Episode 280 – Market Stats Every Real Estate Advisor Should Track

If you want to operate like a true real estate professional—not just react to the market but anticipate it—you need to track the right numbers. The most successful real estate advisors do not guess—they interpret data and use it to guide their business and client strategy.

In this episode of Monday Morning Pep Talk, Jim Miller breaks down the three most important market statistics every real estate advisor should be watching closely. Whether you are navigating a shifting market or preparing your clients for a competitive offer, these numbers will become the foundation of your insight, expertise, and confidence.

These are not just metrics—they are the vital signs of the market. When you understand them, you no longer guess what will happen—you see it coming.

📊 What You Will Learn in This Episode:

• Months of Supply – Understand how much inventory is available and whether the market favors buyers or sellers.

• Days on Market (DOM) – Gauge buyer demand and seller expectations through average listing timelines.

• List-to-Sale Price Ratio – Evaluate pricing accuracy and negotiation leverage based on final sale trends.

By mastering these numbers, you can communicate more clearly with clients, guide smarter decisions, and build a business that is predictable and resilient in any market.

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Welcome to Episode 279 of Monday Morning Pep Talk.

In this episode, we are talking about time optimization — and why the best way to manage your time is the way that actually works for you.

There is no universal perfect system. True optimization is about building a rhythm that matches your style, protects your time, and ensures you stay productive and consistent without burning out. Elite advisors do not waste time chasing perfection — they simplify, eliminate, automate, and protect their most valuable resource.

👉 What You Will Learn in This Real Estate Productivity Training:

📌 The Myth of the Perfect System:

Success comes from consistency, not complexity. Learn why your approach should fit your natural workflow — not someone else’s formula.

📌 10 Essential Time Optimization Strategies:

From eliminating low-value activities to upgrading tech, automating tasks, and delegating wisely — these principles keep you in control of your time.

📌 Analog Meets Digital:

Hear why even top producers use simple, analog tools to execute their daily plans — and why this balance helps maintain focus.

📌 Breaking the Scroll and Setting Boundaries:

Social media, streaming, and interruptions can hijack your focus. Learn how to stop distractions and guard your calendar.

📌 The Power of AI and Delegation:

Use AI and smart delegation to eliminate tasks below your profit per hour — buying back time to focus on what matters most.

📌 Reinvesting Saved Time:

Understand how to take the time you save and pour it back into your personal well-being and high-value business activities.

👉 This Episode Will Help You:

✅ Stop chasing rigid routines and do what works for you

✅ Build a sustainable, repeatable rhythm for your day and week

✅ Eliminate busywork and increase time for revenue-generating activities

✅ Avoid burnout and maintain control of your time and priorities

✅ Reinforce that consistency — not perfection — is the key to scaling your business

💬 Ask Yourself:

• Am I forcing a time management system that does not fit how I work?

• Am I protecting my time — or letting distractions control my day?

• Am I reinvesting saved time into what matters most?

📌 If you are uncertain, this episode will give you a better way forward.

🔗 Stay Connected with Jim Miller — Real Estate Coaching for Advisors:

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Better Way to Track Your Production | Monday Morning Pep Talk Episode #278

Welcome to Episode 278 of Monday Morning Pep Talk.

This week’s episode is all about how to track your production in real estate — and more importantly, how to use your numbers to drive consistent, predictable growth.

Top-performing advisors and elite entrepreneurs do not guess. They track, forecast, and hold themselves accountable to clear production targets. In this episode, I break down exactly how to do the same so you can scale your business, keep your pipeline healthy, and stop leaving your results up to chance.

👉 What You Will Learn in This Real Estate Productivity Training:

📌 12-Month Rolling Production:

Understand how to calculate your real production pace and spot trends before it is too late. This method gives you a real-time view of your business health.

📌 The Proper Size of a Real Estate Pipeline:

Learn why your active pipeline must be 1.5x your goal to avoid coming up short. I explain the math and mindset behind pipeline management for success.

📌 Creating Urgency in Prospecting:

Avoid complacency. Discover how visualizing lost opportunities (literally) can push you to prospect daily and stay committed to your income goals.

📌 Gamify Your Prospecting to Stay Consistent:

Borrowed from Atomic Habits, this simple trick turns outbound prospecting into a measurable and rewarding daily habit.

📌 Build a Massive Warm List:

Future deals come from future relationships. I share why warm leads deserve more attention and how staying top-of-mind prevents pipeline gaps.

📌 Know Your Numbers Cold:

Forecast like a CEO, not a salesperson. Use my framework to calculate exactly how many deals and leads you need — and track your production like a pro.

👉 This Episode Will Help You:

✅ Build a reliable and predictable real estate production system

✅ Stay accountable through visual tracking methods

✅ Eliminate dry spells with a deep, engaged warm list

✅ Reverse engineer your annual income goal into weekly and daily targets

✅ Take full ownership of your pipeline and sales process

💬 Ask Yourself:

• Am I truly tracking my real estate business — or guessing?

• Do I have enough in my pipeline to hit my income targets?

• Am I creating urgency around prospecting every single day?

📌 If your answers are uncertain, this episode will shift how you run your business.

🔗 Stay Connected with Jim Miller — Real Estate Coaching for Advisors:

📩 Join My Weekly Email → www.askjimmiller.com

📺 Subscribe on YouTube → www.youtube.com/@AskJimMiller

📲 Follow on Instagram → www.instagram.com/askjimmiller

🔗 Connect on LinkedIn → www.linkedin.com/in/jimmillerchicago

🎧 Listen on Apple Podcasts → https://podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207

Welcome to Episode 277 of Monday Morning Pep Talk. This week is about clarity — how to find it faster and use it with purpose.

For over a decade, I’ve been disciplined about planning and goal setting. But even with structure, I sometimes struggled to lock into clarity during my daily and weekly sessions. I was asking good questions — but not the right one.

👉 Then I found it — a question that now anchors my daily, weekly, and quarterly rhythm.

🧠 The Power of the Right Question:

📌 “If I were looking back on today/week/quarter, what would have to have happened — personally and professionally — for me to feel like I made meaningful progress?”

Simple. Practical. A sledgehammer for focus.

📆 Daily | 🗓 Weekly | 📊 Quarterly

This mindset — rooted in the 3-Year Vision philosophy from Strategic Coach — creates clarity that compounds over time. I break it all down in this episode and show you how to apply it across your entire business.

💼 For You, the Advisor: • Your outreach feels scattered

• You're not sure where to start reconnecting

• Your pipeline needs energy — and momentum

You don’t need to do more. You need to start with better questions — to yourself and to your clients.

🔁 Your Reconnection Strategy:

✅ Leave a message or text: “I have a quick market update I think you’ll want to hear. Call me when you have a minute.”

✅ When they call back, say: “It’s been five years since COVID shifted the market. Based on the data, your home is likely worth between X and Y.”

✅ Then ask: “How is your home performing for you?”

That single question opens the door to meaningful conversations — without sounding like a salesperson. Listen for life changes, log notes, follow up. Repeat across your Top 100.

🧘‍♂️ Composure isn’t passive. It’s practiced.

🛠️ This Episode Will Help You:

✅ Ask the right questions to unlock clarity

✅ Build a repeatable reconnection framework

✅ Turn small daily wins into quarterly momentum

✅ Reset your mindset with one powerful question

✅ Strengthen consistency — even during busy seasons

💬 Ask Yourself:

Are you taking time to plan with intention?

Are you clear on what “progress” looks like today?

Are you showing up strong — or stuck in the noise?

📈 The momentum you want is on the other side of better questions.

.

🔗 Stay Connected with Jim Miller:

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Welcome to Episode 276 of Monday Morning Pep Talk.

This week, we’re going deep on a truth every top performer knows — you’re only as strong as your recovery.

Whether you're an elite athlete or a high-performing advisor, setbacks are part of the game. What separates the best?

It’s not just talent. It’s not just discipline.

👉 It’s the ability to mentally reset and move forward — fast.

Research confirms what we’ve seen in sports:

The highest achievers don’t just recover physically.

🧠 They recover mentally.

🎾 What the Greats Do Differently:

📌 Serena Williams resets with rituals — every serve, every match.

📌 Rafael Nadal adjusts his socks to signal a mental reboot.

📌 Tiger Woods treats each shot as a clean slate.

📌 Michael Jordan used failure as fuel.

📌 Simone Biles stepped back, reset, and returned stronger.

These aren’t quirks. They’re intentional resets, practiced to protect performance.

🧘‍♂️ Composure isn’t passive. It’s practiced.

💼 For You, the Advisor:

• A listing fell through

• A deal collapsed

• A long-term client ghosted

So what. That moment is over. The next one is waiting.

Dragging setbacks into your next appointment?

That’s what kills momentum.

🔁 Reset Process:

✅ Acknowledge — briefly

✅ Analyze — don’t dwell

✅ Adjust — if needed

✅ Advance — no residue

This is how you stay sharp, protect your energy, and perform.

💬 Ask Yourself:

Do you have reset rituals?

Are you letting one moment take over your week?

Are you ready for what’s next — or stuck on what just happened?

You don’t need to be perfect.

You just need to reset and keep showing up.

🛠️ This Episode Will Help You:

✅ Build mental reset habits

✅ Reframe failure into momentum

✅ Strengthen your focus under pressure

✅ Avoid the snowball of setbacks

✅ Perform with clarity, even when things feel heavy

🌪️ The world feels intense right now...

Real estate is one of the most emotional decisions people make. Now more than ever, your clarity matters.

This message is a reset — a reminder that showing up, despite everything, is winning.

🔄 The New Normal Requires a New Response:

✅ Lean in

✅ Accept what is

✅ Outwork the noise

✅ Take more shots on goal

✅ Keep your pipeline 1.5–2x your GCI target

🧭 My Professional Purpose:

I coach full-service, full-fee advisors to optimize productivity and become the best version of themselves.

Why? Because Happy Advisors Sell More Real Estate.

🎧 Treat this like a 1-on-1 coaching session.

🔁 Replay it when you need it.

💡 Let it remind you who you are — and why you’re built for this.

🔗 Stay Connected with Jim Miller:

📩 Weekly Email → www.askjimmiller.com

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Welcome to Episode 275 of Monday Morning Pep Talk.

This week, we are going deep on a word that gets tossed around a lot in real estate—but rarely lived out: fiduciary.

FIDUCIARY: What It Really Means

It sounds powerful. It sounds professional. But most advisors using the word aren’t actually showing up that way in their day-to-day business.

Too many agents are functioning as facilitators—not fiduciaries. They’re taking orders, moving people from step to step, doing what’s easy—not what’s right. And clients? They can feel it.

📌 A facilitator helps.

📌 A fiduciary leads.

A true fiduciary puts the client’s interest first—even when it’s inconvenient, uncomfortable, or costly. Especially then.

In this episode, I break down:

✅ Why most agents default to “suitability” thinking—and why that’s not enough

✅ The subtle ways clients know when you’re faking it

✅ What separates a true advisor from an order-taker

✅ Why trust—not likability—is the real currency that compounds

✅ How to build a business around referrals by earning trust daily

Ask Yourself This:

If you got paid nothing on a deal, would your advice change?

If the answer is yes, you’re not advising. You’re selling.

That’s the hard truth—and the standard we all need to hold ourselves to if we want to build something long-term.

This episode is your invitation to shift from transactional thinking to transformational service—to be a fiduciary not just in name, but in action.

Are You Earning Trust Every Day?

🔹 Do your clients feel safe, or sold to?

🔹 Are you showing up to impress—or to guide?

🔹 Are you willing to lose a deal to protect your client’s future?

Trust is built through behavior. It’s earned in quiet moments—when no one is watching, and there’s no commission on the line.

In real estate, your legacy is not built on sales. It’s built on service.

The Standard Has Been Raised. If you want to stand out in this market, it won’t come from louder marketing. It will come from deeper relationships and a higher level of professionalism. Lead with integrity. Advise with clarity. And put the client first—every single time.

Have a great week, team. I’ll talk to you next Monday.

🚀 Stay Connected with Jim Miller

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Burnout is not a rite of passage. It is a warning light—and this week’s Monday Morning Pep Talk is here to make sure you never ignore it again.

In Episode 274, Jim Miller gets personal and tactical. He unpacks the real reason most real estate advisors and entrepreneurs crash: they don’t schedule rest—they collapse into it. This episode outlines how to prevent burnout before it starts, with a business and life strategy that is both practical and sustainable.

If you’ve ever promised yourself, “this year will be different” but found yourself right back in the grind by April, this episode will show you how to finally break that cycle.

💡 Key Takeaway:

If you do not control your time, your business will control your life. The best advisors don’t just plan their work—they plan their recovery.

🧭 Your Mission

Start planning your business around your life—not the other way around. Be honest about your capacity. Build SOPs. Hire below your pay grade. Protect your downtime.

Because burnout doesn’t just cost you professionally.

It will cost you your joy, your health, your relationships, and your ability to lead.

"This industry will take everything you’re willing to give—and then it will ask for more." – Jim Miller

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✔️ The Basics Work Every Time | Monday Morning Pep Talk #273

In this episode, I walk you through one of the most powerful stories I’ve ever heard about mastery, consistency, and elite performance — told by keynote speaker and performance coach Alan Stein Jr.

Alan was invited to the first-ever Kobe Bryant Skills Academy in 2007. What he witnessed at 4:00 a.m. in a quiet Los Angeles gym changed his view of high performance forever. Kobe wasn’t doing anything flashy — he was locked in on the basics. Footwork. Jab steps. Pivots. The kind of drills most athletes leave behind early in their career. But true masters? They repeat what works.

That’s the essence of this message: Success lives in the fundamentals.

✔️ What You’ll Learn in This Episode:

Why basic ≠ easy — and why most people confuse the two

What separates elite performers from average ones

Why the shiny new tactic is often a distraction

How to apply the principle that “success leaves clues”

A weekly challenge to double down on your fundamentals

🔁 Key Takeaways:

Success leaves clues. Study those who’ve done what you want to do.

Mastery lives in the basics. Complexity is not a requirement.

Discipline and repetition are your competitive edge.

Shortcuts feel good now but cost you later.

If the best in the world aren’t bored with the fundamentals, you shouldn’t be either.

🛠️ This Week’s Challenge:

Look around your business, your market, your industry. Who is doing what you want to do — and doing it at a high level?

What do their daily habits look like? What are they committed to doing behind the scenes that no one sees?

Pick 2–3 core fundamentals in your business. Then commit to them. Not just when it’s convenient — every single day. The blueprint is out there. It’s waiting for those who are willing to put in the work.

👉 Subscribe & turn on notifications so you never miss a Monday Morning Pep Talk or The Weekly Flight Path!

💬 Drop a comment — I’d love to hear your thoughts!

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Most real estate advisors never actually take flight. They stay stuck on the runway, burning energy without ever reaching cruising altitude. Why? Because they never optimize their business for predictable, sustainable success.

In this episode of Monday Morning Pep Talk, I take you behind the Take Flight framework—how I developed it and why it remains the foundation of building a successful, scalable real estate business.

📌 If your real estate business feels unpredictable, exhausting, or like you're constantly starting over, this episode is for you. The key is to break free from the stop-and-start cycle and create a business that runs efficiently, attracts high-quality clients, and supports the life you want to live.

🚀 This is the Take Flight philosophy. It’s not about just working harder—it’s about working smarter, implementing the right systems, and reaching 30,000 feet, where your business becomes self-sustaining.

✈️ Where Are You in Your Business Journey?

🔹 Still on the runway? → You’re working hard but not gaining momentum. It’s time to simplify your strategies, focus on the right clients, and build consistency.

🔹 Climbing but struggling? → You’re getting traction but still feel turbulence. This means it’s time to optimize your CRM, improve branding, build your referral network, and systematize marketing.

🔹 At 30,000 feet? → Your business is running efficiently. Now, the focus shifts to scaling your relationships, optimizing time management, and positioning yourself as a market leader.

📌 Most advisors get stuck in a cycle of constant takeoff. They start and stop, never reaching a level where business is predictable, sustainable, and truly enjoyable.

🚀 In this episode, I’ll help you identify where you are in your business and what you need to focus on next.

🎯 What You’ll Learn in This Episode

✔️ How to transition from an unpredictable, reactive business to a strategic, sustainable one

✔️ The 3 phases of growth (Runway, Climb, and Cruising Altitude) and how to move from one to the next

✔️ Why most advisors stay stuck in the takeoff phase for years and how to break free

✔️ The biggest mistakes real estate professionals make that keep them in constant struggle mode

✔️ How to use CRM, branding, and relationship marketing to create an inbound pipeline of high-quality clients

✔️ What it really takes to build a real estate business that supports your lifestyle—not one that drains your time and energy

📌 If you want to create a business that is predictable, sustainable, and aligned with your personal and professional goals, this episode will show you the path.

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🔔 Don’t Forget to:

👍 Like this episode if it resonated with you!

💬 Comment below—Where are YOU in your business journey?

📢 Share this episode with a fellow real estate professional.

💡 Jim’s Mission Statement

"My professional purpose is to help you, the full-service, full-fee advisor, optimize your productivity and become the best version of yourself. Why? Because happy advisors sell more real estate."

🚀 If you can effectively manage the challenges and opportunities in your business, you will create a sustainable, scalable career that supports the life you want to live.

Welcome to episode 271 of Monday Morning Pep Talk. Today, we’re diving into one of the most misunderstood aspects of high-performance real estate—the battle between vision and ego.

Vision vs. Ego: The Real Battle

Your vision is the promise you’ve made to yourself—the life you want, the impact you seek. Your ego is the external fuel—rankings, recognition, competition—that pushes you forward.

📌 When ego leads, you lose sight of your purpose.

📌 When vision lacks drive, you struggle to take action.

I’ve lived both sides—from my real estate heart attack in 2008 to rebuilding my career and redefining success. Today, I’ll show you how to turn ego into fuel and ensure every step aligns with your true purpose.

Are You Letting Ego Lead?

Many advisors fall into ego-driven thoughts:

🔹 I need to be #1 to feel successful.

🔹 If I don’t beat my competitor, I’ve failed.

🔹 I must prove something to others.

🔹 I have to dominate at my age.

🔹 I need a comeback to silence doubters.

🔹 I’ll just grind—I don’t need a vision.

If these thoughts drive you, you’re chasing an empty scoreboard. The game changes when ego fuels vision—not the other way around.

Winning the Internal Battle

Ask yourself:

❓ Are you focused on your progress or distracted by others?

❓ Are you making daily commitments or searching for excuses?

❓ Are you surrounding yourself with people who elevate you?

Your mindset, habits, and strategy determine your results. If you wake up chasing external validation, you’re in a losing game. But if you’re committed to becoming the highest version of yourself, you’re on the right path.

The Commitment to You vs. You

This is why I created Take Flight—to help advisors win their battle. But here’s the truth:

➡️ The commitment must come from YOU.

If you don’t commit to competing against yourself, you’ll eventually hit your own version of a real estate heart attack.

💡 The battle is won in your mind. It lasts years, not weeks.

💡 When you push past doubt and distraction, your life transforms.

Lifting Others as You Climb

As real estate award season begins, achievements are recognized, rankings are posted. But true success isn’t just about winning your battle—it’s about helping others win theirs.

➡️ Be the mentor.

➡️ Be the encouragement.

➡️ Be the inspiration.

Take Flight: Your Next Level

At Jameson Sotheby’s International Realty, 50 advisors are beginning their Take Flight journey—the coaching program I created to help advisors reach new heights.

Personal and professional growth is a continuous journey. Now is the time to commit to your next level.

🏡 That house I thought I built in 2008? Looking back, I realize the truth—That house built me.

Team, have a great week. I’ll talk to you next Monday.

🚀 Stay Connected with Jim Miller

📩 Join My Monday Morning Pep Talk Weekly Email → www.askjimmiller.com

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