What's your story?

I became a real estate agent over two decades ago, almost by accident. My small business was floundering, and my wife—a natural at sales—was top-ranked in her multilevel marketing program but still not making a lot of money. I suggested she try real estate, and she agreed, but she never seemed to have time to study for the licensing exam. I decided to read the books and tutor her…and I ended up becoming the agent instead. I thought I would hate real estate, but what I love about it is the same as what I loved about my previous career: helping people.

I stumbled on Performance Coaching at the beginning of the pandemic. I had already done every coaching program out there and found them all to be disappointingly superficial—all rainbows, unicorns, and fluff. In just one workshop with Steve, I could tell he was different. I joined his Daily Accountability Calls and started immediately learning things I could actually use every day. It was the meat-and-potatoes coaching I had been looking for.

I particularly latched on to Tactical Empathy. I didn’t just listen to the daily role play calls—I studied them. I took copious notes, carried them around in my car, and practiced conversations out loud as I drove around every day…and it worked. Tactical Empathy started to feel natural. Every interaction with my clients became easier. My stress melted away…and my repeat-and-referral rate started to rise.

Now, that’s exactly what I coach other agents to do: master Tactical Empathy through structured, intentional, deliberate practice.

What's the focus of your coaching?

As Chris Voss says, "Practice doesn't make perfect...PERFECT practice makes perfect." I focus on helping agents practice, learn, and master the Tactical Empathy approach to the tough conversations they have with buyers, sellers, and other agents every day. That includes new client consultations, delivering bad news, price reductions, requests for repairs, offers and counteroffers, and many other difficult situations.

I coach my clients to learn these skills the same I did: through consistent practice with timely, targeted feedback.

Who would be a great fit for your coaching?

You might be a great fit for my coaching if you...

• Are determined to master Tactical Empathy as a way to elevate your business and yourself as a professional
• Are truly coachable and want to get better every day
• Are committed to applying and practicing what I teach you
• Are willing to roll up your sleeves and put in the work to improve

Which of the 6 Building Blocks is your favorite?

Tactical Empathy, obviously!

What are some books you recommend?

Never Split the Difference by Chris Voss

The Full Fee Agent by Steve Shull & Chris Voss

Ego, Authority, Failure by Derek Gaunt

Ego is the Enemy by Ryan Holiday

The Traveler's Gift by Andy Andrews

Getting Things Done by David Allen

Who Not How by Dan Sullivan

Profit First by Mike Michalowitz

How do you like to spend your free time?

Gardening, walking, weight lift lighting, watching TV and movies, watching baseball, and spending time with family