Category Archives: Marketing

How RETSO killed my blog

Ever since I attended RETSO a couple weeks ago, I’ve been struggling to make time for this blog. I blame Brad Nix. I’ve been attending RETSO since 2009 and always thought it was an elite real estate conference. However, Brad wasn’t satisfied with its direction. He changed things up. This year’s RETSO was about strategy, not tactics. Don’t get me wrong. Tactics are good, but they need a solid strategic foundation before they’re effective.

2013-04-17 15.40.09RETSO’s organizers focused on building that foundation. It was a risky move. I’m sure there were some unhappy attendees, especially in the shiny object crowd. For others, it was the most beneficial conference they ever attended. Count me in the latter group.

Since last summer, I’ve had an idea. I think it’s a good idea. The handful of people I’ve shared it with also think it’s a good idea. But it was just an idea. At RETSO, it became a business model. Soon, it may even become a business. I’m not ready to share the idea yet, but I’ll likely submit an application for Inman’s new incubator program. You’ll all get to see it soon enough. I’m spending all my free time on it right now.

If the idea becomes a success, I’ll credit Brad Nix. If it fails, Brad still gets credit for giving me the tools to turn an idea into something more. If you’re done chasing shiny objects and want to attend a conference that can help you build skills that matter, put RETSO on next year’s list.

Thanks Brad.


Zillow: The most comprehensive list of real estate for sale in America.

Don’t kill me. I’m trying to make a point.

I’ve dropped, drowned or lost more iDevices than anyone I know. So I often find myself on Craigslist, looking for a replacement. It seems like half the phones I inquire about are already sold, or scams, or people who never respond back either way. It’s really frustrating. But the next time I need a new phone, guess where I go? Craigslist. Even though Craigslist is full of inaccurate data, it still has the highest number of listings. I’m willing to filter out the garbage to find what I want. Sound familiar?

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There Are No Glengarry Leads

“You know what it takes to sell real estate?”

Let’s have a little fun with this post. The following video is NOT SAFE FOR WORK, but unless you sell real estate on Mars, you probably already know that.

I first saw Glengarry Glen Ross in the theater in 1992. I was just getting started as a loan originator and the movie had a profound effect on me. No, I don’t condone the actions of anyone in the movie. That’s not the point. What I learned was that sales is all about confidence. Henry Ford once said, “If you think you can do a thing or think you can’t do a thing, you’re right.” When it comes to buying leads, agents are always in search of the gold leads, the Glengarry leads. What they always seem to end up with is the Glen Ross leads.  Unfortunately, most never make it in the business long enough to understand that there are no Glengarry leads. Continue reading