For you agents out there, I’ve got a question: have you mapped home anniversaries for your entire database?

What does that mean? When we help someone buy a home, we automatically record the closing date in our CRM. If you haven’t been doing that, start now. If you haven’t done it for your whole career, go back and do it for every house you’ve ever sold.

When that anniversary date comes up—January, February, March, April, May, whenever—you now have a reason to call those clients and say, “Hey, happy six-year home anniversary. Can you believe it’s already been six years?”

Then you say, “Guess what? It’s your turn for a home equity analysis. I like to update all my friends on how much money they’ve made on their house over the last 12 months.”

You tell them, “Here’s what you’ve made. Percentage-wise, it looks like about $22,000.”

That’s a great present to get every year. Your clients will love this.

Second, you follow it up by saying, “By the way, if you know anybody buying or selli...

If you're coaching agents as part of your real estate brokerage or team, which we all do, one of the best methods I’ve learned is the 1-3-1 Method.

When someone brings you a problem, start by asking:

First, let's clarify the problem: What’s the one main issue we’re dealing with here?

Not 55 different things—just the one big issue we need to solve.

Then, ask: What do you think are three viable solutions for solving this?

If they can’t come up with three, help them brainstorm.

Finally, have them choose: Which do you think is the most viable option for actually getting this resolved?

Encourage them to go out, try it, and see how it works.

As a leader, whether you're a team leader or a brokerage owner, make a note in your CRM to follow up with that agent in a day or two. Check if the resolution actually solved the problem. Sometimes they'll come back and tell you, but if they don’t, reach out and ask, "Did that solve the issue?"

By using the 1-3-1 Method, you’re teaching them to f...

Whether you're a top producer doing $30, $40, $50 million in business, or someone struggling with just a handful of sales a year, we've all faced this. And we'll face it again in the future. It's called the downward spiral.

Think of it like getting a cold in the industry that affects your performance. It's inevitable, and what we do about it makes the biggest difference.

First, you'll notice an attitude shift. Something influences your attitude, making you less effective. Maybe you've been beaten up by a listing or a sale, and you're feeling down.

Next, your work habits shift. You might go home earlier, let priorities slide, and change your work habits. Then, your commitment wanes. You'll start putting things off without a sense of urgency.

As a result, your performance suffers, and your results decline. This can create a vicious cycle, leading agents to spiral out of the business.

I don't want that to happen to you. So, what can you do?

Recognize the downward spiral and take act...