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 What Modern Real Estate Consumers Want

Modern consumers want to help themselves. According to Forrester research, by the year 2020, the customer will manage 85% of a relationship with an enterprise without interacting with a human—which is nuts, right? In the real estate industry, for instance, how might this affect us? Can you imagine being hands-off with your clients 85% of […]

standard One Simple Step to Convert Open House Leads into Appointments

In a recent keynote speech, Gary Vaynerchuk asked, “How many people are mad when another human being calls them?” Nearly half of a room seated for 700 raised their hands, thus confirming that they often experience feelings of frustration literally anytime the phone rings. In a brazen tone, Vaynerchuk continued, declaring “You’re mad because you […]

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 The More Specific, the More Authentic; the More Recent, the More Relevant.

The Science of Creating Useful Online Content: Do you remember the website from back in the 90’s, Ask Jeeves—the one with the animated butler character (not the Grey Poupon mustard guy, to be clear)? Well, it’s just now—but let’s be realistic, like anyone cares. In retrospect, however, I think they might have been onto something: answering questions. In fact, […]

standard Creating Content Today for Your Customers Tomorrow

Content marketing is not a buzzword, a fad, or a relic of the past. To the contrary, it is your present—your future, even. I learned, recently, according to Business-2-Community, that 61% of consumers feel not only better about a business that delivers custom (that is, original) content, but they are also more likely to buy […]

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 […]