Field Notes
Essays from the operator’s chair.
Recruiting, retention, and leverage — written from inside a 260-agent market center and a producing team, not the cheap seats. One idea, every week.
12 of 12 essays shown
I'm not flying to this room for answers.
Answers are the one thing nobody travels for anymore. What the consumer hires now is readiness — and it shows up in your systems, your strategy, and your first eight days.
Aug 2026 · 6 minListingsThe market isn't beating you. Day nine is.
Q2 FMLS data: unreduced listings go under contract in 10 days at 100% of ask. Reduced listings take 63 and settle for 93.6%. What changed, and how to adjust.
Jul 2026 · 7 minSalesWhat's The Fear Really About?
A frustrated agent, a dry pipeline, and the one question underneath every avoided call — is the fear stopping the action, or the reason you finally take it?
Jul 2026 · 2 minStrategyWhich scope are you stuck in?
Declining production isn't a market problem. It's a lens problem — and your calendar knew before your P&L did.
Jul 2026 · 7 minLeverageIs AI your first hire now?
The model says your first hire is an assistant. What if AI takes the admin — so the first human you hire starts at the part that can’t be replaced?
Jul 2026 · 9 minSystemsI used to be the bottleneck in my own business
I ran AI like a wing-woman for two years. Then I spent one weekend rebuilding it into a team — eight desks, each with its own files, its own context, its own job.
Jun 2026 · 13 minListingsThe agent who didn’t know I was listening
A hallway confession about listings — and the second-chance play that doesn’t care how long you’ve been in the business or how many people you know.
Jun 2026 · 13 minMindsetDown 29. Four minutes left. Sound familiar?
The Knicks came back from 29 down by playing the next possession. Your market is down too. Same playbook — five plays to run this quarter.
Jun 2026 · 10 minBrandStop picking a niche. Claim the one you already have.
Your niche isn’t a property type. It’s the rooms you’re already in — and hiding half of yourself is costing you deals every week.
Jun 2026 · 8 minStrategyMLS or portals — and what changes if the answer flips
The MLS is the engine, the portals are the storefront — and the agents who win the next decade are building the pipeline neither one can touch.
May 2026 · 7 minSalesThe four questions I stole in Austin, Texas
Four questions from a room full of the industry’s best that flip a consult from performing to asking — and the hardest move in the business: shut up and listen.
May 2026 · 4 minBrandAre you invisible on the internet?
When someone Googles your name, do they find you — or a portal monetizing your name to other agents? The 15-minute fix.
May 2026 · 3 minThe newsletter
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