Let me tell you a secret... This newsletter (yes, the one you're reading right now) used to ruin my weekend, every single weekend. I don't like to work on weekends. I never schedule coaching calls on weekends. But my work week was so packed with calls that I always ended up writing my weekly email on the weekend. It would take at least 3 or 4 hours, and it was always a drag. I had important things to say and wanted to get the message out, but boy was it painful. Eventually I said screw that, I need my rest…so I tried to squeeze it in on Monday morning, but I just didn't have a 3 - 4 hour gap i ..read more

This week’s blog comes to you from Ashley Donat, the newest member of the Performance Coaching team and a process management wizard. She’ll be leading our 10-week Process Management Bootcamp starting April 29th—learn more and sign up here. Let me start with a personal question… What would happen to your business if your personal life suddenly turned upside down? I found out for myself a few years ago, when I lost both my dad and my older brother within a few months of each other. If you’ve ever lost a loved one, you can imagine the state I was in—struggling through my own grief while watching ..read more

You know how much I love football. So when Apple released The Dynasty, a new mini-series about the New England Patriots in the era of Tom Brady and Bill Belichick, of course I had to watch it… And what I saw was the same thing I’m always telling my coaching clients: you are NOT in control. It’s easy to look at the Patriots’ record from that period—6 Super Bowl wins, 9 conference championships, 17 division championships—and conclude that they were obviously a cut above the rest of the league. But when you go back through it in detail, you see how easily things could have turned out completely d ..read more

Big news... Over the coming months, we’ll be adding a few new faces to the Performance Coaching team—outstanding coaches who can help you master the Six Building Blocks to build a sustainable, scalable, stress-free real estate business. This week’s blog is from our first newcomer, Rica Ruiz, a full-time practicing broker who focuses on helping agents establish their client base and build the essential systems of their business.  I’ll start with a confession: I’m a coaching junkie.  I committed to real estate full-time in 2010, and since then, I’ve been through 5 coaching programs and ..read more

You hear me talk about being coachable all the time, but this week I want to hit it head on. The sad fact is, most agents are NOT coachable. Why? Because they value comfort over everything else. As long as your desire to be comfortable is greater than your desire to be better, you’re going to RESIST any and all coaching. You might be thinking, Of course I value growth over comfort—otherwise why would I work so hard and take on all this stress?  But that’s not the kind of comfort I’m talking about. This isn’t about putting in more hours, making more phone calls, or spending more money. It ..read more

Right before the last drive in the Super Bowl this year, Patrick Mahomes (quarterback for the Chiefs) went up and down the sideline saying to everyone, “Mindset, mindset, mindset.” That guy has it right—mindset is EVERYTHING, {{ first_name }}. I say that all the time, but this week, I want to make it more concrete for you. I want to talk about the 4 false beliefs that I GUARANTEE are tripping up your mindset. ➡ FALSE BELIEF #1: I’m not good enough. This one thought is the root cause of all our inner problems in life. Virtually everyone I coach believes this on some level, whether they realize ..read more

I’m going to go out on a limb here and tick off the whole real estate world. You’re going to disagree with everything I’m about to say. You’ll think I’m an old geezer who doesn’t know what I’m talking about. You’ll want to tell me I’ve been hit on the head one too many times, and I should just retire now. Here it goes… The whole concept of lead generation and conversion is NONSENSE. I know that defies everything you’ve been taught. Since day one as an agent, it was pounded into your head that you have to generate and convert leads… As if somehow you have magical powers that can cause people to ..read more

Every real estate agent goes through the same thing, {{ first_name }}. Sometimes, you feel flush with cash. Everything is going your way, and you’re excited and positive about your work. Other times—more often than not—you feel broke. You wonder where your next deal is, or if you’ll ever sell another home. This is a boom-or-bust business. It’s simply the nature of the beast. It doesn’t matter how many homes you’ve sold. This emotional roller coaster doesn’t smooth out with experience.  You’re not the only one on it. Your team and your clients are on this crazy ride, too. Hopes and dreams ..read more

This week, as I led the first round of coaching calls for the year, one thing was very clear to me… This moment really is a golden opportunity to decide how you want to do business this year. If you don’t make a conscious choice to do something different, you will keep doing what you’ve always done… And how has that been working for you so far? The logic of this is brutally clear. Just look at where you are now. If it’s not where you want to be, you need to do something different. This is NOT easy. As human beings we like to choose comfort, certainty, and control. We like to keep doing the thi ..read more

It’s Caroline again, resident CRM expert at Performance Coaching. I talk to a LOT of agents about CRM, and there are 4 big myths that come up again and again—and hold people back from achieving their business goals. It's about time I debunk them for you. 1. CRM is too complex. It’s true, modern CRM software has a ton of features and capabilities. It can be overwhelming. But in the end, there’s only ONE THING your CRM needs to do… Tell you who to reach out to every day. Until you’re checking in with everyone in your database every 90 days, none of the bells and whistles matter. Ultimately, your ..read more