The Rise of the Rookie: Why New Agents Are Outpacing Experienced Agents
Release Date: 09/09/2025
The Human–AI Combo That Gives Real Estate Agents an Edge w/ Blair Knowles
Social Selling Made Simple
One of the biggest misconceptions in real estate right now is the belief that AI should take agents completely out of the process. We constantly hear agents asking, “How do I automate this so I never have to touch it again?” But that’s the wrong mentality, and it’s actually where you start losing money instead of making more of it. Because AI isn’t at a point where it can replace us, and more importantly, we don’t want it to get there. The real power of AI isn’t replacement; it’s acceleration. It collapses the time it takes to write, plan, organize, produce content,...
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AEO Is the New Gateway to Real Estate Leads: Here’s How to Use It w/ Ken Tucker
Social Selling Made Simple
For years, we’ve been taught that SEO was the key to being found online, write the blogs, keep the website fresh, get your backlinks, and trust the process. But there’s a new shift happening in real estate that most agents haven’t caught onto yet. AEO, or Answer Engine Optimization, is quietly becoming more powerful than traditional SEO. And it makes perfect sense. Buyers and sellers aren’t searching the way they used to. They’re asking full questions out loud into their phones, their cars, and their AI tools. They don’t want links…they want answers. AEO is built for...
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The Modern Agent’s Advantage: Systems That Sell Homes While You Sleep w/ Dave Charest and Stephanie Alonso
Social Selling Made Simple
Most agents think marketing has gotten harder, that technology, AI, and algorithms have made everything too complicated. But the truth is, it’s never been easier to be a marketer and to actually get results. You can create video content without showing your face. You can automate your emails, SMS, and social posts in minutes. You can turn one idea into ten pieces of content that generate leads while you sleep. Yet most agents still struggle to grow; not because the tools are hard, but because they’re doing what everyone else is doing… or worse, doing the bare minimum. In today’s...
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Chicago REALTORS® Hall of Fame: What It Means to Me
Social Selling Made Simple
Real estate ain't just about buying and selling houses, it's about people. The families we help, the communities we build, the dreams we make possible through ownership. Anybody can chase closings. But being a REALTOR® means something deeper; it means showing up with integrity, protecting consumers, and building trust one deal, one class, one conversation at a time. And let's get one thing straight, mentorship isn't a Facebook post. It's not about being seen. Mentorship is a promise. It's about opening doors, not hoarding keys. It's not proximity, it's access. Don't just sit beside someone...
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How to Build a Retirement-Ready Real Estate Business with AI w/ Glennda Baker
Social Selling Made Simple
Most agents are a little freaked out by AI, but here’s the truth: it’s not here to replace the real estate professional. It’s here to replace inefficiency. For years, real estate has rewarded the agents who grind harder, not smarter. The ones who show up earlier, stay up later, and never stop hustling. But the next wave of top producers will be the ones who out-automate everyone else. When most agents hear “AI,” they think job loss. But what if it’s actually the key to something real estate’s never offered: predictable income and real financial freedom? What if it’s the missing...
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From Invisible to Irreplaceable: How to Stand Out in Today’s Real Estate Market w/ Knolly Williams
Social Selling Made Simple
“Secret agents don’t get found, and closed mouths don’t get fed.” It’s more than a catchphrase; it’s a survival strategy for today’s market. In an environment where inventory is scarce, clients are cautious, and other agents are everywhere, invisibility will keep you from earning more. If you aren’t proactively creating opportunities, asking for business, and showing up where consumers are, you’ll get overlooked every time. That’s why differentiation isn’t a luxury; it’s the core of winning in real estate right now. And the sharpest ways to position...
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The AI Playbook for Winning Buyer Loyalty in a Post-NAR Settlement World
Social Selling Made Simple
For a long time, buyer representation was an afterthought. Agents leaned on MLS commission notes, dodged tough conversations about compensation, and hoped clients would just go along. But after the NAR settlement, that safety net vanished. Now, if we can’t clearly show our value and lock in a signed buyer rep agreement, we’re at risk of losing clients, income, and even putting ourselves in a legal bind. Here’s the twist: AI isn’t just a cool extra. When we use it right, it can be our sharpest edge in this new reality. With ChatGPT, predictive analytics, and the right...
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The Rise of the Rookie: Why New Agents Are Outpacing Experienced Agents
Social Selling Made Simple
The real estate world has shifted, and whether we like it or not, there’s no going back. Too many agents are still treating the changes as an extinction event, but here’s the truth: if you adapt, we still have the opportunity we’ve had to grow market share in years. Since the settlement, more agents have entered the industry. That means more competition, but also more proof that complacency kills careers. The new agents are hungry, willing to try what others won’t, and most importantly, they’re not afraid to embrace tools like AI to move faster and smarter. I’ve been in...
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The Easiest Way to Sell New Homes Without Builder Headaches w/ Christian Calusa
Social Selling Made Simple
If you’ve ever tried selling new construction, you know it can be a total headache. Dropbox links everywhere, builder calls that never get answered, and brochures that are already outdated by the time they reach buyers. It’s frustrating for agents, builders, and buyers alike. So many agents just skip new construction altogether, leaving hundreds of thousands of dollars on the table. But what if new build listings were as easy to access as homes on the MLS? That’s where NEO comes in. NEO cuts through all the chaos, helping you capture more buyer leads, keep them engaged, and...
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Midwest Home M@tch: The Real Estate Referral Network For Closings w/ Anita Clinton
Social Selling Made Simple
These days, it’s harder than ever for marginalized buyers to break into the market. Prices are high, lending rules are tighter, and misinformation is everywhere. The path to homeownership can feel impossible. Agents aren’t off the hook either. With all the changes to buyer representation and compensation, agents are being asked to prove their value in every single deal, while trying to serve clients who need more help than ever. That’s where Midwest Home M@tch comes in. We built an AI-powered referral network that connects agents with pre-approved, ready-to-go buyers. Especially those...
info_outlineThe real estate world has shifted, and whether we like it or not, there’s no going back.
Too many agents are still treating the changes as an extinction event, but here’s the truth: if you adapt, we still have the opportunity we’ve had to grow market share in years.
Since the settlement, more agents have entered the industry. That means more competition, but also more proof that complacency kills careers.
The new agents are hungry, willing to try what others won’t, and most importantly, they’re not afraid to embrace tools like AI to move faster and smarter.
I’ve been in this business long enough to see that the AI-powered agent is nearly impossible to beat. When you know how to pair technology with your expertise, you become unstoppable.
It’s not about replacing what makes us human; it’s about amplifying it to generate more leads, close more deals, and serve clients in ways our industry couldn’t imagine a few years ago.
I was a guest on The 13% Podcast with Lance Billingsley and Dave Richards, where we went deep on what it takes to thrive in real estate today.
In our conversation, I shared how agents can navigate a post-settlement industry and why AI is a game-changer for lead gen and client service.
Things You’ll Learn In This Episode
- Business as usual is a trap
If you keep working the way you always have, you’ll lose market share. What happens to agents who refuse to adapt?
- The AI-powered agent is unstoppable.
Blending technology with expertise gives some agents an unfair advantage. How are they closing more deals while working less?
- Complacency is killing seasoned pros.
Hungry new agents are outpacing veterans every day. What simple mindset shift can help you stay ahead of the competition?
Guest Bio
Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.
Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.
About Your Host
Marki Lemons Ryhal is a Licensed Managing Broker, REALTOR® and avid volunteer.
She is a dynamic keynote speaker and workshop facilitator, both on-site and virtual; she's the go-to expert for artificial Intelligence, entrepreneurship, and social media in real estate. Marki Lemons Ryhal is dedicated to all things real estate, and with 25+ years of marketing experience, Marki has taught over 250,000 REALTORS® how to earn up to a 2682% return on their marketing dollars. Marki’s expertise has been featured in Forbes, Washington Post, http://Homes.com , and REALTOR® Magazine.
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