Category Archives: The Psych

July 1, 2025 · 8:36 am

A New Month, A New Opportunity: Take Action and Go Get It!

A fresh month is here. The calendar flips, and with it comes a subtle reminder: you have another chance.

We don’t know what this month will bring. The future always holds surprises—some good, some challenging. But one thing is certain: the actions you take now will shape the opportunities ahead.

Don’t Wait for the “Perfect” Time

It’s easy to tell ourselves, “I’ll make that call tomorrow.” Or, “Next week I’ll follow up with that client.” But the truth is, tomorrow isn’t guaranteed. And that next week? It comes faster than we think.

The new month is your nudge to stop waiting. Pick up the phone. Send that email. Knock on that door.

Dust Off Your Action Items

We all have that mental (or written) list of tasks we’ve been putting off. Maybe it’s reaching out to a past client. Maybe it’s prospecting a neighborhood you’ve been eyeing. Maybe it’s starting that marketing idea you’ve been toying with.

This is the month to do it.

Every small action compounds. Every connection you make today could be the deal, the referral, the partnership of tomorrow.

Go Get It

New months don’t bring magic on their own—you bring the magic through your effort, consistency, and courage.

Don’t wait for opportunities to land in your lap. Create them.

📌 This month, commit to:

  • Making the calls you’ve delayed
  • Sending the messages you’ve drafted but never sent
  • Showing up fully for your business

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 27, 2025 · 1:06 pm

Opportunities Are Everywhere—Train Your Mind to See Them

Success often comes down to one key skill: the ability to spot opportunities where others see obstacles or nothing at all.

👉 Opportunities are everywhere—and I recognize them.

This isn’t just a feel-good affirmation. It’s a mindset that can transform your business.

Train Your Mind to See the Open Doors

Opportunities don’t always come with flashing lights and a neon sign. Many times, they look like:

✅ A casual conversation at a coffee shop
✅ A neighbor mentioning they’re “thinking of selling someday”
✅ A social media post about someone needing more space
✅ A friend who just got a job transfer

When you’re tuned in, these moments aren’t just small talk—they’re doors opening all around you.

How to Spot More Opportunities

🔑 Stay curious. Ask good questions. Listen for hints about people’s needs, hopes, or challenges.

🔑 Shift your perspective. What seems like a setback (a deal falling through, a lost listing) could lead to a better connection or lesson.

🔑 Be present. Don’t rush through interactions. Slowing down helps you catch the signals others miss.

🔑 Believe opportunities are abundant. When you trust that doors are everywhere, your brain stays alert and ready.

Smart Prospecting = Seeing What Others Overlook

Great prospectors aren’t lucky—they’re trained. They’ve taught themselves to look deeper, ask better questions, and stay open.

Start today. Remind yourself: Opportunities are everywhere. I recognize them. I act on them.

Because sometimes, the door to your next big win is right in front of you—you just have to see it.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 26, 2025 · 8:19 am

Smart Prospecting: Respect Time—Yours and Theirs

Time is more than money—it’s momentum. It builds trust, fuels consistency, and separates top performers from everyone else. That’s why one of the smartest habits you can develop in your prospecting efforts is simple: respect time—yours and others.

Be Early, End on Time

Showing up early communicates something powerful: I’m prepared. I value you. I’m here to win. Whether it’s a client meeting, a showing, or a phone call, being five minutes early is never wasted time.

Equally important? End when you say you will. When people know you respect their schedule, they’re more likely to work with you, refer you, and trust you with their business.

Don’t Waste Your Hours

Prospecting time should be sacred. Block it. Guard it. Treat it like an appointment with your future success.

Here’s what wasting time looks like:

  • Scrolling aimlessly before making your first call
  • “Checking emails” for 45 minutes
  • Over-prepping instead of dialing
  • Getting stuck in conversations that don’t move the needle

Don’t Steal Other People’s Time

Long-winded messages. Meetings that go nowhere. Being late. All of these rob people of their most valuable resource. And when you waste someone’s time, it’s hard to earn back their trust.

Instead, be clear, concise, and considerate. Whether you’re cold calling or setting up a listing appointment, show them you respect their schedule as much as your own.

Time Is a Mirror

How you treat time reflects how you treat yourself, your business, and your clients. So treat it with intention.

  • Show up early.
  • Wrap up on time.
  • Focus when it’s time to focus.
  • Be a professional people can rely on.

Your success isn’t just built on what you do—it’s built on how you manage your minutes. Respect time, and time will respect you.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 20, 2025 · 2:22 pm

Smart Prospecting: Eliminate the Distractions and Get to Work

We all have goals—more listings, stronger pipelines, consistent closings. But let’s be honest: how often are we letting distractions rob us of the results we’re capable of?

Whether it’s doom scrolling on your phone, getting pulled into long chats with other agents in the office, or checking emails every five minutes, these little habits eat up your prime prospecting time.

Identify What’s Stealing Your Focus

Everyone has a “go-to” distraction. Ask yourself:

  • Are you checking social media for “just a second”… every 10 minutes?
  • Are you spending too much time in hallway conversations instead of on the phone?
  • Are you letting every notification pull your attention away?

If so, you’re not alone. But you are in control.

Set Clear Boundaries With Your Time

Here’s how to take your productivity back:

  1. Create a Distraction-Free Zone
    Put your phone on Do Not Disturb. Close your email tab. Hang a “Do Not Disturb” sign during your prospecting hour.
  2. Time Block Your Focus Hours
    Pick your most productive window—maybe 9 a.m. to 11 a.m.—and protect it fiercely. That’s your money-making time. Treat it like a client appointment.
  3. Save Socializing for Later
    It’s great to connect with your office peers—but not during your focus time. Set a coffee or lunch break to catch up once the real work is done.
  4. Track Your Progress
    Check in at the end of each day: Did I protect my prospecting time? What distracted me today—and how will I adjust tomorrow?

Discipline Leads to Consistency

Success in real estate isn’t about working harder—it’s about working smarter. If you can eliminate just one major distraction a day, you’ll be amazed how much more you accomplish in a week.

So, what’s your biggest distraction?

Name it. Eliminate it.
Then get back to what really matters: building your business.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 19, 2025 · 8:36 am

Smart Prospecting: When You Have Really High Expectations for Yourself

High expectations can be both a superpower and a source of pressure.

In prospecting and business building, setting the bar high is often what separates good from great. You want results. You push hard. You expect more from yourself than anyone else does—and that drive can take you far.

But what happens when those high expectations start to feel overwhelming?

You start to believe every task should be done perfectly. Every day should be productive. Every goal should be hit on schedule. And if you fall short—even slightly—you feel like you failed.

Let’s reset that thinking with a few key reminders:

1. Progress Beats Perfection

Perfection isn’t the goal—progress is. High standards are great, but don’t let them keep you from taking action. Done is better than perfect. Keep moving.

2. Your Effort Matters

Results don’t always come on your timeline. Some days, the win is just showing up and doing the work. Don’t discount consistency—it compounds.

3. Check Your Inner Voice

Would you talk to a teammate the way you talk to yourself? If the answer is no, it’s time to show yourself the same encouragement and grace you offer others.

4. Refocus, Don’t Spiral

When you fall short of your expectations, don’t spiral. Refocus. Ask: What’s the next best step I can take right now? Then take it.

5. Celebrate Along the Way

High-achievers often skip this part. Don’t. Celebrate small wins. Every call made, every follow-up sent, every lead nurtured—it all adds up.

Having high expectations means you believe in your potential. That’s a good thing. But remember: you’re a human, not a robot. Sustainable success in prospecting comes from discipline, grace, and keeping your focus on what matters most—showing up and doing the work, day after day.

Hold the vision. Trust the process. You’ve got this.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 16, 2025 · 10:37 am

Smart Prospecting: Navigating New Commission Models with Clarity and Confidence

The real estate industry is evolving fast—and one of the most significant shifts is happening in how commissions are structured and who pays them. As a real estate professional, if you’re not preparing your clients early and clearly communicating their options, you’re already behind.

This isn’t just about understanding the new rules—it’s about prospecting smart, building trust, and staying ahead of the curve.

🔍 What’s Changing?

Recent legal rulings and industry updates (like those involving the National Association of Realtors) are forcing greater transparency in commission structures. In many markets, buyers may now need to pay their own agents directly, instead of the traditional model where the seller covers both sides.

That means confusion, hesitation, and a lot more questions from buyers and sellers alike.

🧠 What Smart Prospectors Are Doing Now

1. Prepare Clients Early

Don’t wait until you’re writing offers to explain commission breakdowns. From the very first consultation, set expectations. Explain how buyer agent compensation works in the current market and what their financial responsibilities might be.

Prospecting Tip:
Use a simple chart or handout during your buyer/seller consultations showing traditional vs. new models. People retain visuals better than verbal explanations.

2. Offer Options and Flexibility

Every client’s situation is different. Some sellers may still be willing to offer a buyer agent commission as part of the deal. Others may want to reduce costs. Some buyers may be fine covering agent fees—others may not.

The key is offering solutions:

  • Seller credits
  • Adjusted pricing strategies
  • A menu of service tiers or commission structures

Prospecting Tip:
When marketing yourself to leads, emphasize your ability to customize your approach based on their goals and financial comfort level. This sets you apart from agents who apply a one-size-fits-all model.

3. Stay Transparent, Build Trust

Buyers and sellers don’t want to be surprised—they want to understand exactly what they’re paying for and why it matters. Transparency isn’t just ethical—it’s a powerful prospecting tool.

Break down:

  • What services you offer
  • The value of having expert representation
  • How commission fees are structured
  • How they benefit from working with you

Prospecting Tip:
Add a short video to your website or email campaigns explaining commission changes. Position yourself as a guide in this shifting landscape—not just another agent.

Change is never easy, but it’s always an opportunity for those who lean in. Commission models may be shifting, but relationships are still the foundation of real estate. And clients will always choose the professional who communicates clearly, provides real value, and earns their trust.

So be the agent who educates. The one who prepares. The one who leads with honesty and solutions.

That’s Smart Prospecting.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 5, 2025 · 9:37 am

Smart Prospecting: Don’t Let the Dream Deal Cloud Your Common Sense

Story Time: Stay Sharp and Alert

We all dream of that phone call—the one where a past client calls out of the blue and says, “I’m ready to buy a house… and sell two others.” It’s the kind of call that makes your day, your week, maybe even your month. That call came in for me recently, and for a moment, it felt like the jackpot.

He was a past buyer—technically, someone I’d worked with, though he never actually purchased a home. Still, the conversation was smooth. He was motivated. One home to buy, two listings in separate cities where I could refer out and collect referral fees. A total win.

But then, the red flag showed up.

After our call, he texted me:
“By the way, I’ll need to purchase the new home in a different name.”

Just like that, my gut kicked in. Something felt off. And here’s the reminder I want to share with you:

Don’t Let the Idea of a Sale Blind Your Judgment

When we’re chasing goals, trying to hit numbers, or feeling the pressure of the market, it’s easy to get tunnel vision. We want the win. We want to believe this is the one. But no matter how promising a deal sounds—if something doesn’t feel right, pay attention.

Whether it’s financing red flags, title issues, legal name complications, or ethical grey zones, it’s your responsibility to pause and investigate. You’re not just a salesperson—you’re a fiduciary, a professional, and someone whose reputation is on the line with every deal.

Smart Prospecting = Smart Filtering

Not every lead is worth chasing. And not every deal is what it seems. Keep your excitement—but keep your standards, too. Trust your instincts, ask the hard questions, and don’t let the glitter of a “dream call” stop you from doing your due diligence.


Sometimes the best move isn’t closing the deal—it’s walking away from the wrong one. That’s not a loss. That’s smart prospecting.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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June 3, 2025 · 10:25 am

Summer Survival: 3 Tips to Stay on Target with Your Ideal Day

Summer brings longer days, weekend getaways, and a whole lot of unpredictability. With clients traveling, kids out of school, and your own plans shifting, your usual schedule can quickly unravel. You’re busy—but not always productive.

So how do you stay on track with your ideal day when the season throws curveballs? Here are three simple but powerful tips to help you keep your focus and continue building your business through the summer months.

1. Anchor Your Day with Non-Negotiables
Identify the 1–2 activities that must happen daily—whether that’s a morning prospecting hour, a handwritten note, or updating your CRM. These are your “non-negotiables.” Even if your day gets turned upside down, completing these tasks means you’ve stayed aligned with your priorities. Anchor your day around them, even if the time shifts.

2. Use Micro-Moments Wisely
Summer isn’t always about full days off—it’s about interruptions and irregular windows of time. Use those 10- to 15-minute gaps to make quick follow-up calls, send text updates to clients, or review hot leads. You don’t need perfect blocks of time to be productive—you just need a plan for when time shows up unexpectedly.

3. Plan Weekly, Adjust Daily
Your calendar may not be as rigid as it is during the school year, but that’s okay. Do a weekly overview to plan your prospecting, showings, and time off. Then each morning, ask: What’s still possible today? Adjust with intention, not reaction. This small habit helps you stay proactive, not just busy.


Summer might feel different—but your goals don’t change. Stay flexible, stay focused, and remember: consistency beats intensity. One smart move at a time, and you’ll finish the season strong.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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May 22, 2025 · 10:13 am

Have a Champion Mindset for Smart Prospecting and Real Estate Success

In real estate, success isn’t just about scripts, systems, or even skills—it’s about mindset. The way you approach each day, each client, and each opportunity determines the results you get. That’s why cultivating a champion mindset is one of the most powerful things you can do for your smart prospecting and your overall real estate business.

What Is a Champion Mindset?

A champion mindset is a way of thinking that combines belief, resilience, discipline, and a relentless commitment to growth. Champions don’t wait for motivation—they act with purpose. They don’t fear rejection—they use it as fuel. They don’t let a tough market define them—they adapt and rise above it.

How to Apply a Champion Mindset to Smart Prospecting

1. Be Consistent—No Matter What
Champions don’t only show up when they feel like it. They know that consistency is the key to building momentum. Whether it’s calling your sphere, hosting open houses, sending CMAs, or door-knocking—you show up and do the work.

2. Embrace Rejection as a Learning Tool
Every “no” brings you closer to a “yes.” Champions don’t take rejection personally—they analyze it, improve, and move forward. Each objection is a chance to sharpen your skills.

3. Visualize Success Daily
Before a call, a meeting, or a listing presentation, take 30 seconds to picture a positive outcome. Champions see the win before it happens. This mental practice builds confidence and focus.

4. Set Goals That Stretch You
A champion mindset isn’t about playing it safe. Set goals that challenge you, then build a plan to reach them. Push your limits. That’s where growth lives.

5. Celebrate the Small Wins
Success isn’t built overnight—it’s built through daily victories. Champions acknowledge progress, stay grateful, and let the wins (big and small) keep them moving forward.

Your Mindset is Your Edge

There are thousands of agents out there. What separates the top performers isn’t just talent—it’s how they think. When you adopt a champion mindset, smart prospecting becomes less about pressure and more about purpose. You’re not just chasing deals—you’re building a business with clarity, grit, and long-term vision.

You have everything you need within you. Show up like a champion. Think like one. Act like one. And your business will follow.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!

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May 21, 2025 · 8:53 am

Why I Joined eXp Realty—and Why You Might Want to Too

Making a change in your real estate career is a big decision. When I decided to join eXp Realty, I wasn’t just looking for a brokerage—I was looking for a better way to grow my business, build financial freedom, and be part of something innovative. And that’s exactly what I found.

Here’s why I joined eXp—and why it might be the right move for you too.

1. Ownership in the Company

At eXp Realty, you don’t just work for the company—you become an owner. Through their stock equity program, agents earn shares for doing what they’re already doing: closing deals, reaching milestones, and helping others join. This creates long-term wealth potential alongside your regular commissions.

2. Revenue Share Program

One of the most exciting parts of eXp is the Revenue Share Program. When you introduce other agents to eXp, you earn a percentage of the revenue they generate—without managing them. As your network grows, so does your income. It’s a true residual income opportunity that rewards you for building a community, not a company.

3. Cutting-Edge Technology

eXp operates entirely in the cloud. That means no costly franchise fees, no office overhead—and access to a virtual world full of tools, training, and collaboration. Whether you’re working from home or on the go, everything you need is just a click away.

4. World-Class Training and Support

There are 50+ hours of live training every week, covering everything from lead generation to listing presentations. You’ll learn from top producers around the country—and you’re never alone. The collaboration at eXp is like nothing I’ve seen before.

5. Work-Life Freedom

Because eXp is cloud-based, I can run my business from anywhere. That flexibility allows me to serve my clients better and still make time for what matters most—family, hobbies, travel, and personal growth.

The Bottom Line

Joining eXp Realty changed the way I think about my real estate career. I’m not just building a business—I’m building a legacy. If you’re an agent who’s driven, open-minded, and ready for something bigger, this might be the opportunity you didn’t know you were looking for.

Let’s talk. I’d love to share more about my experience and help you explore whether eXp is the right fit for you.

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Terry McDaniel DRE License #00941526

eXp Realty of California, Inc.

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