Recent Articles by Brian McKenna

The 5 painful costs of winning the real estate race

The 5 painful costs of winning the real estate race

Wanted for real estate leadership positions: Talented and successful real estate agents who would like a far more restrictive schedule, a probable reduction in pay and increased responsibility ......
By Brian McKenna | Friday, October 7, 2016
Are you afraid of success?

Are you afraid of success?

Recently, I heard a real estate guru describe call reluctance and action plans to overcome it. It made me question if call reluctance is symptomatic. Many real estate agents might be actually be experiencing success reluctance ......
By Brian McKenna | Thursday, August 18, 2016
How to use successive approximations to get more referrals

How to use successive approximations to get more referrals

Do you want the people who make up your center of influence, or COI, to think of and refer you when they or someone they know wants to buy or sell real estate? Of course you do! Are you doing all you can to encourage this to happen on a regular basis...
By Brian McKenna | Monday, August 15, 2016
A boat's rudder Feeling stalled? Reset your rudder in real estate and life

Feeling stalled? Reset your rudder in real estate and life

Running your own business can be very consuming. You commit energy, attention and time to client wants and needs -- often at the expense of your own. We end up measuring success by our checks and put off the ongoing maintenance our business requires ...
By Brian McKenna | Thursday, July 28, 2016
10 tips for selling a home — with kids living in it

10 tips for selling a home — with kids living in it

Selling a home is a tough business, in that, there are a lot of balls in the air at once between the open houses, last-minute showings and keeping your home in staged-perfect condition at all times. Add a kid (or two or three -- or more) to the mix, ...
By Brian McKenna | Monday, July 25, 2016
Feeling down and listless? Try these 5 tips for daily inspiration

Feeling down and listless? Try these 5 tips for daily inspiration

As a real estate agent, your days can be long and filled with lots of trial and error, but you have to stay motivated and upbeat to be successful day-to-day. Are you feeling down, listless and uninspired? Not for long! Here are five ways to pump up y...
By Brian McKenna | Friday, July 22, 2016
5 steps to achieving happiness in real estate

5 steps to achieving happiness in real estate

Champions train. Losers complain. Are you stuck in a loop of problem identification -- unable or unwilling to shift into a problem-solution mode? If so, you’re not alone, and there is hope. Here are five steps to help you find happiness in real est...
By Brian McKenna | Wednesday, May 25, 2016
What's the best advice you can give new agents?

What's the best advice you can give new agents?

Quit real estate today -- this is the best advice I can offer to a large number of newer agents. If you're in a panic about the end of the calendar year and only putting off the end because you've paid your dues thru December or because you want to m...
By Brian McKenna | Monday, November 23, 2015
5 steps to take your listing presentation to the next level

5 steps to take your listing presentation to the next level

When you walk into appointments with every line scripted and rehearsed you run the risk of steamrolling your clients and your chances. Anxiety, adrenaline and note memorization leave some agents unresponsive to what their clients want and need. If yo...
By Brian McKenna | Monday, October 26, 2015
My 3-step plan to keep out of the drift

My 3-step plan to keep out of the drift

The net, of course, plays on the reference of the Internet as a tool available for our strategic and timely use. The net I picture is one that catches unsuspecting drifters and ensnares them for hours upon hours ......
By Brian McKenna | Wednesday, September 23, 2015
3 steps to begin working with millennials

3 steps to begin working with millennials

Still the need is clear -- we must begin to understand what motivates this generation, how they prefer to communicate, to learn and what type of work models work for them. But how? I suggest three strategies that should at least get you started ......
By Brian McKenna | Tuesday, August 25, 2015