standard How Reacting to “The Details” Wrecks Your Goals

Imagine driving a car while staring only at what’s immediately in front of your eyes—not more than three feet in front of your bumper. You jerk the wheel ever so slightly to the left and then to the right trying to adjust to the little shifts in the road coming at you 65 miles per […]

standard The Danger of Thinking the Possible, Impossible

Ever decided against doing something big or meaningful because a “what-if” thought convinced you it would never work? If your answer is yes, you’re not alone. For instance, early in my speaking career a mentor of mine, Brian Copeland, used to forward me applications to speak at different real estate conferences. I would always apply, […]

standard Scenes from an Italian Restaurant: a lesson in sales

Years ago, I served tables at a bustling Italian Restaurant. The weekends were especially crazy. Greeting tables, taking orders, making change for a $100—it was total hysteria. I remember they used to have us shout “Corner!” whenever we approached a crossing to prevent staff with hands full of plates or drinks from crashing into one […]

standard If Me, Then Results: How Oversimplified Marketing Can Undermine Your Real Estate Business

Recently, I started thinking about things that look easy but are, in fact, deceptively challenging. For example, what about those 30-second clips on HGTV or DIY that attempt to teach viewers how to perform at-home projects such as installing a grout-tile shower “in only three simple steps”—like it’s ever that easy. You watch the clip, […]

standard How I Gained Perspective Driving Down a Turnpike

According to 24/7 Wall St., the top ten cities with the worst traffic are, in descending order: 10. Riverside-San Bernardino, CA 09. Houston, TX 08. Chicago, IL-IN 07. Seattle, WA 06. Boston, MA-NH-RI 05. San Jose, CA 04. New York-Newark, NY-NJ-CT 03. San Francisco-Oakland, CA 02. Los Angeles-Long Beach-Anaheim, CA 01. Washington DC-VA-MD Urban traffic […]

standard Check Your Title at the Door, Please: 3 Ideas to Strengthen the Commitment of your Real Estate Team

In the book Creativity, Inc., its author, Ed Catmull, who co-founded Pixar Animation Studios alongside Steve Jobs, said he once requested that a long, rectangular conference table at Pixar be replaced with a fat, square one. In the book, he stated that he had this done to quash a growing sense of hierarchy in the conference room, and by extension, […]

standard Filling the Forgotten Potholes in Your Business

West down Observer Hwy. left on to Monroe St., right on to Newark Ave., pass around the bend, merge and pass through the light, apply brakes, swerve left — dodge enormous pothole — swerve right, take turnpike exit, and onward… Five days a week, unless I’m traveling, this is my “pre-turnpike” route to the office, […]

standard The Innovative Benefits of Constraint

While planning a Coldwell Banker conference, a discussion emerged centered around the cost of hiring speakers relative to the total allotted time each were given to present on stage. At one point it was suggested that the longer the speaker spoke, the more “bang for the buck” we’d be receiving. While the notion seemed reasonable […]

standard 3 Mindsets to Exceed Customer Expectations

Customer service isn’t just a list of items—of things we do and mark complete. It is a mindset, the result of which fosters an exceptional experience and leaves a lasting impression… it delights. Real estate professionals of this mindset never stop striving toward creating better customer experiences—they simply don’t settle. In mathematics, there’s a phenomenon […]

standard Progress is What Progress Does—Try Not to Get in Its Way

Q. What do librarians, box office attendants, and local weather stations have in common? A. Each in its own way, is being edged-out by technological innovation. Over the past number of years, the role of librarians has been minimized, modified, and made over as a result of the changing ways in which people access the […]