What Makes a Broker Great? Jonathan Lickstein on Building Real Brokerage Culture

What if the key to scaling your real estate career wasn’t selling more—but letting go?

In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Jonathan Lickstein, the award-winning COO of one of the nation’s fastest-growing independent brokerages. From launching his career unexpectedly in Honduras to leading a 5,000-agent operation across six states, Jonathan reveals how he uses cutting-edge AI, strong culture, and deep mentorship to scale operations, without losing the human touch.

Jonathan dives deep into how brokers can truly support agents in today’s competitive market, why building relationships is more important than ever, and the powerful moment that made Jonathan realize he needed to let go in order to grow. Whether you're a solo agent, team leader, or managing broker, this episode offers a blueprint for sustainable growth, tech integration, and authentic leadership.

Ready to level up your real estate career? Share this episode with a fellow agent, leave a review, and follow the Real Estate Excellence Podcast for more insider strategies from the industry’s best.

 

Highlights:

00:00 – 07:04 From Georgia Tech to Honduras

• Career detour from engineering to real estate
• Building the largest property network on Roatan
• Selling million dollar homes at 19
• The power of bilingual networking
• Returning to the US market with experience

07:05 – 14:01 Rebuilding in Florida with Relationships

• Restarting a business with zero clients
• Youth sports as a referral engine
• Using branded email for subtle marketing
• Getting 6 million in sales from one connection
• Leveraging everyday conversations

14:02 – 24:25 Winning with AI and Building Broker Efficiency

• How the brokerage won Inman’s AI award
• Using AI to automate compliance and contracts
• Creating a GPT powered broker avatar
• Saving agents hours of manual entry

• Voice activated contract creation system

24:26 – 33:59 The Power of Letting Go to Scale

• The game changing moment on a baseball field
• Why delegation is critical for brokers
• Replacing yourself without losing culture
• Empowering your team to lead
• Avoiding burnout as a growing company

34:00 – 45:13 What Makes a Great Brokerage and How to Choose

• Red flags in bad broker leadership
• Why 100 percent commission isn’t everything
• The importance of real support not just tools
• How brokers should evaluate their own value
• Questions every agent should ask before switching

45:14 – 59:50 Retention and Growth with Real Tech and Mentorship

• New agent mentoring that actually works
• Creating mastermind groups for real learning
• Using friends lists to maintain past clients
• Leveraging social media meaningfully
• The real reason agents stay or leave

 

Quotes:

“This business is driven by relationships. AI should free you to build more of them—not replace them.” – Jonathan Lickstein

 “If I’m in line at a grocery store, by the time we leave, you’ll know who I am, what I do, and how to get ahold of me.” – Jonathan Lickstein

“Support is the number one thing an agent should be looking for—not training, not branding, but support.” – Jonathan Lickstein

“There’s no such thing as a past client—just someone you haven’t reconnected with yet.” – Jonathan Lickstein

 

To contact Jonathan Lickstein, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, YouTube, and TikTok.

 

Connect with Jonathan Lickstein!

Website: http://www.jonathanlickstein.com
Instagram: https://www.instagram.com/thebrokerlick

Facebook: https://www.facebook.com/jonathan.lickstein

LinkedIn: https://www.linkedin.com/in/jonathanlickstein/

 

Connect with me!
Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

 

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