Lessons from the Mountain - Part 2

Last week, I shared Lessons from the Mountain and for me, one of skiing's most enduring lessons: Stop staring at your skis, at the turn you are in, and look further down the trail. It was a metaphor for how we should make decisions in our real estate practice, our leadership, and even our lives.

But metaphors are only useful if we can move them from the esoteric into something actionable. So let's make it practical.

I've outlined three examples of places where agents and leaders tend to focus on the turn they are in rather than the trail they're on. (In future posts, I will dig deep on all of these, so subscribe and stay tuned.)

Marketing for a Response

What is the goal of your marketing efforts? Many of you will say, "To make the phone ring." Fair. But I'd like you to think about what exactly makes the phone ring. Not the lightning strike ring, but one built on a robust, consistent level of business.

Far too often, an agent will spend hours designing a postcard, a social media post, or an email. They deploy the marketing and wait to see 'if it works'. Did it garner likes on social media? Did someone call and inquire about listing their home? Did they get a client from their open house?

How long will they maintain the marketing efforts before saying, "I tried that, but it didn't work." Surprisingly, and sadly, not long.

Why? They are marketing for attention rather than reputation. Attention creates that dopamine rush. A call. A DM. A like. But building a reputation ... that's a quiet thing.

Building reputation moves from a 'look at me' focus to one centered around service and value. It is built over time through small moments where people come to know and trust you. Through the market update that keeps them informed about their home's value. The helpful answer when there is nothing to gain. The personal phone call not tied to a transaction.

Individual actions feel insignificant. Together, over time, they build a reputation.

Protecting Today's Comfort

It is uncomfortable to have challenging conversations. We avoid discomfort. We avoid the difficult conversation or decision. Everyone does this. It's natural. But there is a cost.

As a new skier, leaning back is the natural tendency as your skis move down the mountain. Fear kicks in. Leaning over your skis is deeply uncomfortable, exactly what you don't want to do. And yet, mastery comes from placing your weight in a place that gives you more power and control over where you are going.

Doing the uncomfortable thing is the moment that you gain command over your direction.

Is there a conversation you are avoiding with an unrealistic buyer?

A price reduction you are uncertain how to tackle?

As a leader, are you avoiding the discomfort of making a difficult staffing decision?

While we protect today's comfort in avoiding the challenging conversations or decisions, we are borrowing from our future self. And there will be interest to pay along the way.

Avoiding discomfort today is leaning back on your skis. Do you want to gain command over your direction? Shift your weight. Shift your focus into the actions that serve you down the path.

The Transaction Chase

I touched on this in Part 1, but let's get specific. Here is a quick quiz. Answer the following:

• What is your total Closed volume year to date?
• What is your total Active volume (buyers and listings)?
• What is your total Pending volume?
• What is the total volume in your Pipeline that you will close in 2026?.
• What percentage of your goal is achieved by adding the total of all of these numbers for 2026?
• Bonus Questions: What volume is in your Pipeline for 2027?

How much work does this take to determine these numbers? Are you tracking all of this?

Your closed volume? That's in the rearview mirror. It's behind you. It's over. No need to spend too much time there.

Your Active and Pending? This is the turn you are already in, friends. Too much focus there, and you'll be headed into the trees.

Your Pipeline? That's the trail you are on. This is where your focus should be.

If your focus is continually on the business you are currently working on, when you close those deals and finally look up, you will be on the next transaction chase. You aren't building a business. You're doing transactions. 

If you want a sustainable business, one that maximizes growth opportunities, you simply must lift your gaze into your future. Remember, your job is not just to service the clients you are currently working with, but also the ones that will need you in the future.

The View Ahead

At a glance, it may feel like these are disparate lessons. Marketing. Discomfort avoidance. Pipeline.

They're not.

If you want different outcomes, become intentional about lifting your gaze. Looking down the trail does not mean you ignore the turn you are in. It means that the trail you are headed into will be shaped by the decisions you make today.