Summary This week I did something I have not done on this show before. I brought real research with me. I have been archiving my own thinking and my own data for eight or nine months now, building what people call a second brain, and this is the first time I merged that archive with outside data and pulled it up to the microphone. The subject is client gifting and entertainment. The real question underneath it is whether you have a strategy for it at all. Most advisors do not. They have a ha...
Aug 16
16 min
Summary Not every touch carries the same weight. A text and a lunch both get filed under staying in touch in most advisors’ heads, and they are not the same thing. Not to the client, and not to the business. This one lays the ways you communicate out as a ladder, ten rungs, and makes the case that the art is not picking the most convenient rung. It is picking the right one for the person in front of you. This continues the 2026 teaching series inside Pillar 3, CRM and Relationship Managemen...
Aug 9
23 min
Summary There are two types of real estate advisors and entrepreneurs. One of them builds a network on purpose. The other waits for the phone to ring. Episode 335 puts those two side by side and makes the case that the distance between them has almost nothing to do with talent, market, or timing. It comes down to intention. This episode continues the 2026 teaching series inside Pillar 3, CRM and Relationship Management, and it goes underneath the technology to the thing the technology is sup...
Aug 2
20 min
Summary Most advisors treat social media as a broadcast channel, and that is exactly why it is not working for them. In this episode Jim reframes Instagram, Facebook, and LinkedIn as one enormous cocktail party. Your Top 100 is in that room. Your referral partners are in that room. Your competition is in that room, shaking hands and remembering names. If you have decided the room is too loud, too vain, or too far outside your comfort, you have not opted out of the comparison. You have only ...
Jul 26
23 min
Summary Most real estate advisors were taught the wrong job. The industry says we sell homes. That framing screwed me up for years, because the product is a home but the work is people. What we actually do is put buyers with sellers and sellers with buyers, and that only happens through relationships. Episode 333 continues our Pillar 3 journey on CRM and relationship management, and this week the focus is the best call you can get in this business, the one where your ideal client finds you f...
Jul 19
23 min
Summary In 2013, I made a decision that on paper looked like career suicide. I moved into leadership at Jameson Sotheby's and agreed to wind down my personal real estate business. My strategy was to cut my Top 150 in half, push the bottom 50% down to fringe, and go all in on the 68 people who mattered most. I was concerned my production would suffer. The opposite happened. 2014, 2015, and 2016 were some of the best brokerage years I ever had. This episode is about why, and it is the real sta...
Jul 12
22 min
Summary June was a month of reflection on Take Flight, a mid-year audit of what the first two quarters delivered and where the cracks are hiding. Episode 331 closes that arc and turns toward the second half of the year. Jim opens on the farmer's logic that runs underneath everything he teaches. You plant in the spring and harvest in the fall, which means the work you do right now lands six to nine months out, not on next month's paycheck. Real estate is not a business of selling properties. ...
Jun 28
14 min
Summary June is the month to stop and look. A six-month audit is the most valuable two hours an ELP can spend right now. Step out of the business, look at it from the outside, and answer three questions. What does winning look like? What plays work every time you run them? What is broken that I can fix in Q3 and Q4? This episode is the answer to the second question, the 7 plays I would run over and over to stabilize a business and most often add real production over the next...
Jun 21
17 min
Summary Jim Miller shares a strategic approach to business reflection and planning for Q3 and Q4, emphasizing the importance of defining what success looks like, focusing on basics, and addressing cracks in your business. This episode provides actionable questions and tips to optimize your business performance. In the episode, Jim walks through why Q3 is the heavy lifting quarter and Q4 belongs to your people. If you do one thing this week, book the meeting with yourself before July. L...
Jun 14
14 min
Summary Jim shares a change he made a year ago that reframed his whole year. He moved his vision cycle off January first and onto July first. The reason started personal, tied to his daughters and a three-year path, but it exposed a better way to run a vision cycle for most real estate markets. January is a no fly zone, with no momentum coming out of the holidays. Starting the cycle where the season actually turns puts the heavy lifting in Q3 and Q4, where it belongs, and turns June into a t...
Jun 7
26 min
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