Never Split the Difference' by Chris Voss, a former FBI hostage negotiator, to help improve negotiation skills. Mike emphasizes that negotiation is a constant aspect of life and that developing these skills can lead to better outcomes in various situations, including real estate transactions. They encourage their team to read or listen to the book to enhance their negotiation abilities and professional success.
Mike introduces a series of recommended books to the audience, starting with 'Nina Selling' by Larry Kendall, a go-to book for real estate agents. They then suggest 'The Seven Levels of Communication' by Michael Mayer, a story about a frustrated real estate agent who learns from a successful mortgage professional using the ninja selling format. Mike highlights the book's practicality and its emphasis on honest, achievable strategies without requiring extensive resources or time commitments. They encourage listeners to read or listen to the book to apply its principles in their professional lives.
Mike introduces a book recommendation for the week, 'Ninja Selling' by Larry Kendall, to the audience. They emphasize the book's focus on the core of a successful real estate agent's business, aligning with the desire to build relationships rather than see oneself as a salesperson. Mike shares their personal admiration for the book, having spoken with Kendall and found the strategies practical and implementable. They encourage the audience to revisit the book for deeper understanding, highlighting the potential for 'AHA' moments upon second reading.
Mike leads a discussion on the challenges of using social media as a real estate professional. They emphasize the importance of being mindful of how one's personal life is portrayed online, as it can negatively impact business relationships. Mike advises against posting vacation pictures or bragging about achievements, as it can make clients feel you're not working or that you're overcharging. They suggest creating a private profile for close friends and family, and using social media to share professional insights rather than focusing on personal achievements. Mike encourages agents to "make their piece with it," accepting the drawbacks of the profession and adapting to them.
Mike discusses the realities of being a real estate agent, highlighting the gap between the glamorous portrayal of the job seen in media and the actual day-to-day work. Mike emphasizes that the job requires effective prospecting, follow-up, and maintaining a large group of clients to sustain income. Mike encourages agents to align their expectations with the demands of the job, suggesting they focus on building a strong client base rather than relying on the false image of the job portrayed in media.
Mike initiates a meeting to discuss work-related challenges. Mike uses a farming analogy to explain how professionals must accept and adapt to certain aspects of their jobs, even if they are inconvenient or undesirable. They encourage the team to 'make their peace' with these realities, comparing it to a farmer's need to plant and harvest crops at specific times. Mike applies this concept to the real estate industry, highlighting the peak season from April to September, and suggests that if one doesn't like it, they should consider a different career. The meeting concludes with a call to action for the team to apply this mindset in their professional lives.
Mike leads a discussion about the realities of various careers, focusing on the need to 'make peace' with the drawbacks of one's chosen profession. Mike uses examples from professional athletes, singers, and actors to highlight the sacrifices required in these careers, such as constant travel and media scrutiny. Similarly, in the real estate industry, self-employment offers benefits like setting schedules and earning unlimited income but also comes with challenges like emotional customer interactions and limited vacation time. Mike encourages participants to reflect on whether they are willing to accept these challenges and make peace with them.
Mike discusses the concept of 'imposter syndrome' in the context of the real estate industry, highlighting how some individuals with strong opinions lack substantial achievements. They often maintain a facade of confidence to hide their insecurities, which prevents them from improving. Mike shares their observations about how this syndrome affects their brokerage and emphasizes the importance of humility, learning, and open-mindedness. They encourage seeking to understand before being understood, which they believe can lead to personal and professional growth.
Mike, a seasoned real estate agent with over 40 years of experience, discusses the challenges of the real estate industry, noting that a third of agents may not survive the current market due to lack of discipline and adaptability. They share their own experiences of surviving through various market challenges and emphasize the importance of adapting and changing with the market. Mike encourages agents to redefine their success and work harder, suggesting that they can emerge stronger from the current challenges. They offer to support agents in navigating these tough times.
Mike, the speaker, criticizes the concept of real estate teams, arguing that they are often used as a means to extract money from agents rather than to provide necessary support. They suggest that agents could collaborate more effectively without giving away a portion of their earnings. They also criticize the practice of wearing another person's name on a shirt, likening it to joining a team. They suggest that agents should focus on improving their skills and collaborating with others who can fill in their weaknesses. They conclude by stating that teams are often used for financial gain rather than to manage workload effectively.
Mike, a real estate agent, discusses the challenges faced by agents trying to balance part-time work with the expectation of full-time earnings. They highlight the 'ferry tail' myth that many agents fall for, believing that real estate can be a lucrative part-time business. Mike emphasizes that this is not the case and that agents need to prioritize their business and treat it like a full-time job, involving early mornings and dressing professionally. They encourage agents to confront their misconceptions and leverage the opportunities in the industry, sharing that some agents are thriving despite market challenges. Mike concludes by urging agents to commit to their business and abandon their '[expletive] excuses' for not succeeding.
Mike discusses the importance of a due diligence contingency in home buying contracts for property inspections. However, they express concern about how this is often used for negotiation tactics and marketing by inspectors. Mike suggests that buyer agents should better educate their clients about reasonable expectations and that listing agents should include a reverse contingency clause in contracts to allow sellers to keep their listing active and cancel the contract during the due diligence period. Mike also criticizes the practice of asking sellers to make repairs to the property, noting the misalignment of incentives and the potential for contentious negotiations.
Mike leads a discussion with Hannah on various real estate transaction topics. They discuss the importance of managing emotions in transactions, the folly of buyers asking sellers to make repairs, and the challenges of closing transactions at month's end. Mike also critiques the practice of collecting earnest money deposits during due diligence, suggesting it's unnecessary. Additionally, Mike expresses frustration with people who don't acknowledge birthday well-wishes, urging a simple 'thank you' response. The call concludes with a motivational message to the participants.
Mike leads a discussion on effective real estate marketing strategies, focusing on the importance of listing in both MLS systems, high-quality photos, accurate data, and robust descriptions. They emphasize the need for listings to be compatible with AI searches and the importance of accurate directions. They debunk the importance of open houses, social media ads, and reverse prospecting for selling listings. Mike encourages agents to focus on their unique selling proposition and to schedule coaching sessions to improve their sales strategies.
Mike leads a session with Hannah, discussing various aspects of real estate. They talk about working with home buyers and sellers, with Mike suggesting a shift towards buyers due to current market conditions. Mike questions the effectiveness of two-hour open houses and working from home. They discuss the importance of an agent's network, suggesting a minimum of 500 engaged contacts for every three transactions. The conversation ends with a light-hearted discussion about ice cream preferences.
Summary: In this meeting, Mike emphasizes the importance of changing the approach to listing homes, focusing on the seller's needs rather than relying on traditional valuation methods. They criticize the industry's reliance on telling sellers what their home is worth instead of asking them. Mike suggests using active listings as a benchmark for pricing and advises agents to take sellers on a tour of comparable homes to help them understand the market. They encourage agents to avoid giving a specific price and instead provide information that allows the seller to make an informed decision. This approach aims to differentiate agents from their competitors and improve the chances of selling the home. Action Items: Review the most competitive active listings to help sellers understand their home's market positioning.,Mike to provide examples of how to address list price adjustments in the next connect session.,Agents to practice asking sellers about their price expectations and concerns during listing appointments.
Mike leads a discussion on the challenges of being a real estate agent, focusing on the difficulty of self-management rather than the tasks of the job itself. They suggest that many people struggle with the freedom and flexibility of self-employment, likening it to the struggles of newly independent college students. Mike argues that while real estate agents may know what to do, they often lack the discipline and maturity to manage themselves effectively, resulting in a lack of productivity. They advise the participants to take action and manage their business effectively.
Mike initiates a call with a focus on the importance of daily habits over setting goals. They share a quote about success being determined by daily habits and not just setting goals. Mike discusses the disconnect between the goals people set and the habits they maintain, suggesting that the latter is more influential in achieving success. They recommend a book by James Clear, 'Atomic Habits', for further insight into this concept. The call concludes with a challenge to implement habits that will lead to success.
Mike leads a call with Hannah, playing a game of 'good idea, bad idea'. They discuss various topics including serving on an HOA board, which is advised against unless one wants to help without taking on a leadership role. Hiring one's children in a business is considered a good idea if done correctly, and Mike encourages those considering it to seek their advice. Dressing well for work is a good idea to maintain professional standards, and maintaining a clean car is also advised. The discussion also covers the use of lead generation programs, which can be beneficial if used correctly, and the importance of not giving away too much of one's income to such services. The call concludes with a light-hearted discussion about footwear preferences.
Mike addresses perceived rigidness and uptightness in their professional demeanor, including their choice of attire and schedule. They explain that these choices are deliberate attempts to counteract the industry's low standards and maintain professionalism. Mike emphasizes the importance of discipline and high standards in achieving success. They challenge the audience to set and maintain high standards, contrasting their own approach with what they perceive as a more relaxed, less disciplined lifestyle. Mike encourages the audience to strive for excellence and not conform to societal norms or expectations.
Mike hosts a weekly meeting with Hannah, discussing unusual real estate experiences. Mike shares a story about a house with a 23-foot water fountain and another about a house with a shocking discovery of whips and chains in the closet. They also discuss a real estate agent's unconventional promotional video. Mike encourages agents to find ways to make full-time income on a part-time schedule, emphasizing the importance of innovation and adaptability in the industry.
Mike leads a call highlighting Dwayne's positive attributes, including their willingness to learn, their ability to accept feedback, and their loyalty. Mike praises Dwayne's character, noting their genuine nature and their desire to see others succeed. They encourage the team to emulate Dwayne's traits in their professional lives.
Mike discusses the benefits and drawbacks of a networking strategy as a target audience for real estate agents. Networking is seen as a low-cost, relationship-based approach that leverages personal skills. However, it requires a high level of engagement and consistent follow-up. Mike highlights that while networking can be effective, it may not be suitable for those who prefer remote interactions or lack the time and effort for sustained engagement. They emphasize the importance of a strong follow-up strategy and the need for patience in reaping the benefits of networking.
Mike addresses the team, expressing concern about agents waiting to schedule meetings until they feel ready or impressive. Mike emphasizes that they are not there to be impressed but to support and guide agents through various career phases, including starting, growing, and managing work-life balance. Mike shares examples of successful agents who have utilized coaching to navigate challenges. Mike encourages agents to schedule meetings to discuss strategies and solutions, highlighting that they are not waiting for agents to reach a certain level of success but are ready to assist them in their current stages of development.
In this conversation, Mike discusses the future of predictive analytics in the real estate industry, highlighting how AI will enhance the accuracy of these tools. They reference the past failure of a predictive analytics tool, Zap, due to insufficient AI capabilities at the time. Mike emphasizes that AI will enable real estate agents to better understand and engage with their prospects based on their online behavior. They also stress the importance of agents maintaining their own CRM databases, as AI-driven tools will monitor and manage customer interactions. Mike encourages agents to adopt a CRM system, regardless of the specific tool used, to stay competitive in the industry.
Mike discusses the evolution of sales strategies from the old school method of memorizing scripts and using objection handlers to the modern approach of engaging in interactive conversations with customers. The modern salesperson focuses on understanding the customer's needs and concerns rather than pushing a pre-scripted sales pitch. This approach involves asking questions, listening, and building relationships through diverse and engaging follow-ups. Mike emphasizes that the modern salesperson does not seek to be the center of attention but rather to shine a light on the customer, making them the focus of the conversation. They challenge the audience to reflect on their current sales practices and consider adopting a more modern, customer-centric approach.
Mike leads a meeting discussing two key points. First, they share a story about a hotel in French Lake, Indiana, which became famous for its sulfur springs, despite having no other significant attractions. This story highlights the importance of focusing on a single unique selling point. Second, Mike criticizes the practice of real estate agents attending open houses, suggesting it's often a form of work avoidance rather than a productive activity. They encourage self-awareness and productivity in managing time and tasks.
In this meeting, Mike leads a discussion on managing stress and anxiety through effective prospecting. They share a personal anecdote about how prospecting helps alleviate worries and provides reassurance that it can help manage problems. They emphasize the importance of being the best in one's target audience and niche, and not settling for mediocre results. Mike encourages participants to reflect on their own strategies and commit to improving their prospecting efforts to reduce stress and gain a sense of control.
Mike initiates a call with a motivational speech, emphasizing that success is determined by daily habits rather than goals or dreams. They use a quote from James Clear's book to reinforce this point, stating that people are where they are due to their habits. Mike encourages the audience to adopt empowering habits that lead to their desired life, urging them not to compromise these habits for anyone or anything. They highlight that success involves doing what others don't want to do, such as getting up when you don't feel like it.
Mike discusses recent events in the real estate industry, focusing on the dispute between Zillow and the Chicago MLS over private listings. They highlight the risks of relying on third-party platforms for business, as seen with the Chicago agents who heavily relied on Zillow's leads program. Mike emphasizes the importance of self-reliance and marketing oneself to a narrowly defined target audience, rather than being dependent on external entities. They encourage following their marketing tips to avoid such dependency issues.
Mike opens the conversation by questioning the credibility of 'thought leaders' seen on social media, who offer advice on various topics from personal relationships to world events. Mike argues that these individuals often lack personal achievements and suggests that their advice is manipulative and should be disregarded. Mike encourages the audience to focus on their own personal growth and success, dismissing external influences as 'noise'.
Mike leads a discussion on the importance of narrowly defining marketing messages to resonate with specific audiences. They share examples of attorneys who have successfully targeted their marketing to specific types of accidents or demographics, such as divorce law aimed at wives. Mike encourages agents to focus on niche markets rather than trying to appeal to everyone, using examples like targeting a specific neighborhood or demographic. They also discuss the potential pitfalls of broad marketing strategies, like targeting all of Atlanta versus a specific community like Roseville.
Mike introduces Chris Romero, a high-performing real estate agent, and praises them for their military service, family commitments, and business acumen. Chris is recognized for their consistent performance, multilingual skills, and willingness to assist others, despite the demands on their time. Mike appreciates Chris's positive influence on the team and the office environment.
Cheri Akbari discusses the importance of task tracking for real estate agents to understand where their business is coming from. This data helps agents focus on activities that generate income and adjust their strategies during slow periods. Blueline019 suggests using existing CRM systems or simple tools like Excel or Google Tasks for tracking. The emphasis is on creating a more strategic and predictable business model through data-driven decision-making.
Hannah McClain, Marketing Director at Century21 Connects Realty, leads a call to help real estate agents improve their social media marketing. They emphasize the importance of consistency over perfection, understanding the target audience, and creating short, engaging content. Hannah advises agents to plan for unexpected events to maintain consistency and suggests batching content creation for efficiency. They encourage agents to take action and engage with their social media marketing, challenging them to create and share content. Hannah offers to support and encourage agents in their efforts.
Higgins discusses the importance of consulting with Dwane or themselves before engaging in commercial real estate transactions due to legal and liability concerns. They emphasize the need for commercial-specific forms and encourage agents to take commercial training to better understand the complexities of commercial real estate. Higgins outlines the types of commercial properties that agents can handle, including small multi-family units, retail spaces, office spaces, and land. They also discuss the importance of understanding zoning and the differences between residential and commercial real estate transactions. Higgins encourages agents to partner with experienced commercial agents for larger or complex transactions and offers to assist with resources and guidance.
Mike leads a discussion on the importance of diversifying business verticals for real estate agents. They highlight the risks of over-reliance on a single source of business, such as a 'spear of influence', and suggest focusing on smaller, more manageable segments of the market. Examples include targeting specific apartment complexes or social groups, rather than broad categories like 'first time home buyers' or 'luxury'. Mike emphasizes the need for a diversified approach to ensure business stability and resilience, citing the 2021-2023 market conditions as an example of the risks of over-specialization.
Mike shares a personal anecdote about attending a Bruce Springsteen concert, where the artist's political views dominated the event. Mike reflects on the disconnect between the audience's expectations for a music-focused event and the reality they experienced. They then shift the discussion to the role of a real estate agent, emphasizing the need to assist clients in navigating their housing needs rather than imposing personal views. Mike encourages agents to consider this approach in their marketing strategies, urging them to help, not lecture, their clients.
Mike discusses the importance of geographic farming, a successful strategy in residential real estate, with a focus on becoming a community expert. They introduce Kim and Liz, who have achieved this status in their neighborhood, and invite participants to a connect session at 10:30 AM to learn their strategies. Mike emphasizes that success requires implementing a full strategy, not just parts of it, and encourages participants to attend a marketing session at 9:00 AM for further insights. They highlight that the strategy can be beneficial depending on individual goals and market conditions.
Mike discusses the potential for generating $1.7 million annually in real estate sales without extensive marketing, leveraging the concept of 'sticky' client relationships. They explain that each successful transaction can lead to 13 future transactions, and if both parties are engaged post-closing, this can double to 26. Using this strategy over ten years, selling ten homes annually, can yield $26 million in commissions. Mike emphasizes the importance of maintaining client relationships and suggests adopting clients through the closing attorney. They challenge the audience to consider this approach for a more sustainable and profitable career.
Mike initiates a call to highlight Andrew Brooks for their impressive performance and ambition. Mike emphasizes the importance of becoming the person capable of achieving goals rather than just setting them. They praise Andrew for their early start to the day, effective delegation, and focus on getting tasks done, which has positively impacted their business. Mike believes Andrew is on track to exceed their goals due to their transformation into the right mindset and behavior. They encourage others to follow Andrew's example.
Mike leads a morning call discussing the challenges of generating business as a real estate agent. They present three strategies: waiting for business, buying business, or earning it. Mike advocates for the latter, highlighting its benefits of keeping earnings, control, and predictability. They also discuss the downsides, such as the need for a strong work ethic, assertiveness, and treating the business like a business. Despite these challenges, Mike believes the earning strategy offers personal growth and satisfaction.
Higgins introduces themselves as a replacement for Bob, who is at a convention, and Dwane, who can assist if needed. Higgins discusses the company's successful leads program, which paid out over $100,000 in commissions to agents in Q1. Higgins encourages participation, highlighting the benefits of the program and the current advertising success. Higgins mentions that they are closing leads at a higher rate and have seen their first Sync lead after two months. Higgins invites anyone interested in joining the program to reach out.
Mike initiates a call discussing the importance of initiative, defined as the process of taking unique action. They share a humorous anecdote about understanding people's actions rather than their words. Mike emphasizes that initiative is crucial for success in real estate, contrasting those who talk about action but don't take it with those who follow through. They note that people often make excuses and blame others when they don't uphold their commitments, avoiding accountability for their inactions.
This message emphasizes the power of setting and maintaining high personal and professional standards. Drawing inspiration from autobiographies of successful people and the disciplined traditions of the Masters golf tournament, it highlights that excellence comes from consistency, clarity, and non-negotiable expectations.
It challenges you to evaluate your own standards in business: your schedule, communication, client service, appearance, and boundaries. Many people believe they have standards but haven't clearly defined or committed to them.
The core idea: success comes from intentionally creating higher standards for yourself than anyone else would expectand consistently living by them.
Mike leads a discussion on handling high-priced listings in a shifting market. They suggest a five-step strategy: setting expectations, using data, leveraging storytelling, and maintaining support. Mike emphasizes that price adjustments are necessary recalibrations and not defeats. They advise agents to use data to inform sellers about market conditions and to share success stories to help sellers understand the impact of price adjustments. The discussion aims to equip agents with strategies to navigate challenging conversations with sellers.
Mike initiates a meeting to discuss a daily challenge aimed at helping participants generate income and maintain client relationships. The challenge involves reaching out to five past clients for a conversation, not just through emails or voicemails, to check on their well-being and satisfaction with their current living situation. Mike emphasizes the importance of maintaining regular contact to foster repeat and referral business. Participants are encouraged to apply this strategy to other individuals in their network if they lack five past clients to contact.
Mike initiates a daily challenge for the group to create a weekly video message of 30 to 45 seconds and send it to their CRM database via email. The video should highlight a single topic to help build trust and relationships with clients. Mike emphasizes that the video doesn't need to be highly edited and encourages participants to collaborate if they face difficulty in choosing a topic. They stress the importance of consistency in marketing and encourage participants to overcome any discomfort with their appearance or sound in the video.
Mike leads a meeting discussing the daily challenge, a task posted on Facebook for participants to complete in under ninety minutes without cost. The challenge for the day is to create a weekly podcast episode. Mike emphasizes the importance of diversifying marketing efforts to avoid monotony and suggests using podcasts as a tool to reach a wider audience. They encourage participants to utilize the company's podcast studio and marketing team for assistance. The key focus is on engaging with contacts and building credibility through consistent, value-added content.
Mike introduces a daily challenge to the group, encouraging them to complete it in less than ninety minutes without any cost. The challenge is designed to help participants increase their income to $60,000 annually. Mike emphasizes that the challenge is not suitable for everyone, but suggests those who are already successful or want to improve their business should consider it. They also encourage those who are busy or uncomfortable with the challenge to still participate, comparing it to eating vegetables for health benefits.
In this conversation, Janet and Mike discuss logistics and coordination for a business operation. Janet emphasizes the importance of adhering to agreed schedules and times for tasks, particularly concerning a third party's instructions. They also highlight the need for documentation and communication through email. Meanwhile, Mike addresses a real estate agent audience, detailing various support services offered by their organization. These include coaching, technical support, marketing assistance, and administrative help. Mike encourages agents to leverage these resources to enhance their business operations, focusing on customer generation and effective marketing strategies.
Mike discusses the misleading headlines in the Atlanta Journal-Constitution (AJC) and how they contrast with the reality of the thriving Atlanta real estate market. They suggest that real estate agents should focus on providing valuable content to their clients, such as information about different housing options and mortgage products, rather than sharing personal opinions or lifestyle updates. Mike emphasizes the importance of helping clients with their biggest investments and highlights the need for unbiased reporting in the media.
Mike leads a meeting discussing the importance of small, consistent actions in achieving business goals. They share an example of an agent who made weekly community videos about Atlanta neighborhoods, leading to a significant sale. Mike emphasizes that this approach, rather than focusing on self-promotion, is beneficial for attracting potential clients. They encourage the team to apply this strategy in their work, highlighting that consistent, relevant content can yield substantial results.
Mike discusses the recent controversy in the real estate industry regarding private exclusives, a practice where some listings are not immediately put into the local MLS system. This is often used by high-profile individuals or those in sensitive situations like divorce, but Mike points out that it's a small minority. They question the logic of partnering with portals like Zillow and Redfin, as it undermine the privacy aspect of private exclusives. Mike suggests that the real estate organizations may be trying to gain power and control, and encourages agents to focus on expanding their contacts and providing maximum exposure for their listings through the local MLS system.
Mike leads a discussion on the importance of scheduling for success. They emphasize that everyone has the same amount of time, and it're how we use it that matters. They encourage participants to create a weekly schedule that includes all waking hours, prioritizing personal life before business. They suggest treating all activities, including creating a podcast episode, as appointments to ensure they are completed on time. Mike highlights that this approach is fundamental for building a strong business and maintaining work-life balance.
In this call, Mike emphasizes the importance of building a strong team of professionals for real estate transactions. They advise setting high expectations for oneself and one's team to consistently deliver exceptional customer service, as measured by client compliments. Mike encourages participants to leverage the vendor day to evaluate and potentially upgrade their professional team. They suggest reading 'In Search of Wow' to further understand this approach. The call concludes with a challenge to actively seek and maintain a 'wow' experience for clients.
Mike leads a discussion on the concept of the 'fear of success', suggesting that people are not afraid of success but rather three other factors: the fear of change, the fear of waste of time, and the fear of embarrassment. Mike encourages participants to consider how their day would change if they were certain of success, urging them to take action based on this reflection.
This talk focuses on the high rate of contract cancellations in Atlanta, where about 22.5% of contracts were canceled, forcing agents to sell multiple homes just to get paid once. The speaker emphasizes that this leads to frustration and reduced income despite significant effort.
The core message is that improving close rates starts with setting clear, reasonable expectations early in the process. A major cause of failed deals and client dissatisfaction is poor communication—still the number one complaint consumers have about real estate agents.
Agents are encouraged to proactively educate both sellers and buyers about what to expect:
- For sellers: Explain timelines for showings, average days on market, negotiation expectations, and the typical closing period. Clarify what happens after listing and what the agent will and won't do.
- For buyers: Set expectations around home search tools, negotiation norms, closing timelines, inspections, privacy concerns, and the roles of lenders and closing attorneys.
The key takeaway is that when agents don't set expectations, clients create their own—often unrealistic—ones, which leads to confusion, frustration, and canceled deals. Clear communication and structured expectation-setting increase professionalism, reduce cancellations, and ultimately improve closing rates.
Mike discusses strategies to reduce contract cancellations in 2026, focusing on the due diligence process for home listings. They highlight how home inspectors, buyers, and sellers contribute to contract cancellations due to inspections. Mike suggests that sellers should get a home inspection before listing to address any significant issues. This approach can save time and money, reduce the impact of repair cost inflation, and differentiate the seller from other agents. It also reduces the likelihood of a two-step negotiation process. Mike emphasizes that while this may cost more upfront, it is beneficial in the long run.
In this session, Mike leads a discussion on phone prospecting, focusing on the three parts of a call: introduction, qualification, and close. They emphasize the importance of practice, active posture, and using scripts effectively. The session also covers the nuances of calling different groups, such as past clients and influential contacts, highlighting the need to avoid sounding salesy or awkward. Mike encourages participants to invest in their real estate careers by attending the next session at 9:00 AM, indicating their commitment to improving and succeeding.
Mike leads a discussion on phone prospecting, highlighting its importance and the need for agents to improve their skills in this area. They note that agents often dislike it due to lack of preparation and practice. Mike emphasizes that phone prospecting is a free and effective tool used by top agents, and encourages participants to engage in practice sessions at the learning center to improve their skills. However, the session is interrupted by technical difficulties with the audio.
Mike leads a discussion on building and maintaining strong client relationships in real estate. They emphasize the importance of reaching out to past clients and other professionals daily, without expecting immediate returns. They suggest focusing on building connections rather than manipulating sales. They encourage agents to look for ways to support other professionals and to maintain a low-pressure approach in client interactions. They also recommend sending handwritten notes to clients, highlighting the impact of such personal touches. Mike's message is that consistent, small gestures can significantly strengthen relationships over time, leading to more business naturally.
Mike leads a discussion on reducing contract cancellations in real estate, emphasizing the importance of setting and maintaining reasonable expectations with clients. Mike advises agents to educate clients about the realities of the housing market, such as inspection outcomes and typical negotiation ranges. They also highlight the importance of credit approval for buyers to avoid last-minute stress and suggests avoiding problematic inspectors. Mike challenges agents to adopt a more advisory role to improve client satisfaction and transaction success rates.
Mike leads a discussion on the 8020 principle, explaining its relevance in various contexts, including business and personal productivity. The principle, developed by Italian economist Fredo Perito, suggests that 80% of outcomes are determined by 20% of causes. Mike uses this principle to highlight that 20% of activities generate 80% of sales, and 20% of people cause 80% of problems. They encourage participants to identify their 20% activities and people, and focus on them to increase productivity and business outcomes. Mike reassures participants about road conditions and encourages them to apply the 8020 principle in their daily work.
Mike leads a discussion on lead generation and open house strategies, emphasizing the importance of volume, follow-up, and speed in generating and nurturing leads. They highlight the need for a 'sticky' follow-up campaign to build long-term relationships with clients, leading to future transactions and referrals. Mike stresses that the value of a sale is not just in the immediate transaction but in the potential for future business. They encourage agents to adopt a business mindset to maximize these opportunities.
Mike leads a meeting discussing how to generate $100,000 annually by engaging with for sale by owners (FSBO) and expired listings. They suggest a simple strategy: reaching out to FSBOs with a straightforward call, and using a CRM to maintain contact. Mike emphasizes that this can be achieved with just 30 minutes of effort per day, four days a week. They use a hypothetical scenario to demonstrate that one listing every ten hours is possible, leading to an average income of $10,000 per listing. Over a year, this could amount to $100,000. Mike encourages participants to adopt this strategy, noting that consistent, small actions can lead to significant results, similar to the formation of the Grand Canyon.
Mike leads a discussion on networking strategies, emphasizing the importance of meeting a large number of people to support business goals. They highlight that only 3% of the population moves annually, stressing the need for extensive networking. They advise against virtual networking events and encourage participation in live events. They suggest exchanging business cards and setting a minimum number of people to meet at each event. Mike also emphasizes the importance of follow-up communication via text, email, and mail to maintain relationships. They encourage sending weekly video messages and monthly newsletters to clients. They conclude by challenging participants to apply these strategies to achieve their goals.
Mike leads a discussion on leveraging the 'spear of influence' for business growth. They explain that the average person knows 250 people, and only 3% of the population moves annually, limiting the number of transactions from direct contacts. However, by considering the connections of those 250 people, an agent can indirectly influence 62500 transactions. Mike emphasizes the importance of a robust CRM for maintaining contact details and building credibility through consistent engagement and assistance. They advise against common social media practices that lack substance and credibility, urging agents to focus on helping clients instead. They conclude by challenging agents to act on these strategies to increase their business within their sphere of influence.
Mike shares four key concepts that transformed their business: having a specific target audience, treating the business like a business, starting the day early, and understanding cost versus benefit. They emphasize the importance of considering the cost of not doing something, which is often greater than the direct costs. Mike encourages agents to take risks on themselves, as it is a crucial aspect of self-employment.
Mike discusses the second of four key changes that transformed their real estate business. They emphasize the importance of running a business like a business, adopting practices similar to a traditional job. This includes starting the business day earlier, treating the business as a top priority, creating and adhering to a weekly schedule, setting daily and monthly goals, and accepting the risks inherent in self-employment. Mike encourages agents to consider these strategies to improve their business outcomes.
Mike shares their experience and strategies for success in real estate, emphasizing the importance of focusing on a narrow, specific target audience. They discuss how their approach has evolved over time, from geographic farming to targeting specific demographics like investors or seniors. Mike advises against broad categories like 'seniors' or 'luxury homes', suggesting a more focused approach like 'senior housing over 55' or 'high-end neighborhood'. They encourage agents to start small and grow their business based on their strengths and interests, suggesting they become active in local community organizations to reach their target audience effectively. Mike invites agents to meet with them to discuss their unique needs and develop a tailored strategy.
Mike leads a discussion on improving communication skills in real estate, focusing on eliminating outdated, cliché expressions and adopting more engaging conversational styles. They encourage agents to replace generic greetings with genuine interest in others, asking open-ended questions to keep conversations lively and meaningful. Mike emphasizes that changing these patterns requires effort but can significantly enhance interactions and business outcomes.
Mike leads a meeting discussing the importance of consistency in real estate, emphasizing the need to do the right things. They encourage agents to stop using outdated practices, such as the traditional newsletter format, which is boring and ineffective. Instead, they suggest sending out a 'deal of the week' or highlighting a trusted partner, sharing a home maintenance tip, or discussing a unique trend in the industry. Mike encourages agents to be creative and mix up the content each week to increase engagement. They highlight the need for agents to actively make these changes to improve their success.
Mike leads a discussion on improving business practices, focusing on the importance of consistency and the need to break away from outdated routines. They encourage agents to expand their networking circles, advising against spending time with other real estate agents or homeless people. They suggest joining a new networking group monthly and meeting five new people daily, adding them to a CRM for future engagement. Mike emphasizes the significance of implementing a twelve-point sticky campaign to stand out in a crowded market. They conclude by advising to associate only with people who motivate and inspire improvement, suggesting a rule to limit interactions with those who do not.
Mike leads a discussion on the importance of consistency in real estate and the need to abandon outdated practices. They emphasize the need to stop 'faking it till you make it' and instead focus on providing value to clients. They advise against sharing personal achievements and opinions, suggesting that agents should highlight their accomplishments through their work rather than personal bragging. Mike encourages agents to share content that educates and assists clients, such as home maintenance tips or information about local programs.
In the last conference call of 2025, Mike, the company's leader, recaps the year's achievements despite a challenging market. These include founding a tech center, launching a life support program, creating a Canva teams account for marketing materials, and expanding the broker team. The company outperformed national and state averages in sales per agent, ranking second in Georgia and in the top 20 nationally. Six agents exceeded ten million in sales, with one exceeding 25 million. Mike promises to invest in the team with more support and services, challenging them to do the same in 2026.
Mike leads a meeting discussing the importance of actions over goals, visions, and plans. They share insights from a psychologist friend about humans' behavior, emphasizing that actions reveal one's true intentions. Mike challenges the effectiveness of vision boards and business plans, suggesting they don't guarantee success. They encourage participants to focus on becoming the person who can achieve their goals, rather than just setting them. Mike plans to share a practical approach to help participants move forward, urging them to evaluate and apply the suggested methods.I am what I do
Mike leads a discussion with real estate agents, asking them to consider running their business like a restaurant. They challenge them to reflect on how they manage their time, marketing, and customer service, comparing these aspects to running a restaurant. They encourage them to take action and apply these business strategies to their real estate business.
Mike initiates a discussion about the concept of starting new initiatives on arbitrary dates like the first of the year. They challenge the notion that these dates signify a fresh start, suggesting that people could start making changes immediately rather than waiting for a specific date. Mike uses examples like health and business to emphasize the importance of immediate action. They encourage participants to adopt a new self-identity and take immediate action to grow their business, urging them to stop waiting for future dates to make a difference.
Mike opens the meeting by addressing the use of generic, insincere greetings in professional communication, arguing that such phrases disconnect conversations. They criticize the use of automated messages from CRMs, particularly during holidays, as they come across as spammy and insincere. Mike highlights the resources available to create more personalized and engaging content, urging team members to leverage these resources to build credibility and engage their audience effectively.
Mike leads a business call, encouraging participants to observe successful businesses and individuals like John Mango, who has built a successful career focusing on a narrow aspect of real estate. Mike uses the example of toothpaste brands, noting how each targets a specific problem, to emphasize the importance of focusing on a niche market. They advise participants to narrow their focus and become the best at one thing, rather than trying to appeal to everyone. This approach, they suggest, can lead to increased income and industry leadership.
Mike discusses the seasonal trends in the real estate business, noting that despite common assumptions, December is often the strongest month for closings, followed by May and June. They attribute this to the summer vacation hangover and the fact that people are paid for work done 60-90 days ago. They encourage agents to take advantage of the upcoming weekend, suggesting that Friday could be a particularly good day for open houses due to fewer distractions for potential clients. They emphasize the importance of being proactive and taking advantage of unique opportunities to ensure a strong first quarter.
Mike leads a meeting emphasizing the importance of diversity in the workplace and in business. They discuss various topics related to real estate investing, including depreciation schedules, the 101010 rule, and 1031 tax-free exchanges. These discussions aim to equip participants with additional tools and strategies for their real estate business, encouraging them to diversify their business for strength and success.
Mike, a real estate professional, discusses the importance of exclusive client relationships for accessing off-market investment opportunities. They explain that these opportunities are reserved for their clients under a twelve-month exclusive buyer brokerage agreement. Mike shares their frustration with individuals seeking off-market deals without committing to them as a client, likening such requests to "[expletive]." They emphasize the need for mutual commitment to access their services, which include finding both listed and non-listed properties.
Mike leads a discussion on investing in real estate, focusing on the 101010 rule. This rule advises keeping interest rates under 10%, using less than 10% of one's own cash for property investments, and maintaining properties within a 10-mile radius of one's residence. Mike explains the benefits of leveraging and the risks of financing depreciating assets. They suggest that following these rules can make real estate a profitable investment for individuals, providing diversification and potential tax advantages. Mike encourages their audience to consider these strategies for their financial planning.
Mike leads a discussion on real estate investment strategies, focusing on appreciation and depreciation for tax benefits. They encourage participants to shift their focus from purchase price to net return and to leverage IRS depreciation schedules. They use a hypothetical example to illustrate how these strategies can result in tax deductions without actual financial loss. Mike emphasizes the importance of these strategies for growing wealth and reducing taxes legally. They also announce a special guest, John Mangham, who will discuss tax-free exchanges on Wednesday.
Mike, a real estate professional, addresses the challenges of the past three years in the residential market, noting the lowest transaction numbers in 35 years. Despite this, Mike is optimistic about a market shift, citing recent reports of increased home buying and mortgage application volumes. Mike emphasizes the importance of adapting to market changes and suggests solutions like the portability of mortgages to ease affordability. They encourage agents to engage in their business and take advantage of the potential rebound in 2026.
Mike leads a discussion on addressing common objections from home sellers and buyers during the holiday season. They suggest using a 'home for the holidays' program to mitigate these concerns. The program includes appointment-only showings, select days and times for showings, Mike's presence during all showings, no yard sign, and no lockbox. Mike encourages agents to adopt or modify this program to stimulate action during the typically slower holiday season.
Mike discusses handling objections from buyers and sellers during the holiday season. They suggest using questions to understand the customer's perspective and concerns. Mike shares their 'home for the holidays' program, inspired by car manufacturers' holiday sales promotions, to encourage sales during this period. They plan to present this program in detail to encourage adoption and use in sales strategies.
Mike discusses the importance of podcasting for business, noting that 39% of weekly podcast listeners use YouTube, surpassing Spotify and Apple combined. They emphasize the need for video podcasts to engage viewers, not just listeners. Mike advises creating a podcast and uploading it to YouTube, suggesting that it doesn't need to be professionally produced. They advise starting with one video per day to meet YouTube's requirement of 100 videos for better visibility. They encourage adapting to this trend to stay competitive.
In this meeting, Mike discusses the ongoing exploration of AI with the team. They highlight the upcoming session led by Hannah, which will delve deeper into AI embedded connections. Mike encourages the team to embrace change and learn new skills, comparing it to personal growth. They share examples of how team members are using AI, such as Brian using it for route planning and Tracy using it for BNI presentations. Mike emphasizes the importance of sharing ideas and experiences within the group to harness collective genius.
Mike leads a meeting discussing the importance of adopting AI technology in real estate to stay competitive. They share examples of how other agents are using AI for scheduling, follow-up campaigns, and improving presentation quality. Mike emphasizes the need for agents to stay updated and utilize AI to enhance their services. A free CE class on AI usage is scheduled for the day, encouraging participants to bring their tech tools for a hands-on workshop. Mike challenges the group to adopt a positive learning attitude to stay ahead in their industry.
Mike leads a meeting at Connect AI, encouraging participants to adopt AI technologies in their real estate practices. They share examples of how AI can be used for property analysis and client consultation, emphasizing the importance of staying updated with new tools to remain competitive. Mike invites participants to share their own AI use cases, highlighting the power of collective intelligence in driving innovation. They plan to share these ideas during the week to inspire others.
Mike, the host, opens the meeting by discussing the importance of embracing change and learning new technologies, using personal anecdotes to illustrate their point. They announce that November is AI month at Connect, with a series of educational sessions planned. The first session, led by Missy Robertson, will focus on AI platforms, and another session led by Hannah will explore AI use cases. Mike encourages participants to share their own AI use stories and tips. They share their own tip about using the free app, Summary AI, to record and summarize coaching sessions. They emphasize the power of collective intelligence and encourage active participation in the month's activities.
Mike leads a meeting discussing the importance of building and maintaining a personal network for real estate agents. The key is to have 100 contacts for every three transactions, emphasizing the need for genuine relationships rather than just names in a CRM. Mike outlines various strategies to enhance stickiness with these contacts, including regular communication through phone calls, videos, podcasts, social media, newsletters, and blogs. They encourage agents to actively engage in these activities to grow their business and highlights the importance of taking action rather than being idle.
Mike, a real estate professional, discusses the current market trends and the potential for a rebound in sales. Despite three consecutive years of record low sales, Mike remains optimistic due to a predicted increase in sales for 2026, as forecasted by financial institutions and economists. They attribute this to 'pin up demand', where people move due to life changes rather than economic factors. Mike emphasizes the importance of current actions in shaping future sales and advises their team to engage in their business at a higher level to capitalize on the anticipated market turnaround.
Mike leads a discussion on using Google and Meta's public tools to research competitor ads. These tools allow users to see the ads of any advertiser, helping to understand market trends and differentiate their own campaigns. Mike encourages participants to use these tools to gain insights and inspiration for their own marketing strategies, emphasizing that it's not about copying others but about standing out in the market. They suggest visiting Google's Ad Transparency Center and Meta's Ad Library to explore different advertising strategies and trends.
In this meeting, Mike discusses strategies to manage seller expectations in a changing market. They apologize for a text message mishap and shares insights on how to handle overpriced listings and sellers' unrealistic expectations. Mike suggests strategies like reverse offers and community-wide open houses to attract more buyers. They emphasize the importance of the seller not being present during showings to avoid distractions. Mike encourages agents to have difficult conversations with sellers to manage their expectations and suggests referring listings to other agents if they can't handle these discussions. They offer coaching to improve these skills.
Mike leads a discussion on the importance of consistent, diversified follow-up campaigns in real estate. They use the example of the Grand Canyon to illustrate the power of small, daily actions. Mike suggests that by speaking with two for-sale-by-owners and one expired listing each day, one could earn $150,000 annually. They emphasize that this is a conservative estimate and that a robust follow-up campaign could significantly increase earnings. Mike encourages the use of a variety of marketing actions to avoid annoying prospects, suggesting that a mix of methods is more effective than repetitive calls. They conclude by urging the audience to implement these strategies to stand out in their industry.
Mike leads a call encouraging participants to engage in a follow-up campaign to generate $150,000 annually by spending less than an hour daily. They emphasize the importance of authenticity and avoiding scripted interactions with potential clients. Mike suggests a straightforward approach to initiate conversations with homeowners, focusing on understanding their selling intentions rather than pushing for immediate listings. They advise against manipulation and encourage persistence in follow-up efforts, highlighting that only 6% of For Sale By Owners are successful without an agent. Mike concludes by stressing the potential earnings from this approach if done consistently.
Mike presents two strategies to increase listing inventory: speaking with two for-sale-by-owners (FSBO) daily and engaging with one expired listing daily. Both strategies involve minimal time investment and no financial outlay, as resources are provided through a Facebook group. Mike calculates potential earnings, suggesting that even a modest 2-3% conversion rate could yield significant income. They emphasize the importance of honesty and follow-up in these interactions. The strategies aim to demonstrate the potential for substantial income with minimal effort, encouraging participants to apply these tactics.
In this coaching session, Mike encourages participants to reflect on their personal and professional goals. They emphasize the importance of knowing what one wants in order to achieve it. Mike notes that some people struggle to answer this question, either due to discomfort, lack of clarity, or resistance to accountability. They suggest that accepting accountability can be beneficial and encourages participants to set up systems to help them stay accountable. Mike's goal is to help participants take the first step towards achieving their goals by identifying what they want.
Mike leads a discussion on the importance of likability in business relationships. They encourage participants to reflect on the characteristics of people they like and dislike, focusing on traits such as humility, respect for others' opinions, and honesty. Mike suggests that likability is a key factor in building successful business relationships, as people prefer to work with those they know, like, and trust. They challenge participants to consider their own behaviors and whether they exhibit traits that could push people away.
Mike discusses the importance of maintaining a positive work environment, referencing a book by John Gordon, 'The No Complaining Rule'. They distinguish between complaining and problem-solving, emphasizing that complaints are about issues beyond one's control, while problem-solving involves addressing issues that can be resolved. Mike outlines their commitment to not tolerate negative energy or gossip in the workplace, sharing an example of firing an agent who was a constant complainer. They encourage employees to voice their concerns directly to them, as they value their input for improvement. Mike's goal is to foster a culture where employees can thrive without being hindered by negativity.
Mike, a real estate professional with over 40 years of experience, shares their insights on various scams targeting real estate agents. They recount a recent incident where a real estate agent was fired for scamming tenants and warns against scams involving coaching programs, Zillow, and brokerages. Mike emphasizes the importance of not accepting payments directly from clients and encourages agents to discuss potential opportunities with them before investing. They highlight their commitment to the success of their agents and urge them to be cautious and vigilant against scams.
Mike, the leader of a brokerage firm, addresses the team about handling issues and conflicts. They emphasize the importance of not trying to handle everything alone, but rather leveraging the resources available. This includes using the six brokers on staff, a broker hotline, a personal coaching program, weekly connect sessions, and legal advice. Mike encourages team members to seek help and advice when needed, highlighting that it's not a sign of weakness but a strategic approach. They stress the need for humility and initiative in asking for help, and promise to provide the necessary support and resources.
In this meeting, Mike shares their optimism about the future of the real estate business, citing strong employment numbers in Georgia, low unemployment, and a decrease in mortgage rates. They note that these factors contribute to increased consumer confidence and demand. Mike also mentions that the number of homes for sale has increased, leading to softer pricing and increased affordability. They reference positive forecasts from Fannie Mae and the National Association of Realtors, and internal office data indicating an uptick in transactions. Mike encourages the team not to be late to the market, urging them to reach out to their contacts and build their network to take advantage of the upcoming market conditions.
In this conversation, Mike addresses the challenges in the real estate market, where listings are taking longer to sell. They plan to discuss this at a 10:30 AM connect session. Mike dispels myths about an agent's control over listing prices and sale times, emphasizing that these are influenced by factors like market conditions, interest rates, and consumer confidence. They challenge agents to be honest with homeowners about their limited control over these factors and encourage them to focus on what they can control, such as providing excellent service. Mike invites agents to join the session to explore strategies for improving listing outcomes.
Mike addresses the proposed merger between Century21's parent company, Anywhere, and Compass. They clarify that the merger is not yet finalized and may not occur until 2024. They reassure the team that the merger will not impact their day-to-day operations and encourages them to focus on their business. They also discuss the potential benefits of predictive analytics and AI, which they believe could enhance their business. Mike advises the team to be cautious of media sensationalism and to focus on their work.
Mike leads a call discussing the characteristics of successful real estate agents, focusing on two key traits: being a connector and being confident. Mike emphasizes the importance of building a trusted vendor list for clients and sharing it with colleagues to enhance value as an advisor. They also highlight the need for continuous skill development, stating that preparation and education are crucial for confidence and success. Mike encourages participants to engage in all available training sessions to improve their skills and performance.
Mike leads a meeting discussing content creation and repurposing strategies. The focus is on creating a single piece of content, such as a long-form video on Monday, and repurposing it into various formats for the week. This includes podcasts, short video clips, and blog posts, all without creating new content. The strategy aims to increase efficiency and establish a consistent content presence. Mike uses their own 'power talk' calls as an example, demonstrating how repurposing can save time and effort while maintaining a strong online presence.
Mike leads a meeting discussing content marketing strategies, focusing on adapting and localizing content from established platforms like Zillow, Redfin, and Realtor.com. They encourage participants to use these platforms for topic ideas and then localize them for their specific community. This approach helps create more engaging and relevant content for their audience. Mike provides an example of how to adapt a national blog post to a local one, emphasizing the importance of using local statistics. They also highlight the systematic nature of this approach, providing a consistent source of content ideas.
In this meeting, Mike encourages their team to adopt and repurpose ideas from others in their marketing strategies. They share their experience of adapting a childcare concept from another company, emphasizing the importance of making it unique. They urge the team to consume content from various sources and use it as inspiration, not to copy directly. They also highlight the need to market programs like 'easy sell' and 'easy buy' more effectively, using examples of competitor strategies to motivate the team.
Mike initiates a call to discuss the upcoming 24th anniversary of 9/11. They encourage team members to use content from the marketing team in their Canva accounts to remember the day appropriately. Mike emphasizes that it's not a day for sales messages and asks everyone to be respectful and considerate of the day's significance. They also mention that the marketing team will provide high-quality content for sharing. Mike's message is to remember the day and its impact on the country, and to refrain from using it for sales purposes.
Mike discusses the power of small, consistent actions in generating income. They use examples such as making one extra call per day, sending a weekly video message, or writing a personal note to a network contact, all of which could lead to business opportunities over time. They emphasize that these actions do not require significant time or financial investment but can yield substantial results. They use the analogy of the Grand Canyon, created over time through small, consistent actions, to illustrate their point. Mike suggests that by implementing these small actions, one could potentially earn $100,000 annually without extensive effort.
Mike, a real estate professional, leads a meeting to remind agents about the importance of following rules set by the Georgia Real Estate Commission. The 'big three' rules discussed are related to handling earnest money, compensation, and rent collection. Agents are advised to deposit earnest money into an escrow account within 24 hours and not to accept direct compensation. Mike shares insights from a meeting with the commission's chairperson, highlighting their role as consumer protectors and their limited resources. They emphasize that these rules are not negotiable to avoid risking one's real estate license. The meeting concludes with a call to focus on sales activities.
Mike leads a discussion on mindset, focusing on daily habits and personal growth. They share a series of statements that they use to keep their mindset positive and productive, including starting each day early, prioritizing health, and refusing to play the victim. They emphasize the importance of informing customers before asking for anything to maintain trust and respect. Mike also discusses the negative impact of gossip and complaining, and the need to start each day with a clean slate, understanding that success and failure are determined by daily actions. They encourage participants to adopt these mindsets to avoid mediocrity and achieve success by doing what others are unwilling to do.
Mike leads a series of calls focusing on personal growth and success in real estate. The series emphasizes developing a positive mindset and new skills, starting with self-organization, prioritizing health, and daily prospecting. Today's discussion includes taking responsibility for emotions, not giving power to them, and understanding that success is determined by daily habits, not a single choice. Mike encourages participants to commit to their real estate careers and believe in their ability to achieve their goals.
Mike leads a call focusing on personal growth and mindset development for real estate agents. They emphasize that real estate is a personal growth journey, requiring the acquisition of new skills and a different mindset from traditional employment. Mike shares three affirmations to help agents develop a more empowering mindset: starting each day early, prioritizing health, and prospecting daily to have an abundance of customers. They encourage agents to adopt these affirmations to improve their energy, perspective, and business success.
Mike leads a discussion on the importance of being available to customers during holidays and weekends, especially for businesses like car dealerships and real estate agents. Mike shares personal anecdotes about their experiences with car dealerships and a sporting goods store, highlighting the need for businesses to be more customer-focused. They emphasize the significance of the upcoming Labor Day weekend for real estate businesses, urging agents to take advantage of the increased customer availability to shop and engage in transactions. Mike advises the audience to observe common business practices and then do the opposite to stand out and serve customers better.
Mike leads a meeting discussing a daily challenge for real estate agents to create a weekly video message and send it to their CRM database. The challenge aims to help agents attract more customers, with the focus on non-verbal communication and building trust. Mike highlights the importance of differentiating oneself in the market by taking actions others are unwilling to do. They encourage participants to consider these challenges and take action, despite potential discomfort.
Mike discusses the low productivity of real estate agents in the US, citing that 71% did not sell a single house last year. They attribute this to agents not setting important goals. They use historical examples such as JFK's moon landing goal and Atlanta's 1996 Olympics to illustrate how humans can achieve when goals are important. They emphasize that when goals become a priority, individuals will act to achieve them. They encourage the audience to make their remaining third and fourth quarter goals a priority to change their reality.
Mike leads a meeting discussing the importance of daily marketing efforts for business growth. They outline various strategies such as networking, geographic farming, and leveraging social media to reach target audiences. They emphasize the need for consistent action and suggest using relevant news, like recent mortgage rate drops, as marketing messages. Mike encourages participants to identify their marketing message and take action to promote it daily, highlighting that motivation and goal setting are key to success.
Mike initiates a meeting with a motivational speech, referencing a scene from the movie "A League of Their Own" where Tom Hanks' character discusses the value of hard work. Mike applies this sentiment to the real estate industry, emphasizing that the challenges are what make the profession great. They encourage agents not to wish for an easier industry but to embrace the hard work, as it allows for differentiation and limited competition. Mike challenges the team to adopt a mindset that welcomes difficulty, as it leads to personal success and business growth.
In this call, Mike discusses the challenges of adjusting to changing market conditions, where low interest rates and high demand led to a rapid shift to a seller's market. They emphasize that great agents adapt to these changes, unlike those who see the business as easy money. Mike offers five tips for survival: committing to the business, acquiring skills, playing on both sides of the transaction, providing clients with necessary information, and focusing on prospecting. They highlight the importance of building a prospect pipeline to ensure a steady flow of business.
In this conversation, Mike addresses the challenges of selling listings in a normalized market where homes take 80-90 days to sell. They emphasize the importance of marketing listings correctly, which includes using both MLS services, high-quality pictures, and accurate data. Mike criticizes agents for not helping sellers understand market conditions and for not sharing relevant data and insights. They encourage agents to become trusted advisors rather than dictating to clients. They suggest that agents should use data to help clients make informed decisions about pricing.
Mike leads a discussion on handling transactions with unrepresented buyers who seek a commission instead of an agent's fee. Mike explains that while buyers can represent themselves, they cannot expect assistance from agents. They must submit offers with all terms, and the seller must be informed of the risks involved. Mike advises agents to not assist unrepresented buyers and to ensure the seller is aware of the situation. The focus is on maintaining professional boundaries and not overstepping into roles that could lead to legal issues.
Mike discusses the fundamentals of building a successful real estate business, emphasizing the importance of networking and maintaining a sticky program to stay top of mind with potential clients. They suggest that for every 100 contacts, three transactions are possible, and to achieve a desired number of transactions, a robust network is essential. Mike outlines various strategies for networking and maintaining a sticky program, including social media, newsletters, and face-to-face interactions. They encourage team members to assess their current networking and sticky strategies and seek their guidance if needed.
Bob Clarkson shares their insights on developing a positive mindset in real estate. They emphasize the importance of being positive 51% of the time and suggest that this can significantly impact career progression. They encourage participants to check their mindset throughout the day and to focus on positive thoughts rather than negative ones. Clarkson also highlights the need to manage ego and reduce drama in order to maintain a positive mindset. They advise to focus on the positive aspects of situations and to remove unnecessary stress from life and work. They conclude by challenging participants to apply these strategies and make the most of their day.
Mike leads a discussion on the importance of phone skills and relationship building in real estate. They emphasize that these skills are not innate and must be developed through practice. They highlight the limitations of AI in replacing human interaction and the need for agents to maintain consistent follow-up with prospects. Mike encourages agents to adopt a relentless pursuit strategy, only discontinuing contact if the prospect requests it or if they are disrespectful. They share their personal success story as an example of this approach.
Mike leads a training session on effective phone skills for sales, emphasizing the importance of engaging and enthusiastic communication. They advise standing, using a headset, and varying voice inflection to make interactions more interesting. They suggest asking open-ended questions to encourage natural conversation and recommends focusing on a prospect's monthly budget rather than asking about price range. They also highlight the importance of creating a friendly and non-threatening atmosphere to build trust with prospects. They encourage using the LP Momma technique (Location, Price, Mortgage, Appointment) to enhance sales interactions.
Mike discusses the importance of tailoring real estate marketing messages to specific life events, or 'Five D's': death, divorce, diplomas, diapers, and debt. These events often prompt people to move, and Mike suggests creating separate marketing messages for each. They encourage agents to ask questions that resonate with these life events, such as 'Has a new baby caused the need for a new home?' or 'Does a pending divorce create a need for a smaller house?' This approach, Mike argues, makes the message more relevant and effective.
Mike leads a meeting discussing the challenges of the real estate market and the company's efforts to support agents in achieving their goals. Despite a decline in sales transactions over the past two years, Mike emphasizes the importance of growth and learning for agents. They encourage participation in various training sessions and coaching programs, suggesting that those who are not committed to their real estate career may not be suited for the company. Mike invites agents to attend a connect session at 10:30 AM, suggesting they dress and participate actively, or consider other career options if they are not willing to engage.
Mike leads a discussion on what constitutes a 'good agent' in the real estate industry. They outline five key attributes: excellent communication skills, proactive issue management, use of data to set customer expectations, maintaining higher standards than demanding customers, and a willingness to constantly improve. Mike emphasizes the importance of direct communication over text or email, using data to inform customers, and maintaining high standards. They also encourage agents to seek constructive criticism and adapt to market changes, highlighting that good agents thrive in all market conditions.
Mike leads a discussion on the current real estate market in Atlanta, highlighting a shift from a seller's market to a more balanced one. Key points include a normalization of home price appreciation, longer marketing periods, and fewer multiple offers. Buyers are expected to demand more concessions from sellers. Mike also notes an increase in expired listings due to uncompetitive pricing or uncooperative sellers. They emphasize the importance of setting appropriate expectations for both agents and clients, using data to guide strategies. They conclude by encouraging adaptation and change to thrive in this new market environment.
Mike concludes a series on 'Ten Ways to Ignite Your Business Now' by emphasizing the importance of physical and emotional stamina for business success. They advise on scheduling, prospecting, and maintaining a strong customer relationship. They also highlight the significance of regular exercise, a balanced diet, and daily reading or listening to business and motivational books. Mike stresses that these practices are essential for personal growth and business success, as they help manage emotions and business strategies effectively.
In this business call, Mike guides participants through ten strategies to boost their business, focusing on daily scheduling, prospecting, and administrative tasks. They emphasize starting each day earlier, planning the week, and dedicating one hour each morning to prospecting new clients. They also stress the importance of following up with past prospects and maintaining a robust CRM. Mike introduces the seventh strategy, dedicating three one-hour blocks for administrative tasks, and encourages participants to turn off non-essential communications during these times. They also push for consistent content creation, suggesting one video, podcast, and blog post per week. Mike's goal is to help participants ignite their business by implementing these strategies.
Mike is leading a series on 'Ten Ways to Ignite Your Business This Summer' and discusses four key strategies: maintaining contact with prospects, engaging with five influential contacts daily, building a robust CRM with personal details, and focusing on client engagement rather than self-promotion. They emphasize the importance of consistent communication and maintaining client relationships, suggesting a mix of face-to-face, phone, and digital interactions. They also highlight the need for agents to shift their focus from seeking attention to providing it, using their CRM as a tool to strengthen client relationships.
Mike leads a discussion on strategies to boost business productivity during the summer. They suggest starting each business day earlier, ideally by 8:00 AM, to maximize productivity. They also emphasize the importance of planning and scheduling each week on a Sunday afternoon or evening. This includes setting specific times for activities to ensure they get done. The third tip is to dedicate one hour each morning to prospecting for new clients. Mike encourages participants to seek their guidance if they are unsure about how to implement these strategies. Action Items * 1. Plan and schedule the week ahead each Sunday afternoon or evening. * 2. Start each business day earlier, no later than 8:00 AM. * 3. Dedicate one hour each morning to prospecting for new prospects.
Mike leads a discussion on the shifting real estate market, highlighting its volatility over the past 15 years, including the 2008 recession, the post-recession rebound, and the impact of COVID and low interest rates. The market currently faces high mortgage rates and low inventory, affecting buyer activity. Mike emphasizes the role of a real estate agent as a trusted advisor, not a decision-maker, and encourages agents to provide clients with market data and insights to help them make informed decisions. They urge agents to use this information to assist their clients in navigating the market.
In this meeting, Mike addresses technical issues and guides the team on pricing strategies for real estate listings. They emphasize that pricing is not a science but a market test, and advise against giving sellers' opinions on their home value. Instead, they suggest using active comparables and asking sellers questions to help them set a price. They also discuss market trends, such as the average time to sell and typical negotiation discounts, to help sellers set realistic expectations. The focus is on guiding sellers to make informed decisions rather than imposing opinions.
In this meeting, Mike addresses technical issues with the mute feature and guides the team on listing strategies. They emphasize that listings not selling are due to poor marketing or pricing. Today's focus is on marketing, and they discuss the importance of listing in both MLS systems, high-quality photos, accurate data, and robust descriptions. They encourage agents to have others proofread their listings. They also highlight the importance of open houses and not withholding property prices on social media. Mike concludes by urging the team to apply these strategies to enhance their listing success.
Mike, a real estate professional, discusses the challenges of self-management and the importance of setting guidelines for success. They introduce the 'ten commandments' for real estate agents, emphasizing key points such as dialing prospects at least 30% of each day, maintaining personal integrity, not letting emotions control business decisions, and running the business like a business. They also highlight the importance of consistency, self-care, prioritizing the business, and being the agent one wishes to portray to clients. Mike encourages adopting these guidelines to manage oneself effectively.
Mike leads a meeting with real estate agents, recapping the ten commandments for their profession. The commandments include dialing prospects daily, maintaining personal integrity, and prioritizing business like a business. They emphasize the importance of consistency, prioritizing health and business, and aligning with customer expectations. The final commandment is to create and follow a weekly schedule. Mike encourages the agents to apply these principles to their work.
Mike leads a call with real estate agents, discussing the ten commandments for success in the industry. The commandments include focusing on prospecting at least 30% of the day, maintaining personal integrity, running the business like a business, not believing in false gods like social media, being consistent, and prioritizing self-care through diet and exercise. Mike emphasizes that adhering to these commandments can lead to success.
Mike kicked off the morning call with energy and introduced a special theme for the week: The Ten Commandments for Real Estate Agents. He plans to share a few each day to keep the team motivated and focused. Today, he covered the first four: (1) Prospect at least 30% of each workday to stay consistent and build momentum, (2) Never compromise your personal integrity—honesty and ethics are non-negotiable, (3) Don’t give power to your feelings—stay disciplined and focused regardless of mood, and (4) Run your business like a business—treat your real estate career with structure, intention, and accountability. Mike wrapped up by encouraging everyone to get their deal files moving and make things happen today
In this morning’s meeting, Mike discussed potential regulatory changes that could impact the real estate industry, specifically the possibility of agents losing their independent contractor (1099) status and being reclassified as W-2 employees. This shift, driven by the IRS and DOJ’s concerns over unreported income and lost tax revenue from gig workers, could have major financial implications for brokerages, who would then bear the cost of employment taxes. If implemented, it’s estimated that 97.5% of agents could be released from their brokerages overnight due to the increased costs, leaving only top producers employed. Mike challenged everyone to reflect: if this change happened tomorrow, would you earn a raise—or be fired? He urged agents to treat their businesses with the seriousness and discipline of a full-time job, asking whether their current performance reflects someone worth keeping or letting go in a W-2 world.
Mike shares their personal journey and philosophy on success, emphasizing the importance of will over skill. They recount their friend's transition from a blue-collar background to a life of luxury and charity work, attributing their success to hard work and determination. Mike argues that most people are not naturally talented or privileged, and thus need to rely on their will and effort to excel. They encourage the audience to work harder and stay consistent in their pursuits, suggesting that this approach can lead to success.
In this conversation, Mike discusses the importance of earnest money in real estate transactions. They argue that the amount of earnest money should be enough to cause anxiety and fear of loss for the buyer, as it serves as a deterrent to backing out of the deal. Mike suggests that the amount should be significant, such as 20% of the downpayment, and should be held by a trusted attorney like Luder Lark. They emphasize the role of the agent as a trusted advisor, using their expertise to guide clients through the negotiation process and ensure the transaction closes. Mike encourages agents to push for higher earnest money deposits to increase the likelihood of a successful closing.
Mike calls out the chaos of part-time hours and no clear audience — and he's not wrong. In this episode, he challenges Pete and the team to ditch the "winging it" mindset and lock in a real strategy: set business hours, show up to coaching, get clear on your target, and stay accountable. 💼 Structure > Convenience. Let’s finish the year strong.
In this episode, Mike breaks down the real tools that can move your business forward—no fluff, no extra cost. From RealScout's smart home search to the versatile Easy Cell program for homeowners, plus MoxiWorks CRM and access to company-generated leads, it's all about working smarter. 🔧💼
Ready to G-S-D (Get Stuff Done)? Tune in and take the challenge: use what’s available and watch your business grow. 🚀 #RealEstateResources #AgentTools #GSDChallenge #FreeToolsForAgents #MoxiWorks #RealScout #EasyCell #RealEstateGrowth
Unlock the tools to take your real estate business to the next level! In this PowerTalk recap, Mike breaks down free programs like RealScout, Easy Cell, and MoxiWorks, plus lead-gen options and the G-S-D Facebook group. Don’t miss these game-changing resources—available now for all agents.
🗣 "Not all coaching is one-size-fits-all... That's why we’ve got THREE."
👉 "Sherry – for Maxi and building unshakable confidence." 👉 "Marina – RealScout master and your leads program queen." 👉 "Mike – the brain behind strategic planning and mindset elevation."
🙌 "Pick your path. Book your time. And if you're stuck—reach out. We’ve got you."
💬 Text on screen: "Level up with the right coach 💼🚀" 📅 "Check the schedule. Let's go!"
#PowerTalk #RealEstateCoaching #ConfidenceBoost #StrategicMindset #CoachYourWayUp #CareerGrowth
Mike unveils a game-changing resource hub built just for agents. From expert tech support with Brett to professional video editing, headshots, and 1:1 marketing coaching—this center is designed to elevate your business. 🚀
Need help with listings or contracts? The admin team’s got your back. Want access to RealScout, Easy Buy/Sell, or a private podcast studio? It’s all here—including a mortgage officer, closing attorney, and yes… a popcorn machine. 🍿
This isn’t just an office—it’s a launchpad.
#ConnectWednesday #C21ConnectRealty #AgentResources #RealEstateTech #LevelUpYourBusiness #RelentlessMoves
It’s not just about being present—it’s about showing up with purpose. 💥 From the power of a polished, authentic headshot to heartfelt video texts that build real trust, we’re redefining how agents connect. No filters, no fluff—just real presence that wins. 👊📸🎥
#C21ConnectRealty #RelentlessMoves #ThisIsHowWeConnect #ClientConnection #RealEstateMarketing #ShowUpStrong
Discover this stunning 2-story DR Horton home in Roxeywood Park, Winder! From granite countertops and a cozy fireplace to EV-ready features and a backyard built for memories — tune in as we explore a home that blends modern living with classic charm, all just minutes from Fort Yargo State Park and top local amenities."
In this PowerTalk recap, Mike dives into the importance of personal safety for real estate agents. With a rise in reported threats, he shares practical tips like using safety apps, trusting your instincts, and setting non-negotiable boundaries. Your safety and integrity come first—no deal is worth compromising that. Tune in and enjoy the holiday weekend with peace of mind.
In this PowerTalk recap, Mike shares powerful insight on how to connect with clients during Memorial Day without sounding like a sales pitch. He encourages real estate professionals to lead with authenticity, avoid clichés, and use personal video messages to express gratitude and respect. Remember: this holiday is about meaning, not marketing. Show your heart, not your hustle.
Mike drops a reality check: most agents aren’t failing at real estate—they’re failing at marketing themselves. With eye-opening stats and a powerful analogy to the railroad industry, he challenges agents to shift their mindset. You're not just listing homes, you're building a brand. If you want to be top-of-mind in your market, it’s time to embrace self-promotion and master the marketing game.
This morning, Mike breaks it down to the basics: in real estate, success hinges on answering just two questions. Who is going to do business with you this year? And what will you do every day to stay top of mind with them? Everything else is noise. If you're feeling stuck, Mike explains why it’s likely because you’re trying to figure out what to do without first knowing who you're doing it for—and why that approach will keep you spinning your wheels. Tune in to refocus, get clear, and start making real progress!
Today, Mike gets real about what might actually be the hardest part of being in real estate—and spoiler: it’s not contracts or showings. It’s being self-employed. With no boss hovering over us, can we truly manage ourselves? Or are we just big kids who want to eat pizza for dinner and sleep in? This episode dives into the discipline it takes to succeed and the mindset shift required to run your business like a business—even when no one's watching.
Feeling stuck? Mike was too—until a headline about a dying mall sparked today’s real talk. If you’re clinging to the old ways of doing business, you might be on your way to becoming a real estate relic. Mike breaks down how agents must evolve to meet today’s buyers and sellers where they are—online, informed, and expecting options. Adapt or fade out.
Mike talks about the importance of staying true to your integrity—especially in real estate. Just like a celebrity in a cheesy late-night ad, some agents push what they don’t believe in just to get paid. Don’t be that person. If you love where you are, say so. If not, don’t fake it.
Mike gets real about the challenges of real estate—but also shares the five big reasons he still loves this business. From choosing who he works with to the unlimited opportunity, this is a reminder of why it’s worth pushing through the hard days.
Mike shares a straight-shooting reminder: if you're serious about growing your business, stop wasting time with people who won’t help you sell—like other agents or “busy work” events and classes. Focus on real connections and productive action. Let’s get out there and make it happen today.
In this episode, Mike dives into the hot topic of Clear Cooperation—a policy requiring MLS listings to be shared within 24 hours to ensure equal access for all. While it doesn’t directly affect agents in Atlanta, Mike explains why it should still matter to you. He breaks down the arguments for and against it, calls out some big-name companies trying to bend the rules (looking at you, Compass), and makes a strong case for why putting listings in the MLS is not just best practice—it’s the right thing to do for your clients. If you’ve ever wondered about off-market listings, industry politics, or how to stay consumer-focused, this one’s worth the listen.
In today’s episode, Mike shares a jaw-dropping moment when an agent admitted they don’t know what to put in their weekly schedule. Say what?! Mike dives into the long list of daily, no-cost, high-impact activities agents can (and should) be doing—from social media videos to handwritten notes, CRMs to follow-ups. The real issue isn’t not knowing—it’s whether you want it bad enough. If you’ve ever said “I don’t know what to do,” this one’s for you. Let’s get after it today.
In this episode, Mike takes aim at the fearmongers and doomsayers who seem disappointed when their grim predictions don’t come true. From crashing markets to economic collapse, the drama is loud—but the reality? Much more stable than they’d have you believe. Mike reminds us that great agents don’t thrive by forecasting fear; they thrive by adapting. Turn off the noise, focus on what you can control, and let’s get out there and make it happen today.
In this episode, Mike reflects on a powerful truth from Mel Robbins' book Let Them: adults only change when they decide to. Not when someone else thinks they should. He shares personal stories about his own weight loss journey and early struggles in real estate, emphasizing that real transformation doesn’t happen from outside pressure—it happens from within. Mike isn't here to motivate or push you, but he is here to provide the knowledge, tools, and support you’ll need the moment you decide you’re ready. Until then? He’ll keep showing up—for the ones who are.
In this episode, Mike shares two game-changing insights from James Clear’s Atomic Habits—including the powerful idea that winners and losers often have the exact same goals. So what makes the difference? Daily habits. Mike unpacks how this truth applies to real estate, relationships, fitness, and personal growth. If you want a better business (or life), it’s not about setting bigger goals—it’s about building better habits. Tune in for a straightforward, motivating reminder that the life you want is built one habit at a time.
In today’s short but valuable episode, Mike shares a book recommendation that every real estate agent should check out—Let Them by Mel Robbins. This book dives into handling difficult people, overcoming fears, and pushing past reluctance to take action in both business and life. Mike explains why this book stands out among the dozens he reads each month and why it offers real, actionable strategies. Tune in, grab a copy, and let’s make it happen!
You’ve probably seen the headlines—claims that foreclosures are skyrocketing. But is that really the case? In today’s episode, Mike breaks down the facts, separating fear-driven narratives from reality. With insights from industry professionals and data from HousingWire, we examine why delinquency rates don’t automatically translate to a foreclosure crisis. Plus, we discuss the real reasons some people push these dramatic claims—and why great agents thrive in any market. Tune in to get the truth and adjust your strategy accordingly!
The first quarter of 2025 is already behind us—are you where you want to be? In today’s episode, Mike walks you through a 10-question self-assessment to measure your consistency, strategy, follow-up, and overall commitment to your business. Whether you're on track or feeling behind, this exercise will help you pinpoint areas for improvement and refocus for a strong second quarter. There’s still time to turn things around—let’s get to work!
Feeling nervous before a listing appointment? You're not alone. Today, Mike breaks down the root cause of that fear—lack of preparation—and shares practical tips to help you show up with confidence. From anticipating objections to refining your delivery through practice, this episode is packed with strategies to make your listing presentations smoother and more effective. Get ready to take control, tell the truth, and win more listings!
Continuing this week's deep dive into listing presentations, Mike challenges agents to rethink how they conduct their listing appointments. Instead of leading with a self-promotional pitch, he explains why the best approach is to take a page from a doctor's playbook—focus on diagnosing the seller’s needs before prescribing a solution. If you're tired of feeling pressure in appointments, this episode is packed with insights to help you take control, build confidence, and close more deals.
This week is all about mastering the listing presentation. In this episode, Mike breaks down one critical piece—your Marketing Plan of Action. From handling objections to setting yourself apart from the competition, he shares how a structured, guaranteed plan builds confidence with sellers and helps secure more listings. Do you have a written guarantee for your clients? Tune in and find out why you should.
Mike tackles the unspoken question many agents secretly ask—how to make great money in real estate with minimal effort, no accountability, and a flexible schedule. The reality? That mindset doesn’t lead to success. In this episode, he breaks down the difference between wishful thinking and what it actually takes to build a thriving real estate business.
Mike exposes the real reason many agents struggle—filling their day with unnecessary tasks instead of real business-building activities. Are you meeting the photographer to avoid making calls? Checking listings instead of marketing yourself? It’s time to cut the excuses, prioritize what actually generates income, and take control of your success. Tune in and shift your focus!
Mike breaks down a no-nonsense approach to FSBOs and expired listings—real estate’s "low-hanging fruit." Forget scripts and tricks; success comes from persistent, multi-channel follow-up. With 94% of FSBOs needing an agent, it’s all about being there when they’re ready. Tune in for a smarter way to win more listings!
Networking isn’t just about showing up—it’s about strategy. In today’s episode, Mike breaks down the essential elements of effective networking, from choosing the right groups to becoming a key player within them. But that’s just the beginning. The real magic happens in the follow-up! Learn how to implement a powerful follow-up campaign, use video messaging to stay top of mind, and leverage content like newsletters, podcasts, and social media to build long-term credibility. If you’re ready to turn networking into a business-generating machine, this episode is for you!
How do you market yourself in social groups without being pushy or awkward? In this episode, Mike dives into the art of passive marketing—the key to making sure everyone in your social circles knows you’re in real estate, without you ever having to say it. From branded water bottles and coffee cups to social media strategy and even Century 21 sneakers, learn how to leverage subtle but powerful tactics to keep yourself top of mind. Play the game right, and your network will always know who to call when it’s time to buy or sell!
Geographic farming isn’t just about claiming you're the neighborhood expert—it’s about proving it. In this episode, Mike breaks down the five essential parts of a winning geographic farming strategy: daily phone calls, weekly video emails, monthly organic newsletters, strategic social media engagement, and community events. No single piece works on its own, but together, they establish credibility and keep you top of mind when homeowners in your target area are ready to buy or sell. Tune in and learn how to dominate your farm area the right way!
We've spent the week talking about scammers in real estate—subject-to deals, wholesalers, and overpriced coaching programs. But today, we're tackling the biggest scam of all: the lies we tell ourselves. Are you really working full-time? Are you truly using your time wisely? Do you believe you "have no choice" in how you operate? Mike breaks down the self-deception that holds agents back and challenges you to face the truth head-on. It might not be comfortable, but real growth never is. Tune in and get honest about what’s really stopping you.
Not all "coaches" are created equal—especially in real estate. In today's episode, Mike continues the conversation on scams, shifting the focus to overpriced and unqualified coaching programs that promise success but lack real results. If a coach has never successfully sold real estate themselves, why should you pay them thousands to tell you how to do it? Before handing over your credit card, tune in to hear what to watch out for and how to find real mentorship that actually works.
Scammers never take a day off, and in real estate, the latest scheme is the rise of "Subject To" offers. Mike breaks down why these deals often cross into mortgage fraud, how they put your clients at serious financial risk, and what you need to do to protect yourself and your business. Tune in as we uncover the warning signs, legal pitfalls, and how to keep your clients out of real estate jail. Don’t miss this essential episode for every real estate professional!
The real estate industry is evolving fast—will you adapt or be left behind? Mike takes a deep dive into the changing landscape of real estate, from the disappearing part-time agent to the rise of highly trained, full-time professionals. With increasing standards, advanced tech tools, and a more competitive market, only the committed will thrive. Tune in to find out what the future holds and how you can position yourself for success.
The real estate game has changed, and the agents who refuse to adapt are disappearing. In this episode, Mike breaks down a quick quiz to help you see where you stand. Are you treating real estate like a real business, using modern tools, marketing effectively, and staying ahead of the competition? Or are you stuck in the past and at risk of being left behind? Tune in to find out—and take action before it’s too late.
Real estate has changed—part-timers are out, and top agents are taking over. With 71% of agents making zero income in 2024, success now demands full-time commitment and a business mindset. In this episode, Mike breaks down the shift, what’s driving it, and how to stay competitive in today’s market.
In this eye-opening episode, Mike exposes the growing scam of “subject to” real estate deals and why they’re a dangerous trap for unsuspecting sellers. He breaks down how these so-called investors operate, the major risks involved, and why these deals are nothing short of mortgage fraud. If you’re a real estate professional, you need to be aware of this scheme and ready to protect your clients. Tune in to learn how to spot these shady offers, educate your sellers, and uphold your role as a trusted advisor. Stay sharp—this scam is on the rise.
In this powerful and unfiltered episode, Mike challenges the excuses that hold agents back from success. He cuts through the noise of vision boards and so-called motivation, getting to the real question—when life hits hard, will you be ready? Mike shares a deeply personal story that underscores why pushing through discomfort, fear, and resistance matters—not just for yourself, but for the people who rely on you. Whether you’re struggling to grow your business or wondering why you should do more, this episode will make you rethink what truly drives you. It’s time to be honest with yourself and decide—are you willing to do hard?
In this episode, Mike breaks down the different brokerage models in real estate and why finding the right fit is crucial for success. He shares insights on why he released 50 licenses from his company and discusses the importance of being in a brokerage that supports growth, professionalism, and business development. Whether you’re an agent looking to level up or reevaluating your career path, this episode offers valuable perspective on what it takes to thrive in real estate.
In this episode, Mike tackles one of the biggest challenges real estate agents face—consistent marketing. He breaks down the concept of batching, a strategy some agents use to complete a week’s or even a month’s worth of marketing tasks in one focused session. While he prefers a daily approach, Mike recognizes that many agents struggle with consistency, so he lays out a practical alternative to help you stay on track. Whether it's video content, prospecting calls, social media, or newsletters, the key is getting it done—no matter how you do it. Tune in and find a system that works for you!
Mike discusses a recent survey of 1.5 million real estate agents in the US, highlighting various statistics such as 71% of agents completing zero transactions in 2020, a record percentage of agents doing more than five deals despite market conditions, and a record low of agents recommending the real estate career. Mike also addresses the gap between the 'haves' and 'have nots', the challenges of unpredictable income and finding customers, and the negative view of the National Association of Realtors due to HR issues. Mike concludes by questioning why someone would work for someone else when they won't work for themselves.
In this episode, Mike highlights the critical need for agents to stay informed on the updated GAR contract forms. Mike addresses recent survey findings on agent compensation, shares advice on handling compensation in offers, and stresses the importance of signed buyers' agreements before showings. Tune in for practical tips on maintaining professionalism, avoiding common missteps, and staying ahead in the evolving real estate landscape.
In the final installment of the series, How to Get a Guaranteed 15 Deals a Year, Mike brings it all together with a focus on consistency and reinforces the importance of meeting 10 new people every day. By committing to this simple, repeatable process, you can build a sustainable real estate business and hit your goal of 15 deals a year—guaranteed!
In Part 3 of the series, How to Get a Guaranteed 15 Deals a Year, Mike dives deeper into the power of meeting 10 new people every day. He shares additional insights on how to make those connections count. With real-world examples and practical tips, Mike shows you how to turn daily interactions into lasting relationships—and ultimately, into closed deals. Keep the momentum going and take another step toward securing your 15 deals a year!
In Part 2 of the series, How to Get a Guaranteed 15 Deals a Year, Mike emphasizes the importance of meeting 10 new people daily to build a strong pipeline of opportunities. He explains how consistent, intentional networking lays the foundation for sustainable growth in real estate. Discover how this simple yet powerful habit can lead you to achieve 15 deals a year—guaranteed!
In this episode, Mike kicks off a 4-part series designed to help real estate agents achieve consistent success. He dives into the foundational strategies for securing a guaranteed 15 deals a year. Mike shares practical tips and actionable advice that will set you up for long-term growth. Whether you're a seasoned pro or just starting out, this series is your roadmap to thriving in real estate.
In this episode of Path to 20 Million, Mike opens up about the tough road he faced entering the real estate industry. He shares the highs and lows of those early years—the parts he enjoyed, the areas he struggled with, and the hard truth of going nearly three years without any financial success. Starting without focus or discipline, he reflects on the mistakes he made and the pivotal moment that changed everything. Tune in to hear his honest account of finding the resilience to continue in real estate despite the setbacks and temptation to quit.
Why do you work with miserable people that want to treat you with disrespect, contempt and don’t want to pay you? Why would you do that? The only reason I’ve ever found is because you just feel like you don’t have enough choices. Making marketing yourself each and every day your highest priority, you won’t deal with people like that anymore.
We’re entering a time of significant change in the real estate industry. Nobody really knows how this is going to play itself out, so today we’ll go over some best guesses.
With many things changing in our business right now, we’re reviewing strategies and best practices on how you can thrive. It’s going to be up to you whether you will or not, but I do want to help. So here’s some suggestions.
Great agents thrive in all markets because they adapt and they change to the market that they’re in.
If we just start talking truth to ourselves, speaking directly and honestly to ourselves, it makes it a lot easier to get to a solution and get to the life that we want to lead.
50% or More of your day should be spent marketing yourselves, but most people don’t want to do that. So they’re trying to get around it by attracting buyers and sellers by buying them.
Yesterday we discussed some stuff we tell ourselves, which just turn out to not be true. Believing that our sphere of influence and social media is enough to pay our bills or thinking everyone can be our customer instead of having a specific target audience. Let’s get into a couple more lies we like to tell.
This week we’re going to touch base each morning about the dirty little lies we like to tell ourselves. Let’s jump into it.
It’s suppose to be hard. If it wasn’t hard, nobody would need you. It’s the hard that allows you the income opportunities. Please don’t wish for it to be easier, wish for it to be harder, so hard that only you can do it.
What’s your identity? Watch what other people do or don’t do and go the exact opposite direction. Be you. Be different. Set yourself apart.
If you take listings in today’s world and probably every year going forward in your career, you’re signing up for the conflict. Which means you’re going to have to be willing to stand toe to toe with people and argue with them, and I’m here to help with that.
In Japan they call it Omotenashi, which means a rare moment where excellence, instead of tools or technology or price, can set you apart in a lasting way. If you decide to capture the moment and make excellence your partner in success, you can start by developing a whole hearted client experience in three ways, let’s discuss those ways.
Life’s hard, it’s really complicated and it’s messy. I wanted to offer you some reflections on what I did that worked and maybe what I should have done that would have helped.
Life’s hard, it’s really complicated and it’s messy. I wanted to offer you some reflections on what I did that worked and maybe what I should have done that would have helped.
Some people were just born with god given talent, while most of us have to work much harder to achieve the same result. So how do we compete? We can be focused and more determined than these talented people who are just coasting through the day, relying back on their god given talent, because hard work beats talent when talent doesn’t work.
Wishing someone a Happy 4th Of July is always nice but slipping your business card in ruins the message. Let’s leave out the sales pitch and wish them a happy holiday with good intent and genuine best wishes.
If you go to your Maxa account, you’re going to see every day that there’s content that’s already been created for you, customized to you that you can share across all your social media platforms.
Marketing yourself is the most important thing in this business. Without it you’ll be the best real estate agent, nobody knows.
When I start trying to control things that I can’t control, there’s a feeling of frustration or helplessness that creates anxiety. Over time I’ve learned that my personal power lies in controlling what I can control, and letting the rest go. But what do I have control over? Let’s talk about it.
It’s hard to call yourself a professional when you’re unaware of what’s going on in your city. Look for articles of interest that could give you ideas on your marketing content so that you become the top of mind credible professional.
There’s nothing more unappealing than a professional focusing on the money. Instead, let’s take the high road and focus on what really matters, helping others.
Being a real estate agent isn’t like most regular jobs. To be a real estate agent you got to be crazier than the rest, and here’s why.
There are a lot of people out there trying to manipulate you, trying to get you to do things they weren’t willing to do themselves. So the question is, How gullible are you?
This week we are discussing the top ten biggest mistakes that agents make. Today we have mistake 3 and 4, Lets get into it.
This week we are discussing the top ten biggest mistakes that agents make. Going down the list we started with Lacking meaningful goals, No Accountability and having a part time schedule with full time expectations. Let’s get into some more critical mistakes to look out for.
It’s easy to say you want more listings but how do you do that. Let’s discuss the specific actions we need to take each day to get those listings.
So you want more listings? First we have to answer the question, where do listings come from? Let’s talk about it.
This week we’ve been discussing what all highly successful agents have in common. We’ve covered the first eight points, lets get into the final two!
Are you monitoring the people you spend time with? Do they make you want to be a better person? strive to achieve more? Those are the people you want to surround yourself with to help make you, a highly successful agent. Let’s jump into part 3.
Having a target audience, being consistent and setting high standards are all signs of a successful agent, let’s talk about some more.
With over 50,000 real estate agents in Atlanta, how do YOU stand out? I have a driving need to make sure that YOU have everything you need to be competitive. And that’s a lot of stuff. All this week we’ll go thru it. Let’s get into Part 1.
Do you think everyone wakes up roaring and ready to go? It’s hard to get going most days. Isn’t it? Let’s talk about it.
Change is coming, we’ve known this for some time now. Our business is changing, and it’s not the changes that will define us, it’s how we respond to them. We should WANT it to be harder, and that’s where we’ll succeed while others simply get out of the business. Let’s talk about why.
It’s not our goals that separate winners and losers, it’s our daily habits. If you haven’t done so, read James Cleary’s “Atomic Habits”. Let’s talk about it.
Where do I get some of my marketing ideas from? Where do I get motivation from? Let’s get into it.
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part seven!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part six!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part five!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part four!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part three!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. Let’s get into part two!
What IS your thing? Who are YOUR people? You can’t market yourself to your people, if you don’t know who they are. Defining your target audience is step number one. So let’s get into it!
Are you an action-taker? Did you already implement 3 of the tools we learned about in Connect Wednesday last week? If you didn’t, you might be what’s called a procrastinator. And if you‘re a procrastinator you’re going to get spanked in this business. Let’s talk about it…
Are you marketing yourself for two hours EVERY day? Are you following up with your contacts for at least one hour EVERY day? Real estate is not a hobby, it’s a job. Real estate is not a part time thing, it’s a job. If we wake up every day and do our job, we’ll be making it happen for ourselves!
So, what now? We had an amazing presentation yesterday on A.I. and how it can help YOU in YOUR business. Will you take action on the things you learned? Will you put these things into practice, or sit by and watch other agents pass you by. Let’s talk about how!
Real estate is simple. But’ it’s SO hard. If you put this plan into place, you WILL be successful. Two and one. Two hours of marketing yourself each day, plus one hour of follow-up. EVERY day. Let’s get into part 2 of 2 & 1!
When folks notice that I’ve lost 45 pounds in the last year and a half, they often ask me how I did it. But they’re not interested in the answer. The fact that I had to change my daily habits in order to achieve that. They want the short cut. They want the magic pill. There isn’t one. Here’s how you do it…
Real estate is simple. But’ it’s SO hard. If you put this plan into place, you WILL be successful. Two and one. Two hours of marketing yourself each day, plus one hour of follow-up. EVERY day. Let’s talk about how.
There are only two types of lead generation business… back end fees and up front fees. Many people like the back end fee option because they only have to pay when THEY get paid. But that’s very expensive. The up front fees, like BoomTown, are MUCH less expensive, but… we need to adjust our expectations. Let’s talk about how.
There aren’t really that many advantages of getting older, but there are a few. One of them is recognizing that “the drama” is almost never true
Things are changing, and that’s a good thing. This is going to be great for the customer AND it can be great for you, too! But it’s going to be hard. And you want it to be hard. And here’s why…
Let’s get into 3 tips for regaining your momentum and getting you back on the track to achieving the things that you said at the beginning of the year were important to you this year. We’re 1/4 thru the year, now is the time to get yourself redirected and back on the path.
There’s only drama, if we give it power. Let’s not Fuel the fire and try being experts on things we don’t know enough about yet. Instead let’s go out there and focus on helping people.
If you believe all of the click bait, you’d think the sky is falling on REALTORS® and our industry. The media uses fear and panic to drive clicks, reads, views, and more. The more eyeballs they get, the more they can sell advertising for. Stop, breathe, relax. Let’s talk about it
From the tone of the conversation and the things being said out there this week after NAR settled the lawsuit, apparently we’re all going out of business… but are we? Let’s get into Part 1.
Lots of negative talk out there about the real estate market and where things are headed… BUT… until you can convince me that the 5 D’s of real estate are changing or going away, I’m not falling for that. And neither should you. Let’s get into Part 4!
Lots of negative talk out there about the real estate market and where things are headed… BUT… until you can convince me that the 5 D’s of real estate are changing or going away, I’m not falling for that. And neither should you. Let’s get into Part 3!
Lots of negative talk out there about the real estate market and where things are headed… BUT… until you can convince me that the 5 D’s of real estate are changing or going away, I’m not falling for that. And neither should you. Let’s get into Part 2!
Lots of negative talk out there about the real estate market and where things are headed… BUT… until you can convince me that the 5 D’s of real estate are changing or going away, I’m not falling for that. And neither should you.
Every once in a while we get a gift. Like today, it’s Feb 29th. This year we get 366 days, instead of 365. Today is a FREE day. So, what are you going to do with your free day? Waste it? Spend it relaxing? OR… are you going to use it get ahead, get more done, and make it happen for yourself?
Let’s get into Part 3! Let’s flip this around a little bit and talk about the crazy things that customers, or potential customers, or even friends might have said to you lately.
Let’s get into Part 2! We actually had an agent in this office say that they did not know how to fill out their weekly schedule because they really didn’t know what to do every day. Wait, what? Let’s go over about 20 things you could be doing every day to generate business.
We actually had an agent in this office say that they did not know how to fill out their weekly schedule because they really didn’t now what to do every day. Wait, what? Let’s go over about 20 things you could be doing every day to generate business.
Thirty years ago, even 20 years ago, a lot of the technology that we use as real estate agents today did not even exist. Not one real estate agent in metro Atlanta can say with a straight face that if they’d only had more technology last year they could have sold more homes. Real estate has always been, and will always be, a business of relationships. Let’s wrap up our discussion on the agent of the future with Part 4.
Yesterday we talked about the agent of the future, and I asked you for your feedback… here’s what you said after that call.
Let’s talk about the most valuable resource you have. What do you think that is? It’s probably not what you think it is. Let’s get into Part 4.
Let’s talk about the most valuable resource you have. What do you think that is? It’s probably not what you think it is. Let’s get into Part 3.
Let’s talk about the most valuable resource you have. What do you think that is? It’s probably not what you think it is. Let’s get into Part 2.
Let’s talk about the most valuable resource you have. What do you think that is? It’s probably not what you think it is.
Let’s go over 13 ways to generate business for you right now. As in fast. We’ll cover this topic all week, so let’s wrap up with Part 4.
Let’s go over 13 ways to generate business for you right now. As in fast. We’ll cover this topic all week, so let’s jump into Part 3.
Let’s go over 13 ways to generate business for you right now. As in fast. We’ll cover this topic all week, so let’s jump into Part 2.
Let’s go over 13 ways to generate business for you right now. As in fast. We’ll cover this topic all week, but let’s get started with Part 1.
Does it happen like this? You decide I want a baby next week. Then a baby shows up? Or does it take a while to create and grow a baby? Right? Let’s talk about making babies. We’ll name the baby “Listings”.
Where are ALL of those people saying that the sky is falling and the real estate market is going to crash? Prices are going to come down? Foreclosures are going to increase? Where are those people? Prices continually increase, mortgage rates are ticking down, and listings are significantly increasing. So, where are those people?
You’re going to have problems this year, having problems is not the problem. You want MORE problems this year. More problems mean you’re doing more business. It’s all in how you handle those problems.
In 1967, Dr. Martin Luther King, Jr gave a speech to a school in Philadelphia and posed a fundamental question. “What is your life’s blueprint?”
Who wants more referrals this year? Anybody? We come to those clients with more credibility immediately. Let’s talk about how we get them. Part 2!
Who wants more referrals this year? Anybody? We come to those clients with more credibility immediately. Let’s talk about how we get them.
You know the definition of crazy, right? Doing the same thing again and again and expecting a different result? Well, are you crazy?
It really, truly is that important. It’s all about the follow-up. It’s everything. And if you rate your own follow-up campaign less than a 9 on a scale of 1-10, then we need to talk. It's a huge part of our job to be the creator of relative content. Let's get into it.
Let’s get into Part 3! It’s all about the follow-up. It’s everything. And if you rate your own follow-up campaign less than a 9 on a scale of 1-10, then we need to talk.
Let’s get into Part 2! It’s all about the follow-up. It’s everything. And if you rate your own follow-up campaign less than a 9 on a scale of 1-10, then we need to talk.
It’s all about the follow-up. It’s everything. And if you rate your own follow-up campaign less than a 9 on a scale of 1-10, then we need to talk.
Follow-up is the most important part of a lead generation strategy. Most agents do not even realize there is skill and strategy involved in lead generation. Don’t let that be you. Let’s get into Part 4!
Most agents do not even realize there is skill and strategy involved in lead generation. Don’t let that be you. Let’s get into Part 3!
Most agents do not even realize there is skill and strategy involved in lead generation. Don’t let that be you. Let’s get into Part 2!
Most agents do not even realize there is skill and strategy involved in lead generation. Don’t let that be you.
As we roll into the holidays, lots of agents take a lot of time off. And usually, it’s because they think, “No one is buying or selling this time of year.” Well, that’s because we aren’t explaining to them why they SHOULD buy or sell. So we have a great plan to handle this… our Holiday Showing Program. Let’s get into Part 2!
As small business owners, we face unique challenges when it comes to saving for retirement. It’s a little bit different for us than our friends working in the corporate world. Let’s get into it!
Last week at Connect Wednesday we announced that we had sold the MSO… and that we were deploying the assets to bolster our Marketing Dept. Let’s go over some more of the changes!
Last week at Connect Wednesday we announced that we had sold the MSO… and that we were deploying the assets to bolster our Marketing Dept. Let’s go over some of the changes!
I get asked this question a lot… “If you could do it all over again, what would you change?” I never really liked the question, because it’s not physically possible to do it all over again. But I see why they ask that… so hypothetically speaking, what would I change? What would I do, and equally as important, what would I not do? Let’s get into Part 3!
I get asked this question a lot… “If you could do it all over again, what would you change?” I never really liked the question, because it’s not physically possible to do it all over again. But I see why they ask that… so hypothetically speaking, what would I change? What would I do, and equally as important, what would I not do? Let’s get into Part 2!
A lot of folks left the Connect Wednesday session with Chris Snow two weeks ago having only heard, “Give Google $300 per month and get $20,000 back.” That’s not the case, folks. Yes, paid load generation using Google Ads and Facebook Ads costs money, but you ALSO have to have plans in place and systems in place to follow up with each and every lead. Do you have those things in place? Are you ready to do that follow-up?
I get asked this question a lot… “If you could do it all over again, what would you change?” I never really liked the question, because it’s not physically possible to do it all over again. But I see why they ask that… so hypothetically speaking, what would I change? What would I do, and equally as important, what would I not do?
If you are a professional and you are running your real estate business like a business, there is some form of risk involved… so let’s talk about how you can accomplish that AND lower that risk a little bit…
Some people are risk-averse… some people are not. This freaks some people out, and some people think they should do even more. Which one are you?
Several options on the table now… and some really good training this week on lead generation… so, now what should you do?
So it’s Halloween… and I decided to dress up as the scariest thing I can think of… Mr. Mediocre. A real estate agent that doesn’t try, doesn’t go into the office much, thinks they can “work from home”, and is FULL of excuses…
Lead generation strategies are something everyone needs to develop. Let’s get into Part 1!
You have to get out ahead of 2024 or it will sneak up on you. In fact, YOUR 2024 should start right now! OR… it’s all just a waste of time. Let’s get into Part 4 right now!
You have to get out ahead of 2024 or it will sneak up on you. In fact, YOUR 2024 should start right now! Let’s get into Part 3 right now!
You have to get out ahead of 2024 or it will sneak up on you. In fact, YOUR 2024 should start right now! Let’s get into Part 2 right now!
You have to get out ahead of 2024 or it will sneak up on you. In fact, YOUR 2024 should start right now!
Wrapping up a new series this week with ideas that you can do every day, for zero to almost no costs. Let’s wrap up with part 4!
New series this week with ideas that you can do every day, for zero to almost no costs. Let’s get into part 3!
New series this week with ideas that you can do every day, for zero to almost no costs. Let’s get into part 2!
New series this week with ideas that you can do every day, for zero to almost no costs. Let’s get into part 1!
Do the thing, get the power… You have to pursue motivation, otherwise you could feel dumb and lazy… even when you’re not. Let’s get into it…
Wrapping up our discussion on negotiation skills and strategies… How effective are YOUR negotiating skills? Each day this week we are going over a set of skills, tips, and tricks to help you get better at negotiating. Let’s get into it… Pt 4
Today we’re talking about NOT negotiating with yourself, and more… How effective are YOUR negotiating skills? Each day this week we are going over a set of skills, tips, and tricks to help you get better at negotiating. Let’s get into it… Pt 3
Today it’s all about attitude and emotion. How effective is YOUR negotiating skills? Each day this week we are going over a set of skills, tips, and tricks to help you get better at negotiating. Let’s get into it… Pt 2
How effective is YOUR negotiating skills? Each day this week we are going over a set of skills, tips, and tricks to help you get better at negotiating. Let’s get into it… Pt 1
Where do we pivot now? What’s the market going to do now? Does anyone know? We can make our best guess based on many years of experience, but is anything for certain?
The Synergy Game is back! And by the way, where is all the money hiding? Let’s get into Part 3!
The Synergy Game is back! And so is the most feared word of all… what do you think it is? Let’s get into Part 2!
The Synergy Game is back! And so is the most feared word of all… what do you think it is?
Let’s go over the 9 lessons other agents are learning the hard way. From a lack of focus on lead generation, to a lack of follow-up, to lacking consistency…
It’s an old saying, but it is so incredibly true… we should all strive to be the person your dog thinks you are.
Spoke to two agents yesterday who are in completely opposite places in their careers… one of them is literally starving for business and said they just didn’t know what to do every day. Well, let’s break that down.
Do you ever wake up and struggle to find the motivation to go and do the very thing that YOU have declared to be important to you and your family? That motivation can’t come from within… so where can you find it? I have a few ideas…
Let’s get into more ways that can keep you from becoming a statistic… like 87 percent… a whopping 87 percent of newly licensed real estate agents will fail out of the business within 24 months. Don’t let this happen to you!
Let’s get into more ways that can keep you from becoming a statistic… like 87 percent… a whopping 87 percent of newly licensed real estate agents will fail out of the business within 24 months. Don’t let this happen to you!
87 percent… a whopping 87 percent of newly licensed real estate agents will fail out of the business within 24 months. Don’t let this happen to you!
Four strategies for doing more in today's market... You’re going to have to do more in this market to get the same number of listings… why? Let’s talk about it… PART 4!
Four strategies for doing more in today's market... You’re going to have to do more in this market to get the same number of listings… why? Let’s talk about it… PART 3!
Four strategies for doing more in today's market... You’re going to have to do more in this market to get the same number of listings… why? Let’s talk about it… PART 2!
Four strategies for doing more in today's market... You’re going to have to do more in this market to get the same number of listings… why? Let’s talk about it…
Each day this week we’ll be discussing a 7-step follow-up campaign… today let’s talk about monthly newsletters, social media, and more…
Each day this week we’ll be discussing a 7-step follow-up campaign… today let’s talk about making a phone call, sending a weekly embedded video email, and more…
Each day this week we’ll be discussing a 7-step follow-up campaign… today let’s talk about sending a video text, a handwritten note, and more…
Each day this week we’ll be discussing a 7-step follow-up campaign… let’s start today with your CRM.
Who are you accountable to? Do you have an accountability partner? Someone, to keep you on track? That makes you WANT to be better? It’s just too hard to do this on your own…
Let’s play a game… you get points based on where YOU think you stand on these 5 things… max total of 50 points possible. Then let’s see where you stand.
The AJC went and did it again… We are constantly or should be constantly, looking for content to use as inspiration to create a robust flow of content for our target audience and to use in our marketing efforts. And sometimes, it’s above the fold on the front page. Right in our faces in an enormous font. So what does this headline mean? And how are you going to explain it to YOUR target audience?
One of the most important things you can do for your business this year is to attend our Connect Wednesday session TODAY at 10:30 am. This might be the most important one we’ve ever held.
Journalism is dead. It’s our job as the modern agent to create compelling content and lots of times our sources for inspiration are not telling us the truth. Instead, they are trying to drive ratings and revenue, sell papers, sell advertising, and more. It’s all B.S.
What did you think being a real estate agent was going to be? Driving people around and showing houses? Consulting folks on the home buying and selling process? Where’s the gap between what we bought our job was going to be, and what it really is?
Where is the money found? The money is found in the follow-up. If you don’t have an effective follow-up campaign it doesn’t matter what else you do… let’s break that down.
What’s the role of the modern agent? What is YOUR role every day when it comes to building your business and helping your clients…
Do you know who the spokesperson for Progressive Insurance is? It’s Flo, right? Do you know who/what is the spokesperson for GEICO? It’s a gecko. Do you know who said, “Where’s the beef?” I bet you do… why is that? Why do you know these things? Let’s get into it…
Pretty sure every house you list is going to have a roof. And a door. And a few bedrooms. Stop selling the features that every house has, and sell the benefits of living in that house. Let's talk about how...
Do you want under 10 transactions this year? Do you want more than 10 transactions this year? Those are two different approaches to how you run your business. Let’s assume it’s the latter… let’s get into how you do that. Part 4!
Do you want under 10 transactions this year? Do you want more than 10 transactions this year? Those are two different approaches to how you run your business. Let’s assume it’s the latter… let’s get into how you do that. Part 3!
Do you want under 10 transactions this year? Do you want more than 10 transactions this year? Those are two different approaches to how you run your business. Let’s assume it’s the latter… let’s get into how you do that. Part 2!
Do you want under 10 transactions this year? Do you want more than 10 transactions this year? Those are two different approaches to how you run your business. Let’s assume it’s the latter… let’s get into how you do that. Part 1!
No one is reinventing the wheel. When you see a good idea, steal it! Take it, rework it, massage it, and make it work for you.
Are you crazy? Are you doing the same thing over and over, expecting different results? That may be crazy. Are you reaching your goals? If not, should you make a change?
Do you have buyer clients that are wanting a $500k home for $300k? Or seller clients that think they can do it on their own? Mike gives you the quick one word answer and explanation on how to get people to side with you.
Saturday marks the beginning of the 2nd half of the year… how was the 1st half of the year for you? Are you set up for success in the 2nd half?
There’s an old saying, “The Devil made me do it.” Well, in our business, there’s another saying… “The Devil made me NOT do it. Let me explain…
One of the most difficult things for a real estate agent to do is to remain consistent.
Are you marketing the right thing? For your property? For you? Are you talking about the features? Or are you talking about the benefits of the features?
The modern real estate agent, in 2023, is first and foremost a content creator. Are you struggling with content creation? Ideas? What to do with it?
What makes YOU different? Why should I hire you as my real estate agent? Let's get into Part 2...
Having trouble thinking of something to post? Drawing blank on ideas for videos? By the end of this week, you’ll have a long list of content ideas… Pt 4!
Having trouble thinking of something to post? Drawing blank on ideas for videos? By the end of this week, you’ll have a long list of content ideas… Pt 3!
Having trouble thinking of something to post? Drawing blank on ideas for videos? By the end of this week, you’ll have a long list of content ideas… Pt 2!
Having trouble thinking of something to post? Drawing blank on ideas for videos? By the end of this week, you’ll have a long list of content ideas…
I’ve had no less than a dozen agents come to me in the last week worried about the changing market and asking “What would you do?” Well, it’s simple. You can’t control the market. Control what you can control, and that’s YOU and your actions. Here are 10 things I would start doing immediately…
Sometimes we call it synergy… collective genius… or steel sharpens steel. Way too many times we see agents trying to rely solely on themselves. And that won’t work.
Have you seen the AJC this morning? Are you reading YOUR local business news each morning? There’s a great article that you could use to create content today. Will you?
Get local. Show your target audience that YOU are the local expert. There are many ways to do that. Let’s talk about them… Part 1!
I want to share a few tips with you that I’ve learned over the years that just make everything smoother… make it better. Let’s talk about them… Part 4!
I want to share a few tips with you that I’ve learned over the years that just make everything smoother… make it better. Let’s talk about them… Part 3!
I want to share a few tips with you that I’ve learned over the years that just make everything smoother… make it better. Let’s talk about them… Part 2!
I want to share a few tips with you that I’ve learned over the years that just make everything smoother… make it better. Let’s talk about them, Part 1!
What are some of the actions you could take TODAY to sell more homes this month? Let’s talk about them, Part 4!
What are some of the actions you could take TODAY to sell more homes this month? Let’s talk about them, Part 3!
What are some of the actions you could take TODAY to sell more homes this month? Let’s talk about them, Part 3!
What are some of the actions you could take TODAY to sell more homes this month? Let’s talk about them, Part 2!
What are some of the actions you could take TODAY to sell more homes this month? Let’s talk about them, Part 1!
Here are 3 different ways you can generate more business in 2023… if you want to. Let’s talk about Part 4!
Here are 3 different ways you can generate more business in 2023… if you want to. Let’s talk about Part 3!
Here are 3 different ways you can generate more business in 2023… if you want to. Let’s talk about Part 2!
Here are 3 different ways you can generate more business in 2023… if you want to. Let’s talk about Part 1!
This week we’re talking about 16 video ideas to supercharge your marketing and how you can customize and implement these ideas… Part 4!
This week we’re talking about 16 video ideas to supercharge your marketing and how you can customize and implement these ideas… Part 3!
This week we’re talking about 16 video ideas to supercharge your marketing and how you can customize and implement these ideas… Part 2!
This week we’re talking about 16 video ideas to supercharge your marketing and how you can customize and implement these ideas… Part 1!
There are 6 pitfalls of our business… let’s have a conversation on lacking discipline with our schedules… Part 4!
There are 6 pitfalls of our business… let’s have a conversation on how to avoid being afraid of the phone… Part 3!
There are 6 pitfalls of our business… let’s have a conversation on how to avoid entitlement and the easy button… Part 2!
There are 6 pitfalls of our business… let’s have a conversation on how to avoid them… Part 1!
Do you have 6 months of cash reserves in the bank? Are you investing? Saving? We can’t depend on the same amount in our paycheck each month, so, are you prepared? Let’s go over some very important money concepts for REALTORS®… Part 4!
Do you have 6 months of cash reserves in the bank? Are you investing? Saving? We can’t depend on the same amount in our paycheck each month, so, are you prepared? Let’s go over some very important money concepts for REALTORS®… Part 3!
Do you have 6 months of cash reserves in the bank? Are you investing? Saving? We can’t depend on the same amount in our paycheck each month, so, are you prepared? Let’s go over some very important money concepts for REALTORS®… Part 2!
Do you have 6 months of cash reserves in the bank? Are you investing? Saving? We can’t depend on the same amount in our paycheck each month, so, are you prepared? Let’s go over some very important money concepts for REALTORS®… Part 1!
Do you ever struggle with motivation? Almost no one can find that motivation internally… you need to look externally for motivation. Once you do, it’ll change your life. Let’s get into Part 4…
Do you ever struggle with motivation? Almost no one can find that motivation internally… you need to look externally for motivation. Once you do, it’ll change your life. Let’s get into Part 3… music!
Do you ever struggle with motivation? Almost no one can find that motivation internally… you need to look externally for motivation. Once you do, it’ll change your life. Let’s get into Part 2.
Do you ever struggle with motivation? Almost no one can find that motivation internally… you need to look externally for motivation. Once you do, it’ll change your life. Let’s get into Part 1.
Do you ever feel like the real estate industry is betting against you? Well, it is! They are counting on you to fail. Let’s get into Pt 3!
I received a phone call from an industry icon last night, and he had something very interesting to tell me…
Do you ever feel like the real estate industry is betting against you? Well, it is! They are counting on you to fail. Let’s get into Pt 2!
There are really 5 key parts to becoming a successful REALTOR®. Where do you rank yourself on each of these 5 parts? Grab some paper and a pen and score yourself as we go along… where do you rank?
Did you see the REALLY BIG headline in the AJC today? And if not, why? Are you a professional?
If an agent in our brokerage has a listing, that means YOU also have a listing. So you can market yourself around that listing… but how?
What are YOUR habits? Got a text this weekend from an agent with a picture of a quote from Napoleon Hill’s book “Think and Grow Rich”. It says, “ Both success and failure are largely the results of habits.” So, what are YOUR habits?
Working with buyers? This week, we’re running thru 21 good ideas for content marketing for buyers. Let’s wrap up with part 4!
Working with buyers? This week, we’re running thru 21 good ideas for content marketing for buyers. Let’s get into part 3!
Working with buyers? This week, we’re running thru 21 good ideas for content marketing for buyers. Let’s get into part 2!
Working with buyers? This week, we’re running thru 21 good ideas for content marketing for buyers. Let’s get into part 1!
This week, we’re running thru 21 good ideas for videos, podcasts, and blogs. Let’s get into part 4!
This week, we’re running thru 21 good ideas for videos, podcasts, and blogs. Let’s get into part 3!
This week, we’re running thru 21 good ideas for videos, podcasts, and blogs. Let’s get into part 2!
This week, we’re running thru 21 good ideas for videos, podcasts, and blogs. Let’s get into part 1!
Over the course of the week, we’re breaking down 19 ways for you to generate more leads and more business. Let’s dive into part 4!
Over the course of the week, we’re breaking down 19 ways for you to generate more leads and more business. Let’s dive into part 3!
Over the course of the week, we’re breaking down 19 ways for you to generate more leads and more business. Let’s dive into part 2!
Over the course of the week, we’re breaking down 19 ways for you to generate more leads and more business. Let’s dive into part 1!
What’s yours? What is your strong compelling reason for doing what you do every day? Without one, you don’t stand a chance.
How much do I need to do? How much time should I spend doing those things? How much is enough to get what I need?
Podcasts are now mainstream ways of consuming content for millions… is your content available to them? Are you missing out? Here are 10 things you need to know about podcasting.
Just about a month ago we all made goals for 2023… how are those goals coming so far? Are you on track?
There are steps that you can take to ensure that your sphere of influence is out there championing you and your business to the people that THEY know. That’s how you’ll get more referrals and do more business in 2023!
Are you worried that you’re over-communicating with your audience and annoying them? You might be, it all depends on what your content is. Frequency builds familiarity, but it has to be good content.
Along the lines of "And what else can we do?", the Marketing Dept has not one, but TWO people to help you accomplish your marketing needs and sell more houses in less time. Rob & Celina break down who does what and how they can best help you in today's Power Talk.
If you missed the Power Talk call this morning, check it out here! Podcasting is becoming more and more prevalent, and more important to your marketing efforts. And we've done our best to make it easy for you and help you create extremely high-quality audio and video. Let's talk about it!
Let's look at the top 5 ways you can ruin 2023. So much so, that at the end of the year, you'll be excited for it to end!
How do you build a referral base from social media? What is the right way to use social media without flaunting anything or turning 50% of the population away? Let's discuss the 4 ways to use social media to create awareness and gain credibility with those in our social media sphere.
Turn your sphere of influence into ambassadors for your business. So, how do we do that? Let’s talk about some strategies for increasing our referral business in 2023.
After a break to celebrate, and learn from, UGA’s historic title win yesterday, we are back to our regularly scheduled programming. Let’s nail down some strategies for increasing our referral business in 2023.
Let's take a quick diversion from our referrals conversation and talk about lessons we, as REALTORS®, can learn from last night's UGA win.
The Dawgs are continuing their dominance of college football, and we're continuing our series this month on how to build your referral business in 2023!
All this month we're talking about getting more referrals this year, but exactly HOW do you go about doing that?
Check out the first two fundamental building blocks of your referral program in today's call. All this month, I’m breaking down exactly how you get more referrals in the Power Talk calls... don't miss out!
Do you want more referrals? All this month Mike is breaking down exactly how you get more referrals in the Power Talk calls... don't miss out!
As we start turning the page to 2023, here are my Top 10 suggestions for you for 2023… and don’t wait until January to start, get a head start on everyone else and begin today!
An open house on a Friday night? With wine, food, and more? Everyone has at least one good idea. People we don’t like, people with a different worldview, people from a different faith, people that have less experience and success than us, and more… they all have good ideas. Search for that good idea from everybody, and use it! Here’s another one!
Everyone has at least one good idea. People we don’t like, people with a different world view, people from a different faith, people that have less experience and success than us, and more… they all have good ideas. Search for that good idea from everybody, and use it!
My experience in Atlanta real estate has taught me that there are 5 key parts to becoming a successful REALTOR®. No matter who you are, no matter how you set your goals this year, and no matter how much experience you have or don’t have, these 5 parts will determine your level of success.
It’s Dec 1st, have you written down your goals for 2023 yet? Personally and professionally? What is it that you would like to achieve in the next year and why is that important to you?
People have really good reasons for stalling and procrastinating this time of year, right? With a seemingly endless supply of excuses, how do we help our customers move forward with their buying or selling process?
Sound crazy? It’s not. Let’s go over why December could be the absolute best time of year to list your home for sale.
“No one wants to sell or buy in December.” “I’ve got so much going on with the holidays, just no time to work.” “I’m waiting on prices to drop and rates to go down.” SO many excuses this time of year… Let’s get past all of that and zig when everyone else zags.
Lots of questions came in after the Ninja Selling training was held here last week about why we don't let others come in too... it's simple. Most of them just want your money, they're trying to sell you something. And with all the "training" out there, how do you know who's telling you the truth?
So, most of our agents were in the Ninja Selling installation last week, and they may be asking, "So now, where do I start?" They took the first step by investing in themselves, now it's time to take action.
Part of our responsibility is putting the right team together and putting the right people in the right seats… Big changes happening today, and here’s what it means to you…
It’s time to adjust and pivot to a changing marketplace, so how do we do that? Great agents thrive in all markets, but how?
Increasing home prices, with demand still exceeding supply, and many more of my predictions for the next 12 months in the Atlanta real estate market… does it matter? Great agents thrive in ALL markets!
Can I tell you who to vote for? Of course not. But what can we learn from the politicians that are all driving us crazy right now and this upcoming election next week?
We are starting to sound like Charlie Brown’s teacher to our clients and customers… what if we used the Socratic Method instead, and asked questions to help them decide instead of telling them. Do you think that would work?
In this changing real estate climate, it’s our goal to make sure you are NEVER in a position to want to do something, but not know what to do. So let’s wrap up our 16 action items that you can take to grow your business.
We work tirelessly every day to provide you with action items that you can take to grow your business. It’s our passion. Here are 4 more…
I’ve put together 16 actions that you can consistently take to help your business grow, even in this current climate.
With the climate in the market shifting right now, everyone from experienced successful agents to brand new agents are dealing with issues. Let’s talk about them!
There are two types of marketing… passive marketing and active marketing. Which one is right for your target audience and when?
Do you wake up feeling motivated and inspired every day? Of course not. So we have to seek out and find motivation and inspiration.
An above-the-fold headline calling this a “real estate recession?” Reporting that we’ve had a 27% decline in the total number of sales, year-over-year. But those of us in the industry already knew this. How our customers interpret this will depend on you and me.
Maybe you’ve heard it called the Pareto Principle, or the 80/20 rule, but whatever you call it, it’s true. 20% of what you do, generates 80% of your results…
Struggle with ideas for content and for videos? It’s literally lying on the floor all around you… but YOU have to pick it up and make it.
Yes, Bob Dylan’s classic can be applied right now to the real estate industry… the times, they are a changin’ indeed!
What will your life look like in 2023? What will your business look like? What does 2023 have in store for you?
Every year we watch folks trying to set goals and resolutions for the year, AFTER the year has started… how does that work?
Identify the habits with the most impact, and make a change. What if you could completely change your life in the next 100 days? Meet the Challenge, and change your life!
All of us have choices to make, and not making a choice, IS a choice. What if you could completely change your life in the next 100 days? Meet the Challenge, and change your life!
Where do you want to be? What would that look like? What if you could completely change your life in the next 100 days? Meet the Challenge, and change your life!
If you could identify the habits you need to change, would you do it? Are there things that you would like to be different in your life one year from now? What if you could completely change your life in the next 100 days? Meet the Challenge, change your life!
Are there things that you would like to be different in your life one year from now? What if you could completely change your life in the next 100 days? Meet the Challenge, change your life!
Isn’t the definition of insanity doing the same thing over and over and expecting a different result? Are you crazy? The 100-Day Challenge rolls on!
Are there things that you would like to be different in your life one year from now? What if you could completely change your life in the next 100 days? Meet the Challenge, and change your life!
Are there things that you would like to be different in your life one year from now? What if you could completely change your life in the next 100 days? Meet the Challenge, change your life!
Are there things that you would like to be different in your life one year from now? What if you could completely change your life in the next 100 days? Meet the Challenge, change your life!
What if you could completely change your life in the next 100 days? Meet the Challenge, change your life!
What if you could completely change your life in the next 100 days? But, it won’t be easy. Take the 100-Day Challenge! (Pt 4)
What if you could completely change your life in the next 100 days? Take the 100-Day Challenge! (Pt 3)
What if you could completely change your life in the next 100 days? Just change your habits, and change your life. It’s Pt 2 of our series…
All this week we’re talking over the 8 warning signs that your real estate business might just be in trouble… this is Pt 3!
All this week we’re talking over the 8 warning signs that your real estate business might just be in trouble… this is Pt 3!
All this week we’re talking over the 8 warning signs that your real estate business might just be in trouble… this is Pt 2!
All this week we’re talking over the 8 warning signs that your real estate business might just be in trouble… this is Pt 1!
Rob heard Mike laughing as he was reading the paper in his office this morning, so he popped in to find out why...
Part 4… Let’s talk about ways you can take back control of your business and your life.
The outcome of most deals is determined the day everyone signed the contract. So what do you need to know going into that pivotal moment?
I’ve been taking too many calls from too many agents trying to save a deal. And it all could have been avoided with one simple thing…
Let’s talk about Geographic Farming. Just living in a certain neighborhood or area isn’t enough. Let’s talk about 5 things you can do starting right now…
Why did the real estate industry need a third party to come in and help customers find homes? Why did the customer base become dependent on it? HOW do we change that? And lots of other questions answered!
Let's look around the office... who's doing it right? Who's doing social media "right"?
Our Marketing Director, Rob Hamilton, came into my office as I was starting the Power Talk call, and had an interesting question. He asked me, “Mike, why are you SO mad at the real estate industry?” Well, I AM mad and let me tell you why.
What is your job, each day, as a REALTOR? Is it showing houses? Is it filling out contracts? Not even close. Those are by-products of you doing “your job”. Let’s talk about it!
What is your job, each day, as a REALTOR? Is it showing houses? Is it filling out contracts? Not even close. Those are by-products of you doing “your job”. Let’s talk about it!
What do good businesses and business people do? They attract and retain customers. Shouldn’t that be your goal, too? Well, how do you actually do that?
There are 4 things that we all need more of this year… and this week we are going thru all 4 of them. You need more of these 4 things: more referrals, more time off, more net income, more security… Here’s Part 4!
There are 4 things that we all need more of this year… and this week we are going thru all 4 of them. You need more of these 4 things: more referrals, more time off, more net income, more security… Here’s Part 3!
There are 4 things that we all need more of this year… and this week we are going thru all 4 of them. You need more of these 4 things: more referrals, more time off, more net income, more security… Here’s Part 2!
There are 4 things that we all need more of this year… and this week we are going thru all 4 of them. Here’s Part 1!
The term they are using is “shifting market”… but make no mistake, the market is changing. So, how do we change along with it? Great agents thrive in all markets. Let’s talk about how…
Well, of course not. That’s just ridiculous. But, we will probably experience a “shift”… perhaps we already are.
Warren Buffett says, “A rising tide lifts all boats, but when the tide goes back out we’ll see who’s been swimming naked.”
PT 4: Make some goals at the beginning of the year? Have you been keeping track of them and your progress? It's time for an inventory check on your 2022 goals at this midway point of the year.
Make some goals at the beginning of the year? Have you been keeping track of them and your progress? It's time for an inventory check on your 2022 goals at this midway point of the year.
We're almost halfway thru 2022. Do you remember how you started out this year? Remember that feeling of anticipation and excitement?
Here are a couple of things that we’re doing, that you might not be aware of… and both of them could help you grow your business.
Have you heard folks running around saying that housing prices are going to drop? Or that the market is going to crash?
There are four things keeping most people from realizing their potential, let's break them down.
The problems, and issues, that we face, aren't always the problem... let's unwind that.
Let’s go thru more details on something special I would be willing to do to help each of you each day.
Let’s wrap up talking about the 8 truths that we should all consider adopting into our lives and businesses…
Let’s keep talking about the 8 truths that we should all consider adopting into our lives and businesses…
Let’s keep talking about the 8 truths that we should all consider adopting into our lives and businesses…
Lincoln’s famous quote, “A man is about as happy as he chooses to be,” could not possibly be more accurate.
There is so much to do in the day as a real estate agent, it is probably way more than you ever imagined. Right?
Only 5% of the adult population is moving this year, but could we get more than 5% of the adult population to buy more property this year? Maybe investment properties?
"The market is going to crash?!? We're in a bubble!" Have you heard these things, too? SMH…
Today we conclude one of the most important conversations we can ever have around the effective management of our time so that we can lead the lives we desire and care for the people who are important to us.
Remember what we are trying to do this week… building systems & a process that will allow you to get as close to everything you want as possible.
We all have the exact same number of minutes in the day... 1440. But do you find yourself asking, "Where did all my time go?" Let's figure it out!
Dance like nobody is watching… and when people make snarky comments, let it go. Move on and continue to be yourself. You be YOU!
Do you think there is a devil out there? A little guy that sits on your shoulder and tells you to do things? And NOT to do things?
Let's explore the key differences between Active & Passive marketing campaigns and which groups of people they are appropriate for.
It really is the persistency of your consistency… it’s the little things you do each day… that’s how you become a thriving listing agent.
Check out 6 key concerns that our customers have these days and how you can help address them!
Let’s discuss how to increase our listing inventory, with 5 key concepts that are critical to our success as a listing agent.
All this month we’re talking about how you can focus more of your business in listings, rather than buyer-side transactions. How you “List To Last!” And it all comes down to the persistency of your consistency.
People often ask me how I sold 1500 homes in a year. I did it by being me. Being myself. Being unique.
Expired listings and why I love them! Pt 2... After the collective groan, you might want to listen to this one... they work, and they work for a reason. It's today's Power Talk!
Expired listings and why I love them! After the collective groan, you might want to listen to this one... they work, and they work for a reason. It's today's Power Talk!
Continuing “Go out and list Month”… Let's go over some guiding principles for working with FSBOs today.
Have you ever struggled with this? Getting people to return your calls? Why don’t they? Well, the answer is really pretty simple… they don’t want to speak with you! Let’s discuss how to create an environment where people want to return your calls.
Let’s continue “Go out and list Month”, and talk about completing our activities in order to get the listing inventory we want. Today, we’re talking about For Sale By Owners!
Let’s continue “Go out and list Month”, and talk about where exactly listings come from. Do you know? Let’s talk about it!
Every day this week we’re talking about listings and what you should be doing to get them! Would you like to have some listings this week? Are you doing the things necessary to make it happen?
Would you like to have some listings this week? Are you doing the things necessary to make it happen?
Sometimes it seems like the difference between success and failure is so small and fragile… and it really is.
I always advocate you doing the free things, FIRST. Then, spend money on marketing and ads. But, “free” really isn’t “free”, is it? It requires hard work and time.
Sometimes, things can get away from us… moving too fast can make us have to stop and repeat things, or redo things we’ve already done. Let’s slow down, so that we can speed up.
Do you ever have a problem with folks refusing to call you back? Let’s uncover some skills you might want to consider that will substantially increase the rate of returned calls.
The Help! Desk can do so much more than most folks think… Kristina breaks it all down for you today on the Power Talk.
Can you list out the negative people in your life? Can you list the positive people, too? What about those people that are just neutral? And could YOU be the positive person in those folks’ lives? Maybe? Grab some paper and a pen…
Are you setting goals and keeping them in front of you? Are you sticking to a weekly written schedule? Are you prioritizing your business full-time? I bet you’re not.
You only have 3 secs, or less, to grab someone’s attention when you are marketing yourself. Are you doing that?
If you aren’t sure what you should be doing every day to be successful in your business, let’s take a look at 5, 4, 3, 2, 1 plan… a potential $400K in gross commission from a plan like this.
There are SO many things that you could be doing to market yourself, and guess what, they’re FREE! So, before you go spending money on marketing, are you doing the free things?
There are SO many things that you could be doing to market yourself, and guess what, they’re FREE! So, before you go spending money on marketing, are you doing the free things?
There are SO many things that you could be doing to market yourself, and guess what, they’re FREE! So, before you go spending money on marketing, are you doing the free things?
There are SO many things that you could be doing to market yourself, and guess what, they’re FREE! So, before you go spending money on marketing, are you doing the free things?
Real estate is very emotional right now… customers emotions are at their highest, with multiple offers, offers being rejected, and more.
Are you hurting yourself? Are you pinching pennies while losing thousands? Do you have a scarcity mentality?
Let’s talk about 4 agents here that ALL sold over $7M in real estate in their FIRST year.
Does your broker provide the tools you need to stand out? To differentiate yourself from the rest of the crowd?
PART FOUR: There are SO many real estate conferences out there, and they cost money to attend… some of them cost a LOT of money. So which ones are right for you? Let’s get into Part Four of this series.
PART THREE: There are SO many real estate conferences out there, and they cost money to attend… some of them cost a LOT of money. So which ones are right for you? Let’s get into Part Three of this series.
There are SO many real estate conferences out there, and they cost money to attend… some of them cost a LOT of money. So which ones are right for you? Let’s get into Part Two of this series.
There are SO many real estate conferences out there, and they cost money to attend… some of them cost a LOT of money. So which ones are right for you? Let’s get into Part One of this series.
You know you NEED to do it, but HOW do you do it and what should you do afterward? Let’s talk about networking.
I surround myself with these motivational quotes and try my best to live my life around them. Maybe some of them can help you.
What are the top 5 traits of a professional REALTOR? Do you know? Do you possess these traits? Let’s take a short test and find out…
It's Wednesday! Rob gets to ask Mike one question for Power Talk and he wants to know, "What one word describes a successful really agent?"
We become the average of the people we spend the most time with… so birds of a feather DO flock together. It’s true! What does that mean for you and for your business?
Did you set goals back at the first of the year? How are you doing so far? Meeting those goals? On track to achieve those goals?
Are you thinking to yourself, " I don't know what to do"? Well, don't. We're breaking down a LONG list of things that you can do every day to build your business. Let's get into Part 3!
It's Wednesday! Which means Rob gets to ask Mike a question to kick off Power Talk! He wants to know, "Why is it SO important to have action steps?"
Are you thinking to yourself, " I don't know what to do"? Well, don't. We're breaking down a LONG list of things that you can do every day to build your business. Let's get into Part 2!
Are you thinking to yourself, " I don't know what to do"? Well, don't. We're breaking down a LONG list of things that you can do every day to build your business. Let's get started with Part 1!
We’re almost at the end of January. One month gone in 2022 already. Did you set goals for yourself this year? If not, now’s the time to do it. If you did, are you tracking your progress on them?
4:30 AM? I get up at 4:30 AM? WHY? Do you get up every morning in time to get everything you need to do done? What time is that for you?
"Professionals stick to the schedule, amateurs let life get in the way." Are you a professional, or an amateur?
"Professionals stick to the schedule, amateurs let life get in the way." Are you a professional, or an amateur?
It’s a lot, right? SO much we need to accomplish each and every day, how in the world can we get it all done?
It’s a lot, right? SO much we need to accomplish each and every day, how in the world can we get it all done?
There is another disease out there, one that could be holding you back big time. It’s the disease of affluence. Are you suffering from it?
It’s Wednesday! Our Marketing Director, Rob Hamilton, gets to ask our broker, Mike Prewett, anything he wants. Let’s talk about YOUR money!
Picking up where we left off again yesterday, answering the two questions that every real estate agent will have to answer in 2022 if they want to be successful! This is Part 4!
Picking up where we left off again yesterday, answering the two questions that every real estate agent will have to answer in 2022 if they want to be successful! This is Part 3!
Picking up where we left off yesterday, answering the two questions that every real estate agent will have to answer in 2022 if they want to be successful!
There are TWO questions that every real estate agent and REALTOR® will have to answer in 2022...
Are you frustrated with your business this year? There are things that you can change going into 2022…
I have an important message to share with you this morning as a follow-up to yesterday…
There’s definitely a shift coming to residential real estate… the numbers are indisputable. Is the shift what you are expecting?
Change your habits, change your life... this is a true story from this past weekend that might help put things in perspective for you.
More advice from my 34-years in real estate that actually turned out to be good advice!
Throughout my 34 years in real estate, I have been given a lot of advice. Let's talk about some of the good advice that has come my way over that 34 years...
They’re coming for your wallet. All of those folks offering to help you set and achieve your goals in 2022. Your BHAG. Your Picture Board. What if there was a better, FREE, way to handle this.
It's Marketing Wednesday, and Mike never knows what question Rob has for him... curveball today. Let's talk about open houses in THIS market!
Let's recap habits 1-3, and then wrap up our list with habits 4-7! It's the 7 Habits of Highly Effective Real Estate Agents...
If you've read Stephen Covey's 7 Habits of Highly Effective People, good, you should have. It's a great book. Borrowing on that concept, let's break down the 7 Habits of Highly Effective Real Estate Agents! Today, we tackle habits 1-3.
It’s Christmas already? Or is it? Just like stores are trying to manipulate you into buying Christmas gifts NOW, there are plenty of companies out there trying to get into real estate agents' heads and their wallet or purses, as well!
Mike interviews an Atlanta agent that woke up one day and decided to “flip the switch” to go from mediocre to an exceptional in 30 days. What caused the “awakening” and what has been the result?
Where are you in your business today? Let's spend some time this week taking stock of where we are, and what we are doing to achieve our goals. Today we go thru the last four things we should be taking stock of, and recap all 10 things.
It's Marketing Wednesday! Biggest story from yesterday? The Atlanta Braves are World Series Champs... second-biggest story? Zillow is exiting the iBuyer game! What does this mean for you and I?
Where are you in your business today? Let's spend some time this week taking stock of where we are, and what we are doing to achieve our goals. Today we go thru four more things we should be taking stock of.
Where are you in your business today? Let's spend some time this week taking stock of where we are, and what we are doing to achieve our goals.
People communicate in different ways. Some prefer the telephone, others prefer text, and still, others prefer FB Messenger or a chat platform… or maybe an email? YOU have to use the platform and method that THEY want to use. Not the other way around.
It's Wednesday! So Rob gets to ask Mike a question... and he wants to know, "Why are you SO focused on follow-up campaigns?"
Follow-up campaigns are extremely important. We are working with customers on the biggest purchase they will make in their lifetimes... it ain't happening overnight, folks.
All this week, Mike is going to be giving you tips on capture and conversion! Let's get into it!
Don’t blend in with everyone else and what everyone else is doing. Set yourself apart. Differentiate yourself. Let’s talk about a few more ways to do that.
Is it possible to work a part-time schedule and make full-time money? The answer might surprise you.
We spend so much time boring our customers to death. Videos in our cars, subjects that can just bore them to tears. Let's stop that.
Don’t be trite, don’t fall into the trap of posting the same trite content that every other agent posts.
Only about 5% of the population will actually be moving this year. But a lot more folks will be buying investment property and staying in their residential home. What kind of message could you send to those folks?
A LOT of agents are spending quite a bit of money on marketing themselves, but they're not checking all of the free boxes off first... stop! What are those free things?
All this week, I'm offering you tips for building your real estate business… today, we’re talking about attracting more buyers and sellers!
All this week, I am offering you tips for building your real estate business… today, let’s call it, “A CMA A Day".
What is so hard about being a real estate agent? You just drive around in your luxury car and show houses? Right? Isn't that all there is to it? Ohhhh, you've been told "The Big Lie"...
"I'm a real estate agent, how do I generate more business?" I hear it all the time. Well, let's break that down.
Let's talk about the big lie. "You're just going to be showing homes and driving clients around." Yeah, not so much.
I will give you every tool you could ever need to be elite, will you take advantage of them?
Have you ever thought, "Getting a lead is great, but how do you turn it into a customer? And then a closing?" Mike is taking you through the process of doing just that, all this week!
Have you ever thought, "Getting a lead is great, but how do you turn it into a customer? And then a closing?" Mike is taking you through the process of doing just that, all this week! Part 3!
Part 2! Have you ever thought, "Getting a lead is great, but how do you turn it into a customer? And then a closing?" Mike is taking you through the process of doing just that, all this week!
Have you ever thought, "Getting a lead is great, but how do you turn it into a customer? And then a closing?" Mike is taking you through the process of doing just that, all this week!
Rob asks Mike, "Why are you always talking about marketing? You're a very successful real estate agent and a broker. Why not talk about real estate?" It's Marketing Wednesday at Century 21 Connect Realty!
I get a LOT of questions from agents in our office and I like it! It means you guys are engaged, curious, and wanting to learn. Let’s see how many of these questions we can get through today, and we’ll tackle this over the next week!
"A person is as happy as they choose to be"... love that quote. Let's talk about the obstacles standing in the way of you being great, or even just good enough!
Here are three things that, if you want to be successful in real estate, you need to start doing right now. Let’s break down all three…
I want you to pick up your phone, unless you are driving, and open the contacts list while you are listening to this. We're going to do some simple math, and you'll be surprised at how many likely home sellers or buyers that you already have on YOUR phone.
It's Marketing Wednesday, and our Marketing Director Rob Hamilton wants to know, "Mike, why do you come in SO early?"
Most real estate agents think they might be self-conscious about their looks, or the way their voice sounds, or their ability to convey their message in a video… that’s not the issue.
Can't think of anything to make a video about? Out of ideas of WHO to market to? What about investment opportunities for those folks that don't want to move?
Is there a boogie man out there trying to steal your business? Zillow? Open Door? Knock? Offer Pad? Instead of the myths being pumped at you every day, let’s look at some real truths and how to effectively respond.
So you’re doing well? You’re starting to make a little money? You might actually be saving or investing? But are you confident that you are managing your money the right way? In the right priority?
Do you ever feel like you are talking, but nobody’s listening? Maybe it’s because you are just boring them to death… maybe.
Do you ever feel like you are talking, but nobody’s listening? Maybe it’s because you are just boring them to death… maybe.
Getting your mindset right is so important in everything that you do. Work, family life, any sports that you may participate in, and more, all require you to be in the right mindset.
How much money should I spend on marketing, and where should I spend it? It's Marketing Wednesday!
I get this question all of the time... "What do the next 5 years in real estate look like? What can we expect?" Well, let's talk about it!
I watch too many agents across metro Atlanta make the same mistake in their marketing message day after day. I admire the effort they are making, but I feel sad that the tone of their message is missing the mark.
Where is our industry headed over the next two years? What should WE be doing to make sure that we are set up for success?
Indoor cats lay around, get fed, sun themselves... but are completely dependent upon someone else to stay alive. Outdoor cats hunt their own food, sleep where they want to, and do what they want when they want. And THEY are dependent upon NO ONE!
Let's talk about the law of opportunity costs... what does it really cost you to do something, or not do something?
Why are paid lead generators and teams such a bad idea? What's wrong with giving 40% - 50% of your income to someone else? A LOT!
One year from today, on June 21, 2022, where will you be? Will you still be in real estate?
Ever hear people talk about “verticals” and wonder how that applies to you?
Is your business diversified enough to withstand a changing market?
How do I sell more, but do so in less time?
How can I minimize my expenses this year without hurting my business?
Was I the brightest kid in school? Nope. Was I given a secret at an early age? Nope. I got up, got dressed, and went to work.
Ever hear people talk about “verticals” and wonder how that applies to you?
Is your business diversified enough to withstand a changing market?
How do I sell more, but do so in less time?
How can I minimize my expenses this year without hurting my business?
Why is consistency in your marketing and business efforts SO important? Let's go over it.
Do you find yourself struggling to come up with something to make a video about? To post on social media? Good content ideas are laying all around you...
What do think? Is there a devil? Is he a little red guy with horns, a tail, and a pitchfork? Or… would he come disguised more cleverly than that?
When it comes to marketing yourself… there are two forms this can take. I watch agents who think they are “taking action” get it wrong all the time and it costs them huge amounts of money and time.
Want to spend some time with your family this summer? At the beach, or at the lake? Us too! But we don't want to be "that guy", the one on their cellphone or laptop the entire time... OR the one that lets down their customer!
According to Newton, an object in motion stays in motion, right? And an object at rest stays at rest UNLESS acted upon. Well, we’re the same way, right? Let’s talk about how to get back into motion, after long weekends of rest.
Great agents thrive in ALL markets… because they adapt and change to the environment in which they find themselves. After 34 years in Atlanta real estate, I can emphatically state that is absolutely the truth.
“There are no homes for sale!” Well, sales are at an all-time high… so some agents are doing just fine.
But… HOW do they adapt and HOW are they changing?
Great agents thrive in ALL markets… because they adapt and change to the environment in which they find themselves. After 34 years in Atlanta real estate, I can emphatically state that is absolutely the truth.
“There are no homes for sale!” Well, sales are at an all-time high… so some agents are doing just fine.
Great agents don’t sit around whining and making excuses… they adapt and they change.
But… HOW do they adapt and HOW are they changing?
Great agents thrive in ALL markets… because they adapt and change to the environment in which they find themselves. After 34 years in Atlanta real estate, I can emphatically state that is absolutely the truth.
“There are no homes for sale!” Well, sales are at an all-time high… so some agents are doing just fine.
“I can’t win these multiple offer situations.” Interesting… because somebody is winning the offer.
“Nobody wants to list because they can’t find the next house.” Fun fact… listing inventory has been climbing over the past 30 days.
Great agents don’t sit around whining and making excuses… they adapt and they change.
But… HOW do they adapt and HOW are they changing?