Persuasion is one of my favorite topics because everyday in multiple ways we play persuasion games.  According to game theory everything we do is an act of persuasion---we do this at work, at home, with our kids and with our partners.  For most of us---trying to get another to see the world as we see it is the most important thing and that is never truer than in business. 

Today on the show we bring on Tyler Whitman of the hit show Million Dollar Listing.  We discuss why you need to be a hyper local expert in your market.  We dig into the type of expertise you must develop to differentiate yourself and why differentiation is the difference between winning and going hungry.

Getting rich is rarely about being the smartest person in the room nor, is it always about taking gigantic risks and betting it all on black.  More often than not, its about being in the right place at the right time and recognizing that the world is shifting beneath your feet.  That's why the "luckiest" entrepreneurs often have a very diverse group of friends and  interests.  Today's guest recognized there was gold laying in plain sight.

Whether its from government intervention or tech innovation the way realtors have typically made a living are about to change.   Some of the changes that have been proposed are small and relatively unimportant.  A rule that was enacted across the board was that buyers agents could no longer advertise that there services were "free" and that agents could no longer "not" show a property due to the low co-op fee.  Those seem pretty reasonable and were enacted by most MLS's across the nation...

When you are stuck how do you breakout?  What separates the average performer from the super successful?  Dr. Hank Seitz and I discuss these issues along with various other topics including mental mapping and how we all may be cut from the same cloth but, just haven't yet realized it.

Matthew Ferry coach to Fortune 100 CEO's and ultra high performers comes on the show to share how he helps his clients breakthrough barriers that are stopping them from reaching their full potential. Matthew is not a motivational coach; he is more like a performance enhancing drug. He helps people identify a purpose larger than themselves and helps them attain levels previously thought unattainable.

In this episode we talk about using predictive models and analytics to find more sellers. We talk about the state of the technology and how it might impact agents. We talk about threats to the status quo and how agents might interact and utilize new technology to get better .

Krista has been a top agent for a very long time.  I ask her what she has learned from coaching top agents as well as, what agents are getting wrong.  I hope you enjoy this as much as I did.

Gregg is a mindset coach.  We discuss how to identify your unique competitive advantage.  Where people get stuck in their businesses and lives and how to break out of those barriers.  WE discuss why you should develop your own personal board of directors. And we talk about the things that hold people back from achieving the life of their dreams and why sometimes we are our own worst enemy.  

Most realtors are drowning in a sea of sameness and they dont know how to breakout. They dont know how to position themselves and they struggle. Today we discuss how to find your unique place in a community.

Theres no question that real estate is on the minds of most people in business as its a very direct indicator of a healthy market.  For the last year there has been a large push upward on prices and equity.  By all measures the upward thrust in price appreciation has been largely artificial.  Artificial in the sense that halting foreclosures and evictions has put a stranglehold on inventory.  This stranglehold is set to release ..

Hey everybody--today I bring on Michael Reddington.  Michael is the founder of inquisitive and is a forensic interviewer.  Michael teaches CEOs how to apply investigative interviewing techniques in their roles as leaders in order to reach their vision and exert  influence. Michael says the cognitive processes that drive interrogation suspects to say “I did it”, is the same process that drive customers to say “I’ll buy it” and employees to say “I’ll do it” are all nearly identical.

This is a wobbly market and our way ahead is still uncertain from an economic perspective.  Wall street is getting a little more nervous  as inflation heats up and the biden administration today has proposed increasing capital gains --all of this points to continued pressure on inventory. If that's the case there will be more qualified agents competing for the same amount of inventory.  I brought on the CEO of BombBomb to talk about how what he thinks is the most compelling way to do this.

I just read that there are now two licensed realtors for each home listed. We need to consider the implications of the data. The average shelf life of an agent is 18 months--they will sell an average of 8 to 12 sides a year. With super constricted inventory will we see that drop-maybe to 4-6 sides. Shelf life shrink to less than a year? Will this give rise to larger teams or more teams in general? One thing is for certain the middle is shrinking----

Todays guest talks about branding as something more fundamental.  She explains how a brand is an authentic representation of your values and concepts.  She explains how to create your brand as well as, how once fully formed will inform all of your messaging---from the way one approaches a market to the type of people one works with.  I particularly resonated with idea that if my brand is authentic to my way of interacting with the world I will attract the type of people I want to work with a...

We spend a lot of time over here thinking about how this market is trending.  We of course want to help our clients skate to where the puck is going rather than doing what it feels like most people are doing which is skating to where the puck is. Through 2021 we will still find ourselves in a very constricted market with limited supply of available homes.  So if this is the environment we find ourselves in and we believe this environment will be stable through 2021 what should we do? 

OJO Labs has been capturing top tier talent and are quietly building out an infrastructure that could change the way consumers Understanding that OJO’s mission to help people make better decisions through the fusion of machine learning and human intelligence.  Put in enough conversations and you hit an inflection point where a machine is conversant.  It can answer many routine and maybe non routine questions in a home sale or purchase. This may be a game changer in how agents and consumer...

Todays guest is Bob Corcoran--If you dont know bob he is the guy behind the guy. At the next conference you go to---- If you see a person on stage getting an award for doing 100M or 200M in production there is a good chance they are either coaching with bob or have been in the past. I am releasing a conversation I recently had with bob------it was just him and I talking. This is not really an interview its just two guys talking about life and business and because of that we both get personal

Coffee is for closers... hiring the right team and the telltale signs of a top producer. Listen to my conversation with team owner Aaron Rian.

Sometimes you can't see the one thing that is holding you back or sabotaging your dreams. Today's guest shares how she helps people find a path to reach their goals in a way that is most authentic to themselves.

Today on the show I brought on a guy with a team of 3 did 100M in production last year. Obviously, the only way to do that level of production is when your selling luxury.  Selling luxury is not only ridiculously lucrative it's sexy---for a lot of people this is why they get into real estate. Today's guest shares a lot of nuggets when it comes to building a luxury brand, meeting the right kind of people, and the type of skillset needed to pull down 8 figure deals.

One thing is very clear pandemic or no pandemic the business of selling real estate is changing and they are a lot of very deep-pocketed companies that want to disintermediate the agent. The takeaway from this is that we must stay ahead of tech-focused companies that want to automate most of the home selling and buying process. You can look at some of the moves zillow has recently made. Everyone wants to create and deliver an end to end solution technology that will sell real estate...

Year end planning is more critical than ever---there has never been a year where the future looks so foggy and a lot of people will create and implement strategies that will be obsolete in 90 days and in those 90 days you could lose half of your year trying to regroup. Today I cover some of the Do's and Dont's as well as, offer you my annual planning framework--and after that---we have a fantastic coach named Jake Dixon!

what are you going to do this year that will propel you forward? What are you doing to keep your existing clients and how can you get new listings from the people we know. I always encourage clients to look at is their sphere of influence and your database. Everyone thinks they are in touch with their sphere until they find out their good friend just listed with someone else. SOI and database at first seem like one pillar but, i find it helpful to separate the two. Listen to todays...