Joe Peoples

When I was 28, Bill gave me an unforgettable piece of advice.

I was just starting to get started in my Real Estate Career, and had been running myself nowhere trying to get started in this business. But, like most beginners, I was making a lot of mistakes: Poor Follow-up, Being Distracted, just an overall lack of focus.

Until one day, Bill said to me:

"You’re not going to make it running your business like you have been. You need to take more ownership"

That day, my whole life changed.

Up until that day, I have just been hanging around the office.

I enjoyed the new people that I was meeting in the office. It felt like a big party. Going to lunches, vendors bringing in food, free entertainment. It was extremely social.

No one was telling me what to do.

For the first time I realized that It was 100% up to me to create the success I wanted as a Realtor.

From that day forward, the words from Bill never left my mind. I transitioned over the next five years from being at the bottom of performers in our company to being recognized as one of the top earners. It was that one conversation that changed the direction of my career.

I will be forever thankful that Bill cared enough to tell me the truth.

There are a lot of books about Habits.

And I've read most of them.

But the best book on Habits I've found is Streaking by Jeffery & Jami Downs.

For a few reasons:

• Reason #1: They give you permission to make transforming your life laughably simple.

• Reason #2: You will have a much better understanding of the difference between a habit and intention.

• Reason #3: The book has really simple yet powerful exercises to get you started “Streaking” right away.

• Reason #4: Every idea in this book is easily understood and applicable.

• Reason #5: My favorite, you learn that streaking is about keeping your promises to yourself.

If you are at all interested in {Topic}, I can't recommend this book enough.

(And if you've read it, do you agree? What other book would you recommend for beginners?)

I wouldn't call myself an expert in mindfulness.

However, I have spent eight years reading and learning about mindfulness. And I have probably spent an estimated 800 hours practicing mindfulness in my own life.

Here's how I first got interested in mindfulness:

My first introduction to mindfulness was from a therapist.

I had recently turned 50, I was not feeling good about myself and my career. I was struggling to process all that was going on in my head. I felt out of control, and did not have any tools to really process my thoughts, feelings and emotions.

It was a difficult time.

Fast forward to today through my study and practice of mindfulness, I now have more practical skills to process my thoughts, feelings and emotions.

But it is, and will always be a work in progress. Unlike before finding mindfulness, I now have a framework to lean into when I am feeling out of control. Mindfulness is by no means “Magic,” it does require active participation.

It is a practice that you can use at anytime, anyplace, any circumstance.

So my goal over the next 8 years is:

Continue to leverage mindfulness to gain more awareness of myself and how I process the world around me.

I love learning about streaking.

Unfortunately, when I first got interested in streaking, I had a hard time figuring out where to start.

So, if you are trying to learn more about streaking, here's the best way to get started:

• Read This Book: Streaking by Jeffrey & Jami Downs will give you a lay of the land, and is a helpful way to get your bearings.

• Watch This YouTube Video: Why Streaks Work: The Secret to Displacing Distractions with Purpose by Jeffrey & Jami Downs is a must-read beginner resource for anyone interested in streaking.

• Listen To This Podcast: And if you really want to start going down the rabbit hole, listen to Episode 163: Back to Basics Law #1: Make it Laughably Simple by Jeffrey & Jami Downs.

These 3 resources will exponentially accelerate your learning process.

There are 3 topics I am actively thinking about a lot these days:

Topic #1: Defining Your Business Goals

I am interested in defining your business goals because they need to be yours.

And my hope is that over the next 5 years, as I continue to learn more and more, I'll be able to help my friends and clients set goals that give them their best business experience.

Topic #2: Practicing Process Focus

I first got interested in process focus a few years ago.

Matt Wilpers of Peloton introduced me to it—and since then, I have learned a lot about the importance of Process Focus, Learning to Love the Process, and Tracking my attention to the process.

Topic #3: Being and Owner vs Victim

I also have an interest in learning more about being an owner of my life.

It's one of those fun rabbit holes I find myself exploring simply because I enjoy it.

It would be great to connect with other people who are interested in these same topics—so if any of the above resonates, feel free to reach out!

I recently signed up for Dickie Bush & Nicolas Cole's cohort-based course, Ship 30 for 30.

Here are a few reasons why:

1. It is time for me to get back to building my digital writing skills.

2. I have a new goal to publish 75,000 words between April 1 and December 31 of 2025.

3. I have not published for 30 days in a row in over a year.

Over the next 30 days, I plan on writing about Commitment, Being In The Moment, Self Determination and Levels of Intensity.

Join me on this adventure—and let me know if you have any questions along the way!

I'm excited to start sharing what I know online.

I recently have been reminded how important it is that I get back to building my writing communication skills.

Here are a few reasons why:

1. I want to be more skilled in all forms of communication, and I feel that writing is a foundational skill.

2. I have been struggling to write and prepare my first keynote, and my current writing skills are limiting my ability to skillfully communicate my thoughts.

3. I have discovered have writing intentionally and daily has helped me clarify my understanding of complex topics.

Over the next few months, I plan on writing about Living in the moment, Making decisions, Controlling my actions, and Choosing the appropriate intensity.

Join me on this adventure—and let me know if you have any questions along the way!

I'm excited to start sharing what I know online.

It has finally dawned on me.

My daydreaming is really me just running from things where I don’t feel that I am in control. What has brought me this to a head has come from the commitment to read Bhante G’s (Gunaratana) book

“8 Mindful Steps to Happiness: Walking the Buddha’s Path”

Since July or August I have been reading and listening to this book daily. I started by just listening to in on my morning walk. It would be the only thing I will listen to for the entire week, Monday through Friday.

Then it dawned on me that I should focus on one chapter at a time. So for 8 weeks I did one chapter at a time. Each time I began to gather more and more insight that I had missed by just powering through the books.

The real breakthrough in understanding this content came when I combined listening to one chapter with read one chapter. Since I have been doing that I am beginning to have the vocabulary of Buddha’s path internalize.

So when did it dawn on me?

Over and over in this book Bhante G keeps talking about practicing on the cushion and in life. I didn’t know that my distractions with the future. My long periods planning and preparing for the future is when I am attached to or trying to avoid some emotional stress.

I like being in control. I like to know things are going to work out in my favor.

When that is not happening, I have a tendency to distract myself with some future planning. I will escape in a book, I will do anything but the task at hand. When I am facing the unknown, my practiced behavior is avoidance not curiosity.

The two Fetters that drive my distraction are: Gross Greed and Hatred (Craving and Aversion)

Merging real estate teams offers significant advantages, transforming business operations and accelerating growth.

When two teams merge, efficiency skyrockets.

In a real estate team, tasks range from market analysis and client meetings to paperwork. A larger team can divide these tasks effectively, reducing the stress on individual members. Imagine the freedom you would have to focus on what you do best, knowing that competent colleagues cover other tasks.

Efficient workload distribution drives overall productivity.

With a merged team, your market reach expands exponentially.

Each team brings its network and expertise, which allows access to previously untapped markets and clientele. Thanks to the merger, a realtor specializing in urban properties can now confidently serve clients interested in suburban estates.

Expanded market reach means more growth opportunities.

Mergers can bring about substantial cost savings.

Shared resources reduce expenses, such as office spaces, marketing costs, and technologies. Additionally, larger teams can negotiate better deals with vendors, thanks to economies of scale. For instance, a bulk order of promotional materials would be cheaper than separate smaller orders.

Consolidating resources is cost-effective and increases profit margins.

Your real estate team could be just a merger away from reaching new heights of growth and efficiency. Embrace the merging opportunities and accelerate your success in the real estate industry.

For two real estate teams to merge successfully, their leaders must share a clear vision of the joint venture's direction and what success will entail.

The formula is straightforward. The two leaders need to be absolutely clear on the following:

1. Where they want to go,

2. When then want to be there, and

3. How they plan to do it.

Just like writing an essay, a well-defined destination gives the writer direction. It will do the same for business leaders as well. Every decision will be tested on whether it will move them toward their shared mission.

Without a clear mission, the joint venture is doomed to fail.

Working with other people is challenging enough. When the mission is not clear, every idea will look like a good one. All the opinions of your friends and family will be constant distractions. The only saving grace will be your mission statement.

It will be your filter to cut out the noise.

Right now, I have two very successful clients that are about to bring their two businesses together.

This is going to be the first thing we do. They will build their mission statement. They both know how to sell lots of real estate. They both what this relationship to allow them to have better leverage so that they can live the life of their dreams

A simple mission statement acts as the guiding force for a successful real estate partnership.

Leaders can overcome challenges and make informed decisions by clearly defining the destination, setting a timeline, and planning the path to get there.

To succeed in real estate, mastering effective communication is essential.

By following a feedback-driven approach, you can transform your communication skills and attract more clients. Here's a three-step method to help you achieve success.

Analyze Patterns

Analyze your communication patterns to gain valuable insights.

Identify recurring themes in your interactions to identify areas for improvement. Keep a journal or log of conversations, looking for patterns in client reactions and areas where you can enhance your communication.

Example:

Request Specific Feedback

Seek specific feedback from clients to proactively improve your communication.

Ask for insights on their experience working with you, focusing on responsiveness, clarity of information, and professionalism. Create a structured feedback form or survey to gather input.

Example:

Test and Measure

Continuously test and measure your communication strategies to adapt to evolving client preferences.

Experiment with different channels, tones, and content. Monitor response rates, conversion rates, and client feedback to identify effective methods.

Example:

I will train you to write a "we have a buyer for your home letter" in 250 words or less.

Here are a few guidelines:

1. Reuse the provided Problem and format it as an H1

2. Begin by stating the problem the buyer can solve for the seller.

3. Write one strong declarative sentence to clearly tell the seller why the buyer is interested in their home and neighborhood.

4. The reason for the buyer's interest cannot include the mention of: Race, Religion, Family, Familiar Status, or Gender.

5. The letter must be structured with 3-7 main ideas.

6. Use this format for each main idea:
   **Main idea Number and Name as an H288
   1-strong declarative opening sentence about the main idea.
   {line break}
   {line break}
   1 sentence short, strong concluding statement for the Main Idea. State the point. Do not say "in conclusion," "to sum up," Ultimately", etc.

7. Do not use flowery language or vague examples. Be specific as possible.

   I will give you the five main points, and you will write a "We have a buyer for your home letter" that will address each of the five main points, concluding we a call to action for the seller.

Main Points

• The problem this buyer can solve for the seller

• The solution to the seller's problem

• The three steps the seller can take to begin the process

• The positive stakes for taking action

• The negative stakes for not taking action

• A call to action to the seller to say yes or no to

Do you understand?

I have to thank Dickie Bush and Nicolas Cole. This is a modified prompt that they shared with me as a member of the Captain's Table. To learn more, check out their Write With AI course

A successful sale is the ultimate goal for both buyers and sellers.

They want to get the best value for their money, close the deal in a reasonable time, and avoid any unpleasant surprises along the way. Interestingly, whether it's a team or an individual agent handling the transaction, buyers, and sellers are primarily concerned with the outcome. How do I know?

Well, as a managing broker, I have access to MLS data from my local board of Realtors through a tool called "BrokerMetrics."

With the help of BrokerMetrics, I can analyze agent performance across eight different MLS boards in Michigan.

And guess what? The data reveals that both teams and individual agents successfully close numerous real estate deals. However, no single team dominates the market, as the top performers typically account for only 2% or 3% of the total market share, and even the most successful teams never exceed 5%.

What sets these top teams and individual agents apart is their unwavering commitment to the customer experience.

They know that happy clients lead to successful sales. These skilled professionals invest significant effort, energy, and attention to meet and exceed their client's expectations. They understand the importance of being responsive and accessible throughout the process, ensuring that their clients feel supported every step of the way.

While teams often leverage a combination of systems and people, individual agents tend to rely more heavily on systems.

However, what matters most to buyers and sellers is a successful sale. They don't mind whether it's a well-coordinated team or a resourceful individual agent who helps them achieve their goals. As long as the professional has a proven track record of delivering positive outcomes, buyers and sellers can rest assured that their interests are being taken care of.

The ultimate goal for buyers and sellers is a successful sale that offers the best value within a reasonable timeframe and avoids any unexpected surprises.

Skilled professionals, whether working as part of a team or as individual agents, have proven through MLS data that they consistently deliver these outcomes. By prioritizing the customer experience, leveraging the right systems and people, and surpassing client expectations, these professionals ensure that buyers and sellers achieve their goals with confidence.

Embracing the present moment is the key to living a fulfilling life and shaping our desired experiences.

Nurture Your Nature

Cultivating self-awareness and aligning our actions with our authentic desires and values is crucial.

By embracing our true nature, we can consciously shape our experiences. Start by reflecting on what truly brings you joy, fulfillment, and purpose. Then, make intentional choices that align with your core values and passions. For instance, if spending time in nature invigorates you, make it a priority to incorporate outdoor activities regularly.

Embrace your unique qualities and seek experiences that resonate with your authentic self.

Optimize Your Opportunities

To experience more now, we must seize the opportunities that come our way.

Instead of passively waiting for life to happen, seek new experiences and growth opportunities. Embrace challenges and view them as chances to learn and expand your horizons. Be open to trying new things, meeting new people, and stepping outside of your comfort zone.

For example, if you have a passion for photography, actively seek out photography workshops, exhibitions, or opportunities to capture unique moments in your daily life.

Win Your Way

To truly experience more now, we must define what success means to us personally and strive to achieve it on our terms.

Instead of comparing ourselves to others or chasing external validation, focus on your progress and fulfillment. Set meaningful goals that align with your aspirations and values. Celebrate your achievements, no matter how big or small they may seem to others.

Remember, winning is about fulfilling your desires and finding contentment within yourself.

Embracing the present moment and being intentional about our experiences empowers us to live a more fulfilling life.

Nurture your nature, optimize your opportunities, and win your way to create a life that is aligned with your true self. Embrace the journey and savor each moment along the way, for it is through the power of now that we can truly experience more.

Employing the Socratic Method in real estate sales management is an effective approach to uncovering hidden buyer and seller needs.

Challenging Assumptions

Challenging assumptions through thought-provoking questions is crucial to uncovering hidden needs.

By asking questions like "Have you considered..." or "What if...," real estate professionals can encourage buyers, sellers, agents, and staff to examine their beliefs and explore alternative perspectives. For example, asking a seller, "Have you considered renovating the kitchen to increase the property's value?" may prompt them to reconsider their initial assumption that the kitchen doesn't require any upgrades.

Exploring Alternative Perspectives

Expanding thinking and providing options are essential for discovering hidden needs.

Through "What else..." questions, real estate professionals can help stakeholders consider different behaviors, solutions, and outcomes. For instance, asking a buyer, "What else are you looking for in a neighborhood?" encourages them to explore additional criteria beyond their initial preferences, enabling a more comprehensive understanding of their needs.

Considering Consequences

Prompting individuals to evaluate the consequences of their perspectives and behaviors is vital in uncovering hidden needs.

By using "What's the price/cost..." questions, real estate professionals can encourage stakeholders to assess the impact of their choices. For instance, asking a seller, "What's the cost of delaying the listing?" highlights the potential drawbacks of postponing the sale and motivates them to consider their priorities.

Exploring Evidence

Uncovering hidden needs relies on examining the facts and evidence.

By employing "What do the facts say..." questions, real estate professionals can guide stakeholders in evaluating their thinking and considering alternative viewpoints. For example, asking a buyer, "What do the market trends indicate about property values in this area?" encourages them to base their decisions on objective information rather than subjective assumptions.

Curious About That Question

Determining a question's relevance and value is crucial to effectively uncovering hidden needs.

Through "Why THIS..." questions, real estate professionals can help stakeholders evaluate the significance of a particular question. Real estate professionals can steer conversations toward meaningful insights and avoid unnecessary detours by exploring whether a question is relevant, answerable, and worth investing energy in.

Encouraging Engagement and Exploration

Real estate professionals can create an environment that encourages active engagement and exploration by utilizing the six open-question forms within the Socratic Method.

This approach empowers stakeholders to challenge assumptions, consider alternative perspectives, evaluate consequences, explore evidence, and discern the relevance of questions. By fostering an atmosphere of curiosity and critical thinking, hidden buyer and seller needs can be uncovered more effectively, leading to better outcomes in real estate sales management.

Implementing a comprehensive framework is essential for attracting experienced agents to your real estate team and ensuring their long-term success.

Define Your Value Proposition

Clearly articulate how your team removes obstacles and enhances professional growth for experienced agents. Emphasize your team's benefits and advantages, illustrating how they can thrive better with you.

Build Your Brand

Craft a consistent brand image showcasing an agent's experience on your team. Control the narrative and deliver on your brand promise to build trust and attract experienced agents seeking a reputable and supportive environment.

Identify Your Target Audience

Target individuals who align with your ideal team member profile regarding skills, experience, and values. Tailor your messaging to resonate with their behavioral energy and increase your chances of attracting the right agents.

Create a Targeted Attraction Strategy

Develop a comprehensive marketing and sales funnel. Leverage social media, attend industry events, and engage in direct outreach. Craft compelling messages that highlight the unique benefits your team offers.

Build Relationships with Potential Agents

Nurture relationships through consistent follow-up and personalized attention. Demonstrate your commitment to their success and show how your team supports their growth. Build trust and rapport to attract experienced agents.

Make Compelling Offers

Present offers tailored to exceed agents' needs and expectations. Ensure your financial and benefits package aligns with their requirements. Emphasize the unique advantages they'll gain by joining your team.

Onboarding and Support

Execute a well-defined onboarding process. Deliver promises made during the attraction by providing comprehensive training, mentorship, regular check-ins, and necessary resources. Demonstrate commitment to their growth.

Encouraging Takeaway: Implement this framework to attract and retain talented agents who contribute to the success and growth of your real estate team. Watch your team thrive as you put these steps into action!

I love seeing my agents and coaching clients win.

And since I love seeing them win, I have some created this list of marketing ideas for the summer.

Here are my favorite tools to do X:

1. Prepare branded summer essentials, such as sunscreen, water bottles, or mini fans, and deliver them to past and potential clients.

2. Attach a personalized note to each gift, expressing appreciation for their support and offering assistance with any summer real estate needs.

3. Create a "Summer Survival Kit" with items like bug spray, outdoor games, and refreshments, and distribute them to clients and local businesses.

4. Provide a small potted plant or flowers with a note that says, "Watch your dreams grow with me as your realtor this summer."

5. Design and distribute refrigerator magnets or keychains with a summer-themed real estate message.

6. Offer a summer-themed recipe book featuring refreshing drinks, BBQ ideas, or summer desserts, and hand them out to clients during your visits.

7. Organize a "Lemonade Stand" event in your office or at a local park, where you serve lemonade and engage with potential clients.

8. Create custom-made ice cream containers with your branding and distribute them to clients or local ice cream shops to promote referrals.

9. Deliver personalized "Thank You" cards along with a small gift, such as a gift card to a local ice cream parlor, to express gratitude for past referrals or business.

10. Provide branded sunglasses or hats with your logo as gifts to clients, emphasizing the idea of "sun-sational" real estate experiences.

If you do one of these, let me know what you think!

I love seeing my agents and coaching clients win.

And since I love seeing them win, I have some created this list of marketing ideas for the summer.

Here are 10 Summer Specfic Post Card Ideas:

1. Create summer-themed postcards featuring attractive properties, and mail them to targeted neighborhoods.

2. Offer a "Summer Selling Guide" on your postcards, providing tips and advice for selling or buying a home during the summer months.

3. Highlight the benefits of buying or selling a home in the summer, such as good weather for open houses or increased inventory.

4. Include a QR code on your postcards that leads to a summer-themed landing page on your website with exclusive summer deals or promotions.

5. Partner with local businesses and include their special offers or discounts on your postcards to create a sense of community.

6. Showcase testimonials from clients who have successfully bought or sold their homes during the summer season.

7. Offer a free home valuation or market analysis on your postcards to attract potential sellers.

8. Create a series of postcards with different summer themes to maintain interest and engagement throughout the season.

9. Highlight any summer-related events or festivals happening in your area on your postcards to attract potential buyers.

10. Include a call-to-action on your postcards, encouraging recipients to contact you for a personalized summer real estate consultation.

If you use any of these, let me know what you think!