Thoughts on Leadership: Take Time to Recharge

By Gino Blefari

This week my travels find me in Irvine, CA at our HSF Affiliates LLC headquarters after a busy week in San Antonio for the 2018 Sales Convention. Our annual Sales Convention is always one of my favorite times of the year, a chance to help inspire our network members to innovate, achieve more and grow their businesses through educational sessions, motivational speakers and collaborative discussions. (As I say, in addition to making great connections and learning something new, I guarantee you’ll meet a colleague at Sales Convention who will be good for at least one more deal this year.) But once the event is done, I always take time to recharge.

The concept is powerful yet sometimes overlooked by leaders. We cannot go full force all the time and if we do, we’ll surely wind up burning out or not being fully committed to those particular actions and initiatives (the lead measures) that help us achieve our Wildly Important Goals.

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Tips for Selling Luxury Real Estate

By Onie Bolduc

The key to selling luxury real estate is emotion. You must find out what is driving the desire for each individual buyer to make a luxury purchase. About 99% of the time, it’s emotion driving the purchase but it’s not the same emotion for each buyer.

Luxury, according to, is defined as “a material object, service, etc. conducive to sumptuous living, usually a delicacy, elegance or refinement of living rather than a necessity.” Something luxurious is something above a necessity and the desire to have this luxurious thing—whether it be a house, a piece of jewelry or a high-end car—is driven by emotion. 

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Thoughts on Leadership: A Time to Celebrate

This week my travels found me in the vibrant city of San Antonio for our 2018 Berkshire Hathaway HomeServices Sales Convention. It was an incredible 36 hours of learning, growing, collaborating, networking, sharing, connecting and most importantly, celebrating. At Sales Convention, I have the opportunity to see people I may only have a chance to network with once a year. Together, we celebrated the success in our network – top agents, top teams, top brokerages – and we celebrated the growth and strategic direction of our brand.

The event kicked off Sunday morning with our broker pre-con meetings followed by our lively Vendor and Exhibitor Showcase. Then, Monday morning was General Session Day 1. Throughout every presentation, we celebrated Sales Convention’s official theme of innovation and explored the concept as a way to create balance between high tech and high touch, the old and time-tested with the shiny and new. I was honored to deliver a keynote about the state of our current real estate union (and where it’s going), which was followed by a keynote on marketing in our attention economy, given by Chris Stuart, SVP of Business Development and Operations at HSF Affiliates.

After General Session, it was off to celebrate our minds, with University courses from world-class speakers and coaches. Finally, Monday night we celebrated, Texas style, at The Rock on Rodeo, where attendees enjoyed a great concert by GRAMMY-award-winning band, Little Big Town.

On Tuesday, we began the day with awards and a deeper dive into our marketing initiatives. If you were at General Session you’d know it was an ode to celebration, complete with acapella singers, joyous award winners and even a Broadway star who serenaded our five-, ten-, fifteen-, twenty-, and thirty-year Legends. The day continued with many more breakout sessions and I was thrilled to see a packed house for my own session, “Mr. Say and Mr. Do.” The session was a discussion with Allan Dalton, a new member of our HSF Affiliates executive team and the former CEO of

Finally, we ended Sales Convention in celebratory form with our Comedy Connection to benefit the Sunshine Kids, where famed comedians had the crowd laughing throughout the night. Raising money for the Sunshine Kids is a cause I will forever celebrate.

In fact, if you haven’t already guessed, celebration is the theme of today’s post because too often leaders forget just how important it can be. Your team and brokerage’s accomplishments deserve recognition. Any achievement, no matter how big or how small, deserves to be celebrated.

When you celebrate your success, you’re inspired to achieve more of it. And when you celebrate success among colleagues and friends, you connect more deeply, forge stronger relationships and build the kind of positive culture that allows for sustainable success. There’s nothing wrong with having fun. If you can do it while also working incredibly hard to achieve your goals, it means you’re striking the right kind of balance in your life. Because to celebrate is to remember the good; it’s a chance to refocus our energies from whatever challenges we face on the road to professional success and recall how very far we’ve come.

So, what’s the message? It’s one I was reminded of in San Antonio and hope you’ll take to heart the rest of this year and beyond. Celebration, just like the kind on display at Sales Convention, is in essence the reinforcement of motivation that carries us through to the next achievement. As Oprah Winfrey once famously said, “The more you praise and celebrate your life, the more there is in life to celebrate.”

Thoughts on Leadership: See You in San Antonio

By Gino Blefari

This week my travels find me first in Northern California and next in San Antonio, where preparations are underway for the 2018 Sales Convention, which commences Sunday, March 4. Our theme this year, as you know, is innovation, and I’m honored to be delivering a keynote speech about the definition of innovation and the ways in which innovation is—and should be—ever-present in our businesses and lives.

As a preface to what I’ll soon be saying onstage, one of the main questions I’ll seek to answer is how we as an organization can strike the appropriate balance between high-tech and high-touch to propel our brokerage network and its members forward. How can we juxtapose an ever-evolving digital landscape with a growing renaissance to connect beyond the computer screen and the smartphone to add much-needed humanity back into our personal interactions?

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Thoughts on Leadership: How to Lose, How to Win

By Gino Blefari

This week my travels find me in Irvine, CA at our HSF Affiliates headquarters for alignment sessions and meetings with the team. As we prepare for our upcoming Sales Convention in San Antonio, I can’t help but catch a bit of the Olympics buzz going on across the country as I watch world-class athletes get ready to race. The Olympic competitors are all shining examples of leaders—hard working, focused, motivated and committed to a single Wildly Important Goal: Winning the gold.

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Thoughts on Leadership: The Importance of Preparation

By Gino Blefari

This week my travels found me first in Dallas to rehearse for the 2018 Berkshire Hathaway HomeServices Sales Convention and next in Northern California where I continue to get ready for our upcoming event, happening March 4-6 in San Antonio. Our theme this year is “Innovation” and the topic plays well with the serious preparation happening for Sales Convention.

In my mind, innovation and change cannot happen unless you’re fully and totally prepared for the changes taking place. It’s always interesting to me when something major is happening—a big change, the launch of an innovative endeavor—and people wish you “good luck” with regards to this new development. Of course, the well wishes are always appreciated (as leaders, we must forever be humble and grateful for the support we’re given) but luck in the context of effective leadership is an interesting thing to study.

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Thoughts on Leadership: The Spirit of the Underdog

By Gino Blefari

This week my travels found me first in Lancaster, PA to meet with the Berkshire Hathaway HomeServices Homesale Realty leadership team. Lancaster is one of the oldest inland towns in the United States, an area rich with history and urban charm.

From Pennsylvania, it was off to St. Petersburg, FL to attend Real Living Connection 2018. I was grateful to deliver a keynote presentation to the group on artificial intelligence and the importance of staying relevant. Bob McAdams, president of Real Living, and my good friend Allan Dalton, Real Living COO and former CEO, are doing a fantastic job keeping the brand not only on top of industry trends but also ahead of the game.

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Building a Team, Building Success

By Lindsey Fowkes

When I entered the real estate industry, building a team never crossed my mind and I had no idea where I was headed or where I would be 12 years later. Teams have become a popular subject as of late, with the market’s mounting demand for our time and as young professionals and millennials continue to embrace the team oriented work atmosphere. Teamwork makes the dreamwork, right? Although teams have been around for some time, they have to evolve tremendously if you desire to be successful and relevant for years to come.

Most team leaders, such as myself, didn’t start out with a plan or structure before the team was created, it was honestly done organically out of necessity for my sanity.

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Thoughts on Leadership: Temperature Check for Leaders

By Gino Blefari

This week my travels found me first in Northern California then off to Denver for Berkshire Hathaway HomeServices Innovative Real Estate’s Appreciation Night with Broker/Owners Scott and Lora Nordby and members of the Innovative Real Estate team. It was a fantastic event and I’m thankful I packed appropriately—temperatures in Denver dropped to 29 degrees!

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Thursday Thoughts on Leadership: The Importance of a Morning Routine

This week my travels found me first in San Diego for Mike Ferry’s Production Retreat. It was an incredibly motivating event and I was fortunate to attend with my good friend, Allan Dalton, former CEO of and current COO of Real Living Real Estate. The enthusiasm of the crowd was electric!

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