Reject the Real Estate Reset: Why Top Agents Don’t Start Over in January w/ Leigh Brown
Release Date: 01/16/2025
How Top Agents Are Taking Their Unfair Share of a Shrinking Market w/ Jason Waugh
The 13% Podcast
New or experienced, top producer or middle-of-the-road agent, it’s been a complex and challenging time to be in real estate. But in any market, some agents seem to have an unfair advantage. How do they keep growing when everyone else is stagnant or even contracting? The secret isn’t rocket science. These agents just outwork everyone else - they over-index on the activities that lead to results. Because in any sales business, it’s all about the volume of relationships you have, the sincerity of those relationships, and the intensity of your efforts. Here’s the truth: when...
info_outline
What It Takes to Be a 13% Agent: Our Top 3 Episodes of the Year
The 13% Podcast
What does it take to become a 13% real estate agent? One who can outlast market shifts, interest rate hikes, inventory dips, and legal changes, without burning out or giving up. Over the past year, we’ve posed this question to top agents, brokers, coaches, and industry leaders. Their answers have revealed a clear truth: Success in real estate isn’t about surviving one transaction at a time. It’s about building a business that’s resilient, referral-driven, and rooted in long-term value. This week on The 13%, we’re celebrating one full year of these game-changing conversations by...
info_outline
What the Numbers Really Say About Phoenix Real Estate Right Now w/Tina Tamboer
The 13% Podcast
Phoenix is officially in a buyer’s market, and for the first time in over a decade, agents are feeling uneasy. Gone are the days of multiple offers and sellers in control. Today, buyers have more power, more options, and more room to negotiate. For agents who built their business in a seller’s market, this new reality can feel like uncharted territory. Showings are down. Homes are sitting. Clients are asking tougher questions. And just when you need clarity the most, you're hit with a wave of stats that feel like they’re meant to scare you. But stats don’t have to be scary. In...
info_outline
Don’t Count the MLS Out Just Yet, It’s Still the Agent’s Greatest Asset w/ Matt Consalvo
The 13% Podcast
With all the recent shakeups in real estate, some are saying the MLS is on its way out. Heated debates around Clear Cooperation and growing interest in listing segmentation, have left agents wondering if the future of the MLS is up in the air. Is it just a relic of the past? Is it still useful to agents or consumers? The MLS isn’t going anywhere. In fact, it’s about to become more powerful than ever before. It’s not just a database of listings. It’s a massive data engine that tells the real story of a market. It’s the perfect foundation for layering on...
info_outline
Real Estate Agents Are Devaluing Their Representation.. Here’s How to Fix It w/ Susan Nicolson
The 13% Podcast
At a time when the value we provide is in question, the last thing an agent can do is devalue the representation we offer. Unfortunately, many agents unknowingly undermine their own value by falling into habits that erode the trust and professionalism clients expect. Whether it’s getting complacent in a hot market, neglecting client communication, or cutting corners to close deals quickly, these actions send the wrong message about the quality of service we provide. The reality is that a successful real estate business doesn’t happen by chance. It’s the result of...
info_outline
AI Cheat Codes Every Real Estate Agent Should Be Using Right Now w/ Sam Powell
The 13% Podcast
Many real estate agents have finally started dipping their toes into AI. But if you’re only using it to write listing descriptions and emails to clients, you’re just scratching the surface. That’s so 2023! From role-playing scripts and dialogues to crafting the perfect presentations, there are countless ways we could be leveraging ChatGPT to enhance our skills. We can even use AI for personal development by tapping into its ability to learn from our behavior and preferences! AI might feel overwhelming or like it’s just another shiny object distracting us from our...
info_outline
Highlights from the Arizona REALTORS Leadership Event
The 13% Podcast
Between legal battles, market slowdowns, tech disruptions, industry shakeups, and shifts in public perception, real estate agents are facing one of the most uncertain times in real estate history. Many are asking the same questions: What’s really changing? Will I still be relevant in 5 years? How can I protect my business and elevate the profession? And where does the association fit into all of this? In this special bonus episode, recorded live at the Arizona Association of REALTORS Leadership Conference, 4 powerhouse voices from across our state (and beyond) shared raw, timely, and...
info_outline
Want to Grow? Stop Taking Real Estate So Seriously w/ Rich La Rue
The 13% Podcast
In real estate, everyone’s chasing high volume—more deals, more leads, more dollars. But the harder we push for it, the more it seems to slip through our fingers. Funny enough, the top 13%? They’re not obsessed with the numbers—and that actually works in their favor. Here’s the truth: When we get too wrapped up in transaction counts and dollar signs, we lose sight of what really matters. That kind of pressure doesn’t just hurt our performance—it burns us out. The more emotionally tied we are to every deal, the more chaotic things get. Success comes from stepping back. It’s...
info_outline
How to Increase the 13% Who Stay in Real Estate to 20% w/ Ethan Beute
The 13% Podcast
The troubling statistic that 75% of new agents are out of the business in 12 months doesn’t end there. By year 5, half of that remaining 75% is also gone. Why do so many agents (even talented, hardworking ones) fail to have staying power in this industry? The goal of this industry shouldn’t just be to hold onto the people who survive. We should also aim to increase their number so that perhaps the 13% can be the 20% and even higher. The biggest biggest reason many agents fail to stay in this business isn’t a lack of leads or even a lack of leadership. It comes down to the...
info_outline
Frictionless Real Estate: How to Future-Proof Your Business and Get Paid More w/ Nobu Hata
The 13% Podcast
Ever since the NAR settlement, real estate agents have been worried about the consumer paying them less. What they don’t realize is: most consumers think great agents don’t get paid enough. Buyers and sellers are hungry for exceptional customer service, and they’ll happily throw more dollars to an agent who provides it. If you want to win the consumer over and grow your business, you have to take a consumer-centric approach in all you do. It starts with building a foundation of trust, putting out the right content, and creating the most frictionless buying/selling...
info_outlineAt the start of every new year, agents reset and recommit to their businesses…but that’s a problem. If you have to reset, you’re already starting the year on the backfoot.
The top 13% don’t reset at all. Whether it’s January or October, they run their businesses consistently, no matter what. That means they never lose momentum, shrink their market share, or have to start over again on January 1st.
So while the top producers are already closing deals early in the year, the 87% are playing catch up, and they miss out on deals.
How do we avoid this? By consistently showing up and running your business like an actual business, you will be least and last affected by tough markets. You’ll never have to build your business back up again.
How do you run a business that brings in consistent income? What’s the easiest prospecting call ANY agent can make right now? Why are agents exiting the industry?
In this episode, we’re joined by real estate broker, forward-thinking CEO, #1 best-selling author, coach, and keynote speaker, Leigh Brown. She shares the real reason why so many agents have unstable income, and how to solve this problem.
Guest Bio
Leigh Brown is a successful real estate broker, forward-thinking CEO, #1 best-selling author, honest coach, and kickin’ keynote speaker. She uses her decades of real estate experience to help everyone from early career to highly seasoned agent build (and rebuild!) their professional presence and confidence by helping them define and communicate their value proposition expertly. Her goal is that each real estate agent who is a Realtor® member become an impactful presence in their community in the process. She knows today’s agents and brokers face an unprecedented amount of pressure to stand out in a competitive market; she also knows that the security to build and maintain solid client relationships starts with one step: Just Say Hi. Through a systemized process to identify and define your value, Leigh gives agents and brokers the confidence and tools to reach greater heights in their chosen career. A best-selling author of three powerful business books, Leigh excitedly shares her expertise with anyone looking for ways to ignite their passions and create the outcomes they want. Leigh’s mission is helping others. She’s got the grit and passion to motivate everyone around her to strive for more. For more information, head to https://www.leighbrown.com/.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!