This episode is all about that one piece of advice that we each feel is absolutely critical to success in life and in business. For Mark, it's consistency. Just by showing up and doing something consistently, you develop a pattern and a psychological incentive to just keep on going.

For Sarah, it's get comfortable with being uncomfortable. If you're not growing then you're going backwards. If you don't get outside of your comfort zone, then you're not growing. Don't live in fear. Fear limits you.

Something all real estate agents face at some point is issues with inclusions and exclusions. Be specific and verify. At the end of the day you're going to do whatever it takes to keep your buyer and seller happy, whether that means buying a last minute humidifyer or Bose speakers. But if you want to avoid that last minute stress and crisis mode, be intentionally specific. If your client is a seller and wants an exclusion, just have them remove that item before photos and showings.

Emotions are high in this fast-paced, extreme Seller's Market. Before you react, put yourself in someone else's shoes. If we come from a place of kindness, curiosity, and a lack of judgment then we can change the course of more difficult situations with other agents and our clients, and ultimately come to a more positive outcome.

It's critical for your business to be curious and FAAFO (f*** around and find out). Innovate and constantly think about what you can start doing or do differently to move the needle in your business. No, it doesn't always work but you're learning along the way and gaining new skills. Fail forward. If you're not moving forward then you're moving backward. Curiosity leads to greatness.

Real estate agents don't get paid upfront. Until you can isolate the problem for your client, in this case closing on a home, you're not going to be able to solve it and close the sale. The more effectively you can listen, understand, and be present with your prospective client, the more value you can provide them and the richer their experience will be. If there are commission objects from your clients, then you haven't adequately communicated your unique value proposition. There should be no doubt about what you're bringing to the table. Isolate the problem and be the solution. If you prove to be the solution your clients need, then you've earned a client for life and a lasting relationship.

How you do one thing is how you do everything, good or bad. Showing up every day as the best version of yourself is not a requirement, but it sets you on the path to success. It's all about accountability. Doing your absolute best every day improves your skills and also shows others around you your character and reliability.

Whether you're happy with your success or lack of success in business, take an active inventory. There are 3 major things you need to take a hard look at: skills, action, and schedule. Which one do you need to work on? Even if you're already hitting all of your goals, why not shoot for more? Listen to hear how our team addresses these 3 factors.

In our market, property taxes have increased by up to 25%. That’s an easy indicator of inflation. An easy touch to reconnect with your past clients is to send them their updated property tax assessment and offer to provide a CMA for them to use in disputing the increase. Educate your clients and the general public that fighting your property tax assessment and asking questions is a right that all property owners have.

You have to be present with your clients. Acknowledge, ask, acknowledge, ask. Follow the breadcrumbs your clients are leaving in their words and actions, and ask questions to find out more. Maybe you think you're bothering them, but you aren't. You will find out exactly where they're at and what they need AND it shows you're interested in their point of view. There's a lot of superficial information out there. Follow the clues and dig deeper. Uncover things that others can't or won't uncover and become a super sleuth. It could be the difference between closing a deal and helping someone achieve their goals.

Think of those retail stores that you go out of your way to visit instead of ordering on Amazon. What about them makes you put that extra effort in to buy through them? Is it salespeople that specialize by department? Do you feel like the employees genuinely care about you and what you need? Are they providing a product or service that you just can't get anywhere else?

Take those insights into your real estate business. You should strive to create that same appeal for your prospective clients. Craft their real estate journey with you so that their experience is memorable and unique--setting you apart from just another agent. Your clients' experience should never be just about ringing up the register and closing the sale. What about everything that leads up to that?