Are you running sales contests with your teams and brokerages?

If not, you're missing a big opportunity. Sales contests can generate energy and excitement, which drives performance. But there’s a right way and a wrong way to do a sales contest.

Here’s the wrong way: focusing the contest on results.

You might wonder, what else would you focus on?

Well, if you're tracking things like how many escrows were created or how many listings were taken, the same people will win every time. The problem with focusing on results is that you can’t control them.

What you can control is the work. So, instead of focusing on results, shift the focus to what actually creates results—the work itself.

For example, you might say, "We’re doing a contest this month on who adds the most people to their sphere of influence." Or, "Who can do five posts a week for the next four weeks?"

You could track how many unsolicited CMAs agents push out in three weeks, who does the most open...

The impact of climate change is becoming increasingly evident through natural disasters worldwide. In my market alone, 2,700 homes were lost to wildfires, including three duplexes that I owned. Recent events like the devastating fire in Maui have left hundreds homeless.

How does this relate to real estate? Well, it's directly tied. Amid this destruction, we, as REALTORS, have an opportunity to step in and provide assistance. While it won't be an immediate transaction, it can help us build lasting relationships founded on genuine value.

So what's my suggestion?

Reach out promptly to your entire sphere of influence. Capitalize on the awareness generated by these incidents. Say, "Given the current wave of natural disasters, many clients have requested a quick update on their home value to ensure their insurance coverage is adequate. I've already prepared this report for you, and it took just a few minutes. If you're...

Hey folks, let's step into my DeLorean and journey back to January 1st. Time to take a look at what you've achieved from then till now. Join me as I walk you through a self-evaluation of 10 pivotal actions.

First off, calls. Have you connected with everyone in your database? A quick chat or two?

How about personalized texts or DMs? Opting for video texts is even better.

Emails - have you sent individual, meaningful emails to each database entry? And what about bulk emails? Regular newsletters, monthly or more?

Are you leveraging audio snips? Those small audio messages can make an impact. And video messages? The personal touch goes a long way.

Speaking of impact, client events. Have you hosted any this year? If not, consider it. Networking meetings also count.

Have you engaged in one-on-one conversations over coffee or meals? How many times a week?

Now, let's talk about social media. Are you consistently posting five...