When The Work Actually Works

Hi ,

I was speaking in Chicago last week and I not only touched on AI and the future of real estate, but I also talked about the basics. On stage and off stage. After the event was over, an agent came up to me and said, "Everyone talks about all these new tools and strategies, but honestly, I just need to know, what actually works?" We ended up having a 10 min conversation about a listing she just got, and I started listing off simple, free things she could do: a walkthrough video, neighborhood highlights, text her past clients, post on five platforms, and send it to her sphere. She pulled out her phone and started taking notes. Then she looked up and said, "Wait, you really do all of this?" And that's when I had the same thought I often have when I’m doing webinars from home. The gap isn't knowledge. Most agents know what they should be doing. The gap is execution. The difference between average and exceptional isn't talent or budget, it's consistency. When you say you'll do fifteen things and you actually do all fifteen, you don't just earn trust. You become irreplaceable. This week pick five actions that cost nothing but effort, write them down, and check every single one off. Let your follow-through be your reputation.*

For the first 3 years of my business I thought that being busy meant I was being productive. I'd run from showing to showing, answer emails at stoplights, and convince myself that motion equaled progress. Then one day, a mentor asked me, "What are your actual priorities right now?" and I couldn't answer without rambling. That's when I learned the four-bucket system: Health, Relationships, Work, Growth. And it was reinforced at a Tony Robbins event in 2006. I wrote each word on a separate page and asked myself three questions for each: What feels off? What's working? What would make the biggest impact in thirty days? Within ten minutes, I had clarity I hadn't felt in months. Priorities aren't about doing more. They're about doing the right things with intention. When you know what matters most, you stop wasting energy on everything else. Your takeaway: Spend fifteen minutes this weekend with those four buckets. Write what feels off, what's working, and what would move the needle most. You'll be shocked how fast the fog clears.

I was in Santa Cruz CA speaking for the local board of realtors and I spoke about ai and relationships and showing up authentically and there were a lot of questions around content creation. The best content you'll ever create isn't polished, it's honest. I've posted Reels that took thirty seconds to film that got more engagement than the ones I spent an hour editing. Why? Because people can feel when you're trying too hard. They can sense when something is manufactured. But when you pull out your phone, walk through a listing, and just talk like you're explaining it to a friend? That lands. No script. No fancy transitions. Just me being real. Content doesn't have to be perfect to be effective. It just has to be true. This weekend record one short video this week where you talk about something you actually care about in your market. No editing. No overthinking. Just hit record and be yourself.

One other thing you should try before the year ends is this. When you get a listing, you're not just selling a house, you're creating a content engine. Every listing is a chance to teach, connect, and serve. A single property can become fifteen Instagram posts, five blog articles, three YouTube videos, and dozens of personal outreach moments. But most agents treat it like a one-and-done transaction. They post it once, stick it on the MLS, and hope someone bites. The agents who win aren't working harder. They're thinking differently. They're asking, "How can I turn this opportunity into fifty touchpoints?" They're not just listing homes, they're building visibility, trust, and relationships at scale. Your takeaway: The next time you get a listing, commit to creating at least ten pieces of content from it. A walkthrough. A neighborhood highlight. A seller story. Use what you have in your hands to serve more people.

At the end of the day, real estate isn't about houses.

The agents who last in this business aren't the flashiest or the loudest, they're the ones who treat every client like they matter, because they actually do. I've built my career on a simple belief: if you focus on being valuable instead of being visible, visibility takes care of itself. That doesn't mean you don't market. It means your marketing is rooted in service, not self-promotion. It means most of your posts, many calls, a lot of open houses are about helping someone make a better decision. People don't just want an agent. They want someone who sees them, hears them, and genuinely cares about their outcome. Be that person. Not because it's good for business,  though it is, but because it's the right way to live. This week, ask yourself before every action: "Is this about me, or is this about serving someone else?" Let that question guide you. You'll be surprised how much changes when you start from that place.