On this 250th episode of my Monday Morning Pep Talk, I will discuss the importance of breaking your goals down into bite size, shorter term bursts of action to meet your personal and professional goals. Using this evolved concept I'll discuss today, inspired by the books "The 12 Week Year" and "Traction", the idea of creating a 3 Year Strategic Vision and chunking it down in 12 quarters, chunked further down into 12 weeks per quarter, you can stack goal attainment victories faster than you ever thought possible. Today, I'll take you through the process of how I discovered it, how I use it and how I teach it.

On this 249th episode of Monday Morning Pep Talk, I continue the "Fly Light" series, focusing on strategies that deliver predictable ROI for real estate advisors and entrepreneurs. This episode dives into CRM and relationship management tips designed to help you authentically connect with clients. Thoughtful gestures show you care because "You Cannot Automate Thoughtfulness."

My Purpose

My professional purpose is to help you, the full-service, full-fee Advisor, maximize productivity and become your best self. Happy Advisors Sell More Real Estate. In this episode, I’ll guide you through handling daily challenges with actionable insights that lead to a more fulfilling life.

Key Focus:

CRM strategy starts with a shift in mindset. Are you just selling homes, or are you helping to create a lifestyle for your clients? Moving beyond a transactional approach to building lasting value is essential.

The "Next 10" strategy emphasizes staying connected by intuitively selecting 10 people from your lists to reach out to. This simple, personal method cannot be replicated by AI and ensures authentic engagement.

Five key lists support client engagement and business growth: your Top 100 (clients who know, like, and trust you), Top 100 Referral Partners (key introducers to new opportunities), Warm List (prospects planning to buy or sell within the year), Hot List (active prospects planning to buy or sell within the month), and Collaborative Brokers (colleagues sharing opportunities).

Tagging clients appropriately further personalizes interaction. Relationship-focused clients are open to personal interaction, such as coffees, dinners, or events, while business-focused clients prefer data and quick responses.

Thoughtful follow-up techniques include sharing relevant market updates from weekly hot sheets, sending seasonal reminders for home maintenance, celebrating birthdays with personalized notes and small gifts, and acknowledging life milestones via social media.

Using "The Next 10" ensures relationships remain meaningful and connected. Clients are like batteries—the more often you engage, the more active they remain in your business. Without touchpoints, you risk losing visibility.

Recommended Resource

As we approach Q4, consider reading Unreasonable Hospitality by Will Guidara. Apply its principles to refine your client lists and elevate follow-up strategies. Thoughtfulness is a cornerstone of success—make it a habit.

Watch the video version on YouTube or visit askjimmiller.com.

On this 248th episode of my Monday Morning Pep Talk, I will challenge you to take a look at everything in your life and business and identify those strategies which are giving you a return on your investment in time and money and make a commitment to doubling down on those strategies. At the same time, I will challenge you to look at those things that are "not working" and eliminate them from your life and your business. We call this "right sizing" and today I'll start a series of MMPTs that will provide you the ideas on how you can best accomplish this strategy in different areas of your life and business.

On this 247th episode of my Monday Morning Pep Talk, I want to recognize all of you for toggling back and forth between your life and your business working in an industry that is so hard at times to navigate. Will it ever be easy? No. Can you make better decisions to make it easier? Yes. So I will dive into this topic today that will set us up for a series of MMPT content that I will push out the remainder of 2024. It's time to "right size" while moving your focus to 2025.

On this 246th episode of my Monday Morning Pep Talk, I will lay out the Top 10 Mistakes Advisors make while building their business. After coaching, leading and mentoring advisors over a decade plus, there are themes that I see re-emerge consistently within our industry and I'm quite sure that it happens in other industries as well.

On this 245th episode of my Monday Morning Pep Talk, I will take you through the thoughts, ideas, questions asked, concepts and process improvements that have "risen to the surface" for me as we have been preparing to lead our broker/advisors through change. It is my belief that we should all look at this time within our industry as a perfect opportunity to hit the reset button or as I like to say “clear the calculator”.

On this 244th episode, my goal is to challenge you to hit the reset button on how you look at time and how you spend it. It's the one commodity that is not renewable. When it is gone, it is gone. In this episode, I will show you the steps you should consider in order to protect your most valuable asset - your time.

On this 243rd Episode of my Monday Morning Pep Talk, I will take you through the steps of preparing your mind to handle all of the changes that will be occurring within our industry on August 17th and how we should "manage" change of any kind. You need the right mindset and I discuss the steps on this MMPT.

On this 242nd episode of my Monday Morning Pep Talk, I am going to speak to a "theme" that I've discovered over the last couple of weeks while speaking to brokers who crave to "right size" their businesses and their lives after what has been a crazy time in this country, our industry and our hyper local markets. I've recently challenged you to take time to "think" and thinking starts with good questions so today, I'll broach that topic a tad deeper. I suggest you go back and listen to Episode #240 where I introduce the topic of "Go Think".

On this 241st episode of my Monday Morning Pep Talk, I will discuss some changes to how I will push out my MMPT each week and then I'll l dive into the main topic, a question I am being asked amongst the brokers I coach, lead and manage: "How can I be fully prepare, without needed clarity, for the changes in compensation that are coming to our industry in August?"