Being Too Salesy Is Costing You Clients, Try This Instead w/ Larry Kendall & Keith Lynam
Release Date: 06/04/2025
Being Too Salesy Is Costing You Clients, Try This Instead w/ Larry Kendall & Keith Lynam
Signature Buzz
Most salespeople think success in real estate means learning how to convince, pressure, and close. The secret to selling more homes isn’t pushing harder, it’s building rapport. Too many agents show up trying to “talk real estate,” when the best agents know that real estate conversations are earned. They don’t lead with listings or beg for referrals. They lead with curiosity. Real estate decisions don’t happen in a vacuum, they happen when life changes. A new job. A baby on the way. A divorce. These life events drive real estate transactions. This is why staying...
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Real Estate Branding Secrets from Signature Sasquatch w/ Andrew Lunsford
Signature Buzz
Real estate agents are a dime a dozen in this country, even in this city. Most are afraid to lean into what makes them different, so they play it safe and blend in. Everyone tells us niching down is the way to stand out, but the agents people remember don’t just have a niche, they have a hook. Andrew Sasquatch Lunsford didn’t just pick a persona, he became it. He legally changed his name, put on a full costume, and built a brand that clients love, remember, and refer. With the market cooling and competition heating up, blending in is the fastest way to get forgotten....
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Becoming the Neighborhood Economist: How to Farm With Authority
Signature Buzz
Most agents dream of dominating a neighborhood, but few actually do, and it’s not because they’re incapable. They pick the wrong area, send postcards sporadically, hold one open house, and then disappear. Farming isn’t a one-time marketing tactic, it’s a long-term commitment to becoming the trusted name in a community. The person they think of when they wonder what their home is worth. The agent they reach out to if they want to know what’s going on in the market. To get this kind of influence in an area, we have to show up consistently, month after month, mailer after mailer, open...
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How to Build a Social Media Presence That Brings in Real Estate Leads w/ Kaylynn Kelley
Signature Buzz
Real estate agents are finally waking up to the power of having an online presence and how it can be a steady source of leads and clients. But now that everyone’s posting, there’s a new challenge: blending in. When we all use the same templates and trends, we become part of the noise. Home tours and market updates are everywhere, so how do we create content that actually makes people stop scrolling? Social media is important, but only if we’re using it the right way. It should boost our real estate business, not overshadow it. There’s a huge...
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New Brokerage, Same Results? Here’s Why You’re Still Stuck w/ Keith Lynam
Signature Buzz
It’s easy for a struggling agent to fall into the trap of believing the next brokerage will be the one that finally changes everything. A better split. More leads. A flashier brand. A fresh CRM or marketing package. With every new offer comes the promise of growth, but for many agents, the results never actually change. Why? Because no amount of tools, mentorship, or systems can rescue a shaky business. The truth is: a better split plan or a service benefit has never fixed a business. It can only be fixed when the agent is ready to address their mindset and activities (or lack thereof)....
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The Biggest Mistakes Agents Make When the Market Slows Down
Signature Buzz
Real estate isn't a game of luck, it's a game of systems, persistence, and professional boundaries. And that becomes especially clear when the market gets tough. When homes no longer fly off the market in under 30 days, that’s when the cracks in your foundation begin to show. It's in these slower, more demanding markets that agents get tempted to cut corners. Taking on property management "as a favor," agreeing to post notices for tenants, or handling rent-backed deals without the right documentation. But here’s the truth: these aren’t just harmless shortcuts. They’re...
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Familiarity: The Hidden Key to Winning Clients in Real Estate w/ Tom Blanchard
Signature Buzz
Real estate might look like it’s about complicated transactions, but underneath it all, it runs on something simpler: trust. In a noisy, oversaturated market, trust is your edge. And sometimes, all it takes to earn it is one small thread of commonality. Maybe you went to the same school. Maybe you share a hobby. That tiny human connection is often the reason someone chooses you over the dozens of other agents they could’ve called. But here’s the thing: you can’t find that thread if you’re hiding. You’ve got to show up. You’ve got to be seen. Not just in...
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Lessons From a Top Lender: How to Keep Clients for Life w/ Shelly Panzarella
Signature Buzz
Lenders and real estate agents are in the same business: getting families into homes. It’s our job to make the dream of homeownership a reality for our clients - but the work shouldn’t end there. The big mistake agents make is thinking the client relationship ends when they hand over the keys. Successful lenders understand the lifetime value of a client. They build a system that wows them at every step, and then they market to them after the transaction. When you leave communication gaps between transactions, another agent can swoop in and take your client. If we want loyal clients, we...
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Chasing More Real Estate Sales Won’t Make You Successful…Here’s Why w/ Steve Shull
Signature Buzz
The real estate industry thrives on a major illusion—that we can control how many homes we sell each year. In reality, we have no control over our production because we can’t control outcomes. We’re taught that success in real estate depends on generating leads, making presentations, and completing activities that lead to sales. But that’s not entirely true. When we fixate on leads, appointments, and listings, we become attached to the outcome—and that rarely works. In fact, the more we obsess over an outcome, the more elusive it becomes. The only thing we truly control...
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How to Overcome the Fear of Calling Your Sphere
Signature Buzz
The reality of real estate is that, in most cases, it’s easier to get agents to contact complete strangers than to reach out to people they already know. We know that the most successful agents get the bulk of their business from their database, but many agents just can’t bring themselves to call their sphere. Instead of focusing on cold leads with a low success rate, why do we struggle to cultivate our referral business? Here’s the truth: the best real estate businesses are built on relationships, trust, and referrals, not cold calling and chasing leads. Every single year,...
info_outlineMost salespeople think success in real estate means learning how to convince, pressure, and close. The secret to selling more homes isn’t pushing harder, it’s building rapport.
Too many agents show up trying to “talk real estate,” when the best agents know that real estate conversations are earned. They don’t lead with listings or beg for referrals. They lead with curiosity.
Real estate decisions don’t happen in a vacuum, they happen when life changes. A new job. A baby on the way. A divorce.
These life events drive real estate transactions. This is why staying in communication with people, asking about their family, work, hobbies, and goals, isn’t just small talk. It’s how relationships are built and opportunities are uncovered.
In this episode, we’re joined by Larry Kendall, the author of Ninja Selling and creator of the Ninja Selling System.
With over 50 years in the industry, Larry has trained some of the top-producing agents and teams.
How do we use the F.O.R.D method to communicate? What are the 9 habits we have to nurture?
Larry breaks down how to stop being salesy, how to create conversations that convert, and the daily and weekly habits that lead to more referrals, trust, and closings.
Things You’ll Learn In This Episode
-Selling is out and building rapport is in
What internal shift do agents need to make to thrive in this market, and why is “stop selling, start solving” more than just a nice idea?
-The power of planting seeds
You can’t hunt your way through a slow market. How does adopting a farmer’s mindset help build a sustainable business?
-The ninja nine that drive revenue
What are the 9 daily and weekly habits top-producing agents swear by?
-How neuroscience powers relationships
How does understanding human psychology and asking the right questions make clients feel seen, heard, and ready to act?
Guest Bio
Larry Kendall is the author of Ninja Selling. He holds a master’s degree in Business Administration from Kansas State University and has practiced real estate for 48 years. He is one of the founding partners and Chairman Emeritus of The Group, Inc., a Colorado real estate company with 200 sales partners in 6 offices in Northern Colorado. Ninja Selling is a sales training system with over 80,000 graduates in the US, Canada, New Zealand, and Spain. He has taught for 10 years in the real estate program at the Colorado State University College of Business and is 2006 Colorado Realtor of the Year. His book, Ninja Selling, was released in 2017 and became both an Amazon best seller and the #1 New Release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018. In 2020, Ninja Selling was voted by Inman News readers as the best sales book for the real estate industry. That same year Larry was inducted into the Colorado Business Hall of Fame. Larry’s mission is to help people bring out the best in themselves and their organizations. To learn more, visit https://ninjaselling.com/.
Keith Lynam is Vice President of Industry Disruption with the Signature Real Estate Group. Keith is a Past President of the Nevada REALTORS® (NVR), the largest trade organization in Nevada as well as a Past President of Las Vegas REALTORS®. Keith was named Nevada REALTOR® of the year for 2019 and LVR REALTOR® of the year in 2012. Lynam is the only REALTOR® to have served as NVR Legislative Chairman for three sessions, 2009, 2013 and 2023. He also served as NVR REALTOR® Political Action Committee Chairman in 2014 and 2015. Before becoming a REALTOR® in 2004, Lynam owned one of Nevada’s largest independent public affairs firms, running over 80 political campaigns and directing the communications and legislative affairs efforts of some of the largest corporations in the West. Through his custom designed coaching program #BOOMPRODUCERJOURNEY, he has assisted hundreds of top-producing RE agents achieve their ultimate balance in their lives. Connect with Keith on LinkedIn.
About Your Hosts
Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Uta,h and beyond.
Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.
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