THE LEAD Ed. 12 | Q1 T.R.E.N.D. Report + Gary's "Road Less Traveled"

Top Producer Mastermind T.R.E.N.D. Report Q1 2026

A graph from a survey of Top Producing KW Agents shows how many hours per week agents spend on lead generation.

The Big Idea: Our study of KW Top Producing Agents shows that 73% of Top Producers spend less than 10 hours a week on lead generation.
Our Aha: It’s a tale as old as time. It affects every production level at every company in every city in every state in every country where real estate is practiced. There isn’t enough time being spent on lead generation which is the single most important driver of a real estate agent’s success in the real estate business.

SocialMediaCon Recap

A preview image of Gary, Jason, and Jay's ten SocialMediaCon Aha's from Family Reunion 2026.

SocialMediacon at FR last week was groundbreaking. If you missed it in THE CHEW, here are our 10 SocialMediacon Aha's.

Life Surprises from 90-Year-Olds

CNBC asked 70, 80, and 90-year-olds what surprised them about getting older. Here’s what they said:

Quality of Life Improves More Than Expected With Age
"Many health conditions can be successfully treated and managed. We elders get new knees, hips, and shoulders. [...] A popular toast at my retirement community is, 'Here’s to everything that still is working!'"
Learning and Growth Don’t Stop
"Our brains can continue to develop and heal over time. Older people can keep learning, even if it takes us longer than younger people to do so."
Well-Being and Satisfaction Rise Over Time
"Despite the loss of loved ones and a decline in our own capabilities, surprisingly, our mental health and sense of well-being usually improves."
Perspective Brings Greater Presence and Fewer Regrets
"We don’t plan more than 18 months ahead. And we also don’t spend much time dwelling on our past. Interestingly, by 75 or 80, many of us have very few regrets. We have made peace with all that has happened to us and the choices we have made. We rarely find ourselves wishing we had married someone else or changed careers."
Relationships Become the Joy Givers
"When we were younger, most of us wanted to have a nice house and enough money. We worked hard, strived to achieve our goals, and took care of our families. For years, we were too busy and rushed to fully enjoy our lives. Families can include those we’ve had all along as well as those we’ve created."

What We're Reading

Big Magic

by Elizabeth Gilbert

Gary's Notepad

Read Gary's digitized January letter, "The Road Less Traveled" in PDF. Or click the image below to view the handwritten version.

A preview of Gary Keller's handwritten letter to Market Center Mastermind Groups, "The Road Less Traveled."

Upcoming Events

Market Center Masterminds on March 25:

All TLs at 9:00 a.m. CST.
All OPs at 10:45 a.m. CST.
Top 100 TLs at 12:45 p.m. CST
Top 100 Single Market Center Owners at 2:00 p.m. CST.
Top 50 Multiple Market Center Owners at 3:15 p.m. CST.

THE LEAD™ is an exclusive leadership newsletter brought to you by KW's executive team.

Edition 12 | March 2026

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