On this 240th episode of my Monday Morning Pep Talk, I will dive into the power of scheduling time with yourself to think. Keith Cunningham brought "Thinking Sessions" to the forefront for me in his 2018 book "The Road Less Stupid". They have since been an incredibly important part of my daily weekly routines since I first read the book in 2021. On this episode, I'll share with you how you can use thinking sessions to solve the biggest challenges you face in your life and in your business.

Are you the Favorite or the Fool? | Insights from "The Full Fee Agent" by Chris Voss & Steve Shull

Today, I’m diving into the game-changing lessons from The Full Fee Agent by Chris Voss and Steve Shull—an essential read for real estate professionals. This book challenges advisors to protect their business by asking the right questions and setting boundaries before engaging with potential clients.

Top 5 Takeaways:

Focus on high-probability activities.

- Build trust with every client interaction.

- Know your worth and set boundaries.

- In sales, hearing "No" is more valuable than chasing "Yes."

- By the time a prospect calls, you’re already the favorite—or the fool.

Key Questions to Reflect On:

Are you operating like the favorite or the fool?

How strong are your negotiation skills to defend your worth?

The Fool:

Unprepared, chasing low-probability activities, says yes to everything, reflects low self-worth, and avoids tough conversations.

The Favorite:

Prepared, asks the right questions, sets boundaries to maintain value, and gains trust through honesty and connection.

Why This Matters:

"How you do business is more important than how much business you do." Focusing on how you operate leads to long-term success. This aligns perfectly with the Take Flight system, validating that "Happy advisors sell more real estate."

Ready to elevate your business? Dive into The Full Fee Agent and ensure you’re always the favorite—not the fool.

On this 238th episode of my Monday Morning Pep Talk, I'll take you further into the planning process for the quarter that, in my opinion, is most important to the overall growth of your business - that's Q3. On last week's call, I challenged you set aside some time for review in a place that inspires you (and your team), review your current situation, decide the tough conversations that are needed within your client base (inventory management) and start the process of planning Q3. Today, I'll take that conversation further giving you the 5 most important areas that you'll need to be proficient in should you want to win in your hyper local market.

On this 237th episode of my Monday Morning Pep Talk, I will challenge you to pause, review your 2024 YTD and evaluate how your business has performed for you thus far. We know that each hyper local market has seasons and in most markets, the summer months take on a completely different "personality". Just as markets shift slightly, so should your focus. As we transition into a new season, it's time for you to "Inspect What You Expect".

On this 236th episode of my Monday Morning Pep Talk, I will give insight into the topics of conversations I'm having with real estate brokers in my market and across our country and Canada. These conversations range from the changes they are seeing in the industry to how buyers and sellers are reacting to industry changes and hyper local market trends. With the dynamic shifts coming from all directions, successful brokers are starting make changes to adjust. Many of those conversations are based on protecting their mindset, health and over all wellness. With that being said, today I'll outline my talking points heading into the summer of 2024.

On this 235th episode of my Monday Morning Pep Talk, I will teach you a proven strategy that will help you create the needed urgency to finally get unstuck. By simply giving yourself more deadlines, you'll start the process of harnessing the power of momentum.

On this 234th episode of my Monday Morning Pep Talk, I will discuss momentum, a topic that commonly flies under the radar but plays a pivotal role in shaping our outcomes. Just like a snowball rolling down a hill gathers more snow and speed, momentum propels us forward towards our vision and our goals.

In 2010, Darren Hardy published a book, "The Compound Effect" which has had a seismic impact on my life and business. In 2010, I was still deep in my "rebuild" and "The Compound Effect" outlined the philosophy of creating consistent effort over a long period of time which I immediately connected with primarily because I understood it and it was low cost, high impact and easy to implement strategy. If you haven't had the chance to dive into its pages yet, I highly recommend it—whether you prefer to read or listen, it's a quick yet incredibly powerful 223 pages.

On this 233rd episode of my Monday Morning Pep Talk, I will take you through my breakthrough moments that truly impacted how I how I thought about my business and it's growth. Interestingly enough, almost all of those breakthroughs included math equations and percentages to prove its effectiveness. What I love about "the math" when determining what would work or not work is that math does not allow for gray area. The confidence and trust in a system is the basis for consistency. It's the consistent execution of a proven system that brings you the results you desire. Take Flight is an operating system that I have 100% confidence. Today, I'll take you through a quick timeline of how it came together and the math behind it that gives it the validity I've come to witness.

On this 232nd episode of my Monday Morning Pep Talk, I will break down how you can turn a 7 day week into a 21 day week, developing your ideal day to ultimately increase your focus and productivity.

On this 231st episode of my Monday Morning Pep Talk, I will hit pause on the NAR Settlement discussion and move into topics that are now top of mind for the brokers and leaders I am talking to at Jameson Sotheby's International Realty and across the United States and Canada. First and foremost, it's "Harvest Season" in most if not all markets. I'll take you through the questions I've been answering, the comments I am hearing and the advice I am giving during this particular and unique harvest season.