The CEO Blog

Let me give you a paradigm shift that might sting a little: frustrated that leads are taking longer to convert? Feeling like business is scarce and the market’s to blame? Here’s the reality check – the market conditions change. They fluctuate. This is part of being in business, part of the entrepreneur’s journey.

But what we’re really seeing now is a revelation that agents never took the time to actually build a business. When the market was hot, everybody was closing deals not because they were skilled at business, but because it was just easy to convert leads. Now that things have slowed down? It’s exposing and revealing gaps in our businesses.

The truth is, relying on news media for your business strategy is like asking a vegetarian for the best steakhouse in town. They’re just not equipped to give you the information you actually need.

That revelation led me to completely restructure my business. I started seeing profit not as what’s left over after everything else, but as a non-negotiable priority. Here’s what transformed:

Through my experience coaching over 200 agents, I’ve noticed something powerful: The agents who consistently convert at the highest rates aren’t necessarily the smoothest talkers or the best “salespeople” – they’re the ones who’ve mastered the art of being true consultants.