The 13% Podcast
Why do 87% of real estate agents fail? After decades in the business, we think we’ve found the answer: Real estate gives us the freedom and flexibility to build the life we want… Yet if we don’t have boldness, patience, integrity and the discipline to follow the right priorities, we’re guaranteed to be in the 87% that fail. Our character must show up in our EFFORT. So we’re sharing how to take on the mentality of the top 13%, become the person you’re meant to be, and earn a great living in the process! Thanks to the amazing guests and community we’re building, all with one goal: to help you join the elite group of agents who are consistently successful… That’s what we share on The 13%.
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Why Great Marketers Are Beating Great Agents Right Now w/ Jimmy Mackin
12/18/2025
Why Great Marketers Are Beating Great Agents Right Now w/ Jimmy Mackin
Do you believe that winning in real estate is about working the hardest or being in the business the longest? Well, today’s market is proving otherwise. An okay agent who’s great at marketing will beat a great agent who’s bad at marketing. Their message travels farther, faster, and lands with more people, and that creates leads, appointments, and closings. Effort isn’t the differentiator anymore; consistent visibility is. We’re in an era where speed-to-decision matters more than perfect strategy. Many of us obsess over “what if,” waiting for 90% certainty before we make a move, while the top 13% operate on 20% information and pull the trigger. They build their audience long before they try to monetize it. They post, email, send mailers, run campaigns, and it’s not because each action guarantees a lead. But because they understand the accumulation of attention is the cheat code. Brand is no longer a vanity metric; it's the lever that makes every action cheaper, faster, and more effective. And AI isn’t leveling the playing field; it’s exposing who’s been hiding behind mediocre marketing. And here’s the real danger: agents who continue posting inconsistently, waiting for ideas, hoping something finally works, will be outpaced by those treating marketing like an engine instead of a chore. How will the current shifts in marketing and AI impact the everyday solo agent? What are the three simple activities that lead to audience growth, engagement, and ultimately, conversion? In this episode, we unpack this with entrepreneur, real estate marketing expert, and co-founder of ListingLeads, Jimmy Mackin. Jimmy’s platform supports 4,000 in their marketing efforts, so he understands where agent marketing is working today, and where it’s heading next. Jimmy shares the misconceptions holding agents back, the skills the next generation must master, and the mindset shift that separates the 13% who scale from the 87% who stall. About the Guest Jimmy Mackin is an entrepreneur, author, and real estate marketing expert dedicated to helping agents grow their business and stand out in a crowded market. He’s the founder and CEO of ListingLeads, a marketing platform that supports over 4,000 agents with tools, automation, and strategies to attract more listings and clients. Through his work with ListingLeads and his co-founded AI-powered seller report tool Beacon, Jimmy focuses on turning passive audiences into active opportunities, helping agents demonstrate value and win business in competitive markets. Jimmy isn’t just building software; he’s building a movement. With a mission to become “the most useful person to follow in real estate,” he speaks about data-driven strategies that work today. His insights have been highlighted alongside industry leaders, and he’s studied thousands of top-performing real estate marketing campaigns to uncover what truly drives growth for agents. Follow on Instagram. About Your Hosts 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.
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The Social Media Metrics That Actually Matter in Real Estate w/ Tessabella Jelten
12/11/2025
The Social Media Metrics That Actually Matter in Real Estate w/ Tessabella Jelten
Social media is one of the most powerful tools in our business… and also one of the most confusing. We’re constantly told to post more, stay consistent, and put ourselves out there, But most of us are still trying to figure out what actually works, and what actually turns content into conversations, and conversations into clients. The truth is, so many of us are doing social media the hard way. We obsess over how polished our posts look, whether we said the perfect thing, or whether we’re “on trend,” but almost none of that is what actually moves the needle for us. We get caught up in follower counts, going viral, and looking perfect, when in real estate, those metrics don’t matter. The things that really matter are trust, connection, approachability, and just showing up. Unfortunately, we overlook these things and focus on metrics that don’t drive success in our industry. The agents who win on social aren’t the ones who look the most put-together. They’re the ones who show up honestly, talk like real people, and create content that feels like who they actually are, not who they think they’re supposed to be. What popular social media practices actually erode our approachability and trust? How do we focus on the metrics that actually matter in real estate? In this episode, we’re joined by marketing strategist, real estate coach, and digital marketing educator Tessabella Jelten. She’s seen behind the curtain of more than 450 agent accounts, from newer agents to top producers to the faces we’re used to seeing on HGTV, Bravo and Netflix. She shares how to build trust and approachability through content and the simple social strategies that actually generate conversations, not just views. About the Guest Tessabella Jelten is a widely acclaimed marketing strategist, real estate coach, and digital marketing educator, and the founder of The Neighborhood and House of Agents Academy. She has been working exclusively in the real estate space for over eight years, managing more than 450 agent accounts, including TV celebrities on HGTV, Bravo, and Netflix. Her journey began directly out of high school, when she began her career as a bootstrapped real estate investor with no money to her name, sitting at her laptop trying to figure out the best way to acquire properties, raise capital, brand and market them, and understand the ins and outs of real estate. Through this process, she successfully built a name for herself in the valley, remodeling and restoring historic properties. The entire time, she was documenting the process through social media and building a brand that later became a residential real estate team partnered with the NBA’s Phoenix Suns. Through years of real estate and marketing experience in the field, Tessabella developed a unique approach to building, scaling, and branding real estate companies. Through strategic networking, years of hard work, and a relentless passion for her work, she’s gone on to work with some of the largest names in the industry to build entire marketing suites, lead generation funnels, and commercially recognized brands. Through the years of trial and error, she eventually cracked the code and has since been on a massive growth trajectory, helping real estate professionals around the world through her signature success 4S Formula. Follow on Instagram. About Your Hosts 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.
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How to Turn Your Conversations into Higher Conversions w/ Justin Benson
11/20/2025
How to Turn Your Conversations into Higher Conversions w/ Justin Benson
Conversations are the heartbeat of our business… and also the biggest blind spot we have. We live and die by the quality of what our people say on the phone, in a consult, or across a kitchen table, yet it’s the one part of the job we almost never see. We can track dials, leads, pipeline, and appointments all day long, but the real work, the tone, the timing, the questions, the confidence happens in a space we’ve never had true visibility into. And we feel the pain of that every time an agent swears their listing appointment went “great,” only to walk out without the listing and no clear understanding of what actually happened. Conversations have always been the black box of real estate: crucial, unpredictable, and completely invisible. Until now. AI is finally giving us the ability to watch the “game film” of our business for the first time. To coach on what actually happened in the conversation, rather than what we were told happened. How can AI give us more insight into our conversations? How should agents be thinking about AI today? In this episode, we’re joined by Justin Benson, founder of Shilo, the AI helper built specifically for real estate conversations. Justin breaks down how top performers are using conversation intelligence to coach at scale, and what happens when AI handles the busywork so we can focus on the client. About the Guest Justin Benson is a real estate operator turned tech innovator who's transforming how top-performing teams sell homes. After scaling the Gluch Group across three states and personally closing hundreds of transactions, Justin saw firsthand the hurdles that slow agents down - and set out to solve them. He launched Bara Agency, a fractional CTO consultancy dedicated to simplifying complex tech stacks for large real estate teams. Building on that momentum, Justin introduced Shilo AI, an AI-driven assistant that delivers real-time call coaching and seamlessly automates CRM management, enabling elite agents to close more deals, faster. Passionate about empowering agents nationwide, Justin is on a mission to help real estate professionals break through productivity ceilings and dominate their markets. Visit to learn more or follow on Instagram. About Your Hosts 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.
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Why Real Estate Agents Become Extinct (and How to Stay Relevant) w/ Wendy Shaw
11/06/2025
Why Real Estate Agents Become Extinct (and How to Stay Relevant) w/ Wendy Shaw
In this current market, every real estate agent’s deepest fear isn’t losing their next commission; it's extinction, being replaced, or getting forced out of the industry. Whether it’s because of lawsuits, AI, or market shifts, can our businesses survive when the playbook that worked for years suddenly feels outdated? What no one tells you is that this isn’t just a new-agent problem. Even seasoned agents with decades in the business go through the same gut-punch moment when they wake up and realize: “I don’t know how to win in this market anymore.” One day you’re the expert, the next, the landscape changes, and you feel stupid all over again. The difference between agents who last and agents who leave has nothing to do with talent, training, or even tenure. It comes down to one thing: the willingness to move with the market instead of trying to force it back into what it used to be. Too many agents are clinging to an outdated version of success instead of adjusting their message, methods, and mindset to what buyers and sellers actually want today. The market doesn’t care how it used to work or how you wish it still worked; it only responds to what’s relevant right now. How do we avoid our extinction and evolve as the market shifts? Where is the real estate market headed? In this episode, we sit down with Wendy Shaw, a 40+ year industry veteran who has lived through every version of the “this is the end of real estate” story, and came out stronger every time. She shares the truths most agents don’t want to hear about longevity, lead generation, and the courage it takes to stay in the game when the rules keep changing. About Our Guest Wendy Shaw is one of the top 1% of real estate agents in the United States and a respected voice in the Arizona market for more than four decades. With over 40 years in the business, Wendy has not only built a legendary career in residential real estate but she has also shaped how thousands of agents think, act, and adapt in a constantly shifting industry. Holding elite credentials like CRS (Certified Residential Specialist) and GRI (Graduate, Realtor Institute), Wendy combines unmatched technical expertise with the kind of lived wisdom that only comes from thriving through multiple market cycles, disruptive technologies, and cultural shifts in how real estate gets done. Connect with Wendy on . About Your Hosts 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. Check out this episode on , or , 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!
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Reducing Risk, Raising Professionalism: How NAR Is Strengthening Real Estate w/ Kevin Sears
10/23/2025
Reducing Risk, Raising Professionalism: How NAR Is Strengthening Real Estate w/ Kevin Sears
Every real estate agent today is living through a moment that will shape the next few decades of the industry. Commissions have been challenged in courtrooms. Lawsuits have changed how buyers and sellers think about representation. Across the board, both agents and associations are being pushed to evolve fast. But this isn’t the first time real estate has faced disruption, and it definitely won’t be the last. NAR has always been at the center of that evolution. Balancing policy, professionalism, and public trust, and adapting to every new challenge the market brings. The association has had to anticipate and respond to the pressures that define this business, defending the foundation of organized real estate while continuing to refine how it serves its members. What’s different today isn’t the presence of conflict. It’s the speed of change and the demand for agents to rise with it. Nearly two-thirds of REALTORS® either don’t sell homes or close only one or two a year. That lack of engagement threatens more than production; it challenges our professionalism and how the public sees all of us. So the question now is: how do we raise the bar? How do we strengthen professionalism, sharpen communication, and prove that REALTORS® are still indispensable partners in every transaction? In this episode, NAR President Kevin Sears joins us to talk about how the association itself is evolving, from advocacy and policy reform to education and accountability. We dig into what this era of change really means for working agents, how NAR is leading from the inside out, and how REALTORS® can take ownership of the industry’s next chapter. Guest Bio Kevin Sears, a REALTOR® from Springfield, Mass., is the 2025 President of the National Association of REALTORS®. He is a Broker-Associate with Lamacchia Realty, and he specializes in single-family brokerage and property management. Kevin has served NAR in numerous capacities, including as NAR President in 2024, a President’s Liaison in 2019, as Vice President of Government Affairs in 2017, as Regional Vice President for Region 1 in 2016, and on several committees. He has been an RPAC Major Investor since 2004, a “Golden R” investor, and a member of the President’s Circle since 2007. He has twice been inducted into NAR’s RPAC Hall of Fame. He also served as the long-time Federal Political Coordinator to Bay State Congressman Richard Neal (D-Springfield). At the state level, Kevin served as 2010 Massachusetts Association of REALTORS® President, was awarded REALTOR® of the Year in 2006, and received the Milton H. Shaw Distinguished Service Award in 2015. He was the 2005 President of the REALTOR® Association of Pioneer Valley (Mass.), which named him REALTOR® of the Year in 2006. Two Massachusetts governors appointed him Chairman of the Board of Registration of Real Estate Brokers and Salespersons, the state’s real estate commission, in 2016 and 2011, respectively. In his community, Kevin has been involved with the Rental Housing Association of Greater Springfield, the Forest Park Civic Association, the Springfield Rotary Club, and the Cathedral High School Board of Trustees, among others. Connect with Kevin on . About Your Hosts 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. Check out this episode on , or , 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!
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The Legal Landmines Agents Step on Every Day (And How to Avoid Them) w/ Mandy Neat
10/09/2025
The Legal Landmines Agents Step on Every Day (And How to Avoid Them) w/ Mandy Neat
In real estate, there are everyday habits that feel routine, even harmless, but behind the scenes, many of them cross legal lines most agents don’t even know exist. It’s handshake agreements instead of written ones. It’s a “my client said so” text instead of a signed instruction. It’s forgetting that being someone’s friend isn’t the same as being their fiduciary. Most agents don’t realize that our “normal” often contradicts the very statutes that govern our licenses. And when a market correction, a class action, or a client complaint hits, ignorance won’t protect you. We’re in an era where lawsuits, class actions, and shifting compensation models are rewriting the industry playbook in real time. Yet the core laws have been there since the 1990s. Agents don’t fail because the laws change. They fail because they never understood them in the first place. What are the non-negotiable rules every agent should be following? How do agents end up in legal traps without knowing? What do the regulations actually say about AI? In this episode, we sit down with Deputy Commissioner of the Arizona Department of Real Estate, Mandy Neat. We talk about the legal traps most agents don’t see coming and the outdated habits that can cost you your career. She breaks down the legal pitfalls agents keep repeating, what’s changing with the new licensing exams, and how AI fits (and doesn’t fit) into the future of real estate. Guest Bio Mandy Neat is the Deputy Commissioner of the Arizona Department of Real Estate. She currently oversees the entirety of operations and continuous improvement at the Department. Before her appointment as Deputy Commissioner, she was a managing broker for one of the fastest-growing franchises in the real estate profession and has enjoyed her tenure in real estate for over 20 years. Neat was also the Treasurer for the Arizona Association of REALTORS® and served on committees and held numerous leadership roles for her local association WeSERV®, Arizona Association of REALTORS®, and the National Association of REALTORS®. Neat is an advocate for home ownership as well as assisting other professionals to succeed. She truly believes in her value statement of “Making YOU Matter!!” As Deputy Commissioner of Real Estate, Neat brings her experience and professionalism in updating auditing and investigation processes, ensuring real estate education is relevant, and working to improve general review processes and priorities in the Department to align them with current business models in the profession. Get the new Salesperson Licensing Exam Curriculum Outline . About Your Hosts 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. Check out this episode on , or , 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!
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Stop Chasing More: The Truth About Scaling a Real Estate Business w/ Alan Kushmakov
09/25/2025
Stop Chasing More: The Truth About Scaling a Real Estate Business w/ Alan Kushmakov
In real estate, everyone talks about scale like it’s just a matter of adding agents or buying more leads. But the truth is, most leaders never really scale. They just build a bigger version of their own job. They’re still carrying all the weight, doing all the production, and wondering why their team is failing to thrive. The deeper problem is that most leaders confuse activity with growth. They chase five strategies at once, dabble in new lead sources, and hire quickly without clarity. What they end up with is a revolving door of agents, wasted money, and no leverage. True scale doesn’t come from more, it comes from clarity, courage, and consistency. Most people in real estate never get past that breaking point. They burn out, retreat, or settle for mediocrity. How do we shift our mind about scaling? How do we survive and thrive in the jungle that is the real estate business? In this episode, we’re joined by real estate leader and coach, Alan Kushmakov. We dig into the real levers of growth in real estate. We also talk about why most agents are wasting their time chasing “one deal to cover the cost,” how courage and resilience separate the 13% who thrive from the 87% who disappear. Guest Bio Alan Kushmakov is a real estate leader, coach, and the CEO and Broker-Owner of Best Homes Real Estate. With over a decade in the industry, Alan has grown from solo agent to team leader to brokerage owner, building one of the fastest-growing independent brokerages in Arizona. His path wasn’t a straight line, after losing everything in the 2008 crash, he rebuilt in real estate, made every mistake possible in team building, and ultimately cracked the code on recruiting, retention, and scale. Today, Alan is known for helping agents and team leaders push past the breaking point that stops most people in real estate. He teaches leaders how to scale with clarity, courage, and systems that don’t collapse under pressure, drawing on his own lessons in resilience and growth. Connect with Alan on . About Your Hosts 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. Check out this episode on , or , 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!
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The Emotional Side of Real Estate and Why Only 13% Survive w/ Dana Malstaff
09/11/2025
The Emotional Side of Real Estate and Why Only 13% Survive w/ Dana Malstaff
In real estate, everyone talks about the wins: the closings, the volume, the big paydays. But just as much a part of this business are the challenges. The clients who reject you, the seasons where business is slow, or the moments when life gets in the way, whether it’s parenting, loss, or personal struggle. And that’s the real difference between the 87% who quit and the 13% who last. The 13% treat those challenges differently. They don’t hide from them; they’re transparent about them. That honesty not only makes them more authentic. It also attracts clients who resonate with who they are. And because they’re not pretending everything is perfect, they build systems around themselves to grow stronger through setbacks instead of being broken by them. The agents who last in this business are the ones who do that healing work. They use every loss, even the pain of someone choosing not to work with them, as fuel to perfect their systems and sharpen their approach. How do you deal with setbacks so that they make you a better business owner? How do we attract clients who align with us? In this episode, we’re joined by Dana Malstaff, founder of Boss Mom and Nurture to Convert. She shares why honesty, resilience, and emotional clarity aren’t just nice-to-haves; they’re business strategies that determine whether you thrive or burn out. Guest Bio Dana Malstaff is an author, speaker, messaging strategist, podcaster, movement maker, and the founder of Boss Mom and Nurture to Convert. She believes that too many brilliant moms are struggling to figure out how to grow their businesses while balancing all that is required to be a good mom, partner, and woman. So many moms are trying to grow their businesses using trends that feel inauthentic and aren't realistic for their inconsistent schedules. Dana has helped thousands of women become recognized for their brains, not their dance moves. To learn more, go to and . About Your Hosts 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. Check out this episode on , or , 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!
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Why “Just Sold” Posts Are Killing Your Real Estate Brand w/ Marc Davison
08/28/2025
Why “Just Sold” Posts Are Killing Your Real Estate Brand w/ Marc Davison
In real estate, “branding” is a word people use all the time, without knowing how to use it. A strong brand isn’t just decoration; it’s the reason a consumer chooses you over someone else. And yet in real estate, most agents are getting it wrong. Instead of building brands that create trust and meaning, agents confuse branding with vibing, content that looks flashy but has no real value. Vibing is the billboard with your production numbers, the Instagram post bragging about your income, the “just sold” selfie. It’s noise. And worse, it actually pushes clients away by reinforcing the stereotypes people already dislike about real estate agents. The deeper problem is that agents keep branding themselves around money and production, when the real consumer decision is emotional. People don’t choose Apple because it’s the cheapest phone; they choose it because it makes them feel creative, innovative, part of something bigger. Real estate can do the same. But as long as the message is “look how much I sell,” the public will keep believing agents are overpaid and underdelivering. How do we go about branding ourselves in a way that connects with consumers? What can we learn from the most successful brands in the world? In this episode, we’re joined by branding expert and co-founder of 1000watt, Marc Davison. He shares the difference between branding, marketing, and vibing, and why “selling success” is the worst message an agent can send. Guest Bio Marc Davison is the co-founder of 1000watt. He has spent much of his career helping brands both inside and outside of real estate reach deep within and say something authentic and new. He entered real estate in 1998, when he contracted with Inman News to help build their brand and market their services. That’s where he met Brian Boero. Together, they formed an incredible creative bond that led to the launch of 1000WATT in 2007. Marc’s 40 years of brand-building experience have helped many real estate companies discover their true brilliance and differentiation. He’s a proven speaker who can take an audience on an engaging journey inside the workings of a brand agency and reveal the hidden secrets of how to build a lasting and loved brand. Connect with Marc on . About Your Hosts 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. Check out this episode on , or , 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!
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The Hard Conversations Real Estate Leaders Are Having Right Now w/ Holly Mabery
08/14/2025
The Hard Conversations Real Estate Leaders Are Having Right Now w/ Holly Mabery
If you’re a real estate leader, you already know: this isn’t just a tougher season, it’s a total reset. The playbook that worked in 2021, or even in 2024, doesn’t apply anymore. Transactions are down, costs are up, and you’ve had to make brutal calls. Cutting team members, letting go of support staff, going back to solo production just to keep the lights on. These are some of the challenges many are facing right now. In this market, it’s not just about scaling back, it’s about survival. The truth is: you’re not alone, and you’re not doing it wrong. Today’s market doesn’t reward the most charismatic, the flashiest, or the ones with the biggest teams. It rewards those who can meet the moment, leaders who stay in reality, adapt quickly, and keep moving forward even when the path isn’t clear. How can leaders map the way forward in this challenging market? Do newer agents have the upper hand? How can we deal with slow-moving inventory? In this episode, we’re joined by real estate coach, industry leader, and expert, Holly Mabery. Holly shares what it takes to lead in today’s market, why old strategies are breaking down, and what high-performing agents and team leads are doing differently. Guest Bio Holly Mabery is a Coach, Trainer, Speaker, and the Senior VP of Brokerage Operations at eXp Realty. With over 25 years of experience in brokerage leadership, compliance, and professional development, Holly is known for building agent-centric systems that drive both innovation and operational excellence. She works closely with state brokers, leadership teams, and support staff to ensure eXp’s cloud-based model delivers world-class service while upholding the highest professional standards. Holly is also a passionate educator and speaker, regularly training agents on navigating market changes, mastering compliance, and building resilient, sustainable businesses. Her leadership blends big-picture strategy with boots-on-the-ground experience, making her a trusted voice in real estate transformation. Connect with Holly . About Your Hosts 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. Check out this episode on , or , 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!
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What Real Estate Agents Should Delegate to AI Right Now w/ Luis Poggi
07/31/2025
What Real Estate Agents Should Delegate to AI Right Now w/ Luis Poggi
When it comes to AI, too many agents are stuck on the sidelines, watching AI from a distance. They’re waiting for a clear winner to emerge before they jump in. Will it be ChatGPT? Claude? Gemini? They’re waiting for the platform wars to shake out before they commit. If you’re in that camp, that hesitation could be costing you hundreds of thousands of dollars. The agents who are winning right now aren’t wasting time picking a side. They’re already using AI to eliminate busywork and gain back hours every week. While others are trying to “wait it out,” top producers are freeing themselves from admin overload and making more money than you. Instead of treating it like a tool, they are using AI like a teammate running silently behind the scenes. How do we bring AI into our businesses? What can AI do better than real estate agents? In this episode, we’re joined by Luis Poggi, a former Zillow exec and now founder of HouseWhisper. He joins us to explain how real estate agents can finally stop guessing and start getting results with AI. Guest Bio Luis Poggi is the CEO and co-founder of HouseWhisper AI and the former VP of Product and Engineering at Zillow. He is a tech executive with a background in Product Management, Marketing, and Sales. HouseWhisper AI blends Real Estate with Generative AI. More than 4000 agents are using HouseWhisper to stay top of mind, sell more homes, and save time doing it all. Visit to learn more. About Your Hosts 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. Check out this episode on , or , 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!
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AI Agents Are Coming, Here’s What That Means for Real Estate w/ Steve Brown
07/17/2025
AI Agents Are Coming, Here’s What That Means for Real Estate w/ Steve Brown
AI is moving fast, faster than most real estate pros can keep up with. Some think it’s here to take their jobs. Others hope a few clever prompts will help them scale. But both camps are missing the bigger picture. Too many agents are asking, “How can I use AI to replace people?” to cut costs, reduce headcount, or automate away every task. But that’s the wrong question. Real estate is still a human business. People don’t buy homes from robots; they buy them from people they trust. The agents who win won’t be the ones who eliminate the most human touchpoints. They’ll be the ones who use to amplify what makes you irreplaceable, your humanity. What are AI agents, and how will they change the home search experience? How do we leverage AI to turbocharge our organizations? In this episode, we’re joined by AI futurist, author, speaker, and trainer, Steve Brown. He unpacks how AI isn’t just a tool, and how it’s becoming a coworker. You'll learn how top agents are building leverage by integrating AI thoughtfully, without losing the human element that actually gets clients to trust and refer them. Guest Bio Steve Brown is a leading voice in the field of artificial intelligence. A former executive at Google DeepMind and Intel, he has delivered hundreds of information-packed and entertaining keynotes across five continents, inspiring audiences to take action with AI. As a thought leader on AI, generative AI, autonomous agents, digital transformation, and the future impact of AI on business, education, and society, Steve draws on decades of experience in AI and high-tech industries to help leaders craft winning AI strategies that drive innovation, boost productivity, and fuel growth. Over his 25-year career, Steve has held senior leadership roles, including Senior Director and in-house Futurist at Google DeepMind in London and Intel’s Chief Evangelist and Futurist. He is the co-founder of The Provenance Chain Network, a company providing supply chain transparency and security services for the U.S. Space Force, as well as a strategic advisor to two AI startups and a BCG Luminary. Steve works with global brands, Fortune 100 companies, startups, and government agencies. His clients include Nike, JP Morgan, Samsung, Comcast, Audi, PepsiCo, and Disney. He has been featured on major media outlets including BBC, CNN, Bloomberg TV, ABC, CBS, NBC, Forbes, The Wall Street Journal, and Wired Magazine. For online training courses and workshops, visit . About Your Hosts 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. Check out this episode on , or , 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!
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The Most Overlooked (But Valuable) Marketing Strategy in Real Estate w/ Luke Acree
07/03/2025
The Most Overlooked (But Valuable) Marketing Strategy in Real Estate w/ Luke Acree
Depending on the action you take, your database can be a collection of names or the foundation of a million-dollar business. Most agents know they should build their database and stay in touch with their sphere. It’s the one rule we’ve all been taught to follow from day one, but they just don’t. The result is missed deals, missed referrals, and a lot of wasted potential. But the fix is simpler than you think. If you call your database today, you’ll change the trajectory of your business. Too many agents lean into automations and drip campaigns hoping to scale, but Luke Acree, President of ReminderMedia and co-founder of a high-performing real estate team, says that’s the wrong place to start. Don’t automate the relationship. Automate the touches, the print, the posts, but never the parts that actually build trust. How do you get better at talking to your database? Can we get better results by pairing digital marketing with old-school marketing strategies like print? In this episode, Luke shares how the best agents are winning by doing one thing well: consistently showing up for their people. You’ll learn how to start treating your database like it’s your most valuable asset (because it is). Guest Bio Luke Acree is an authority on leadership, a lead generation specialist, and a referral expert who passionately believes that businesses run on relationships. By teaching the principles of relationship marketing, he’s helped more than 100,000 entrepreneurs and small businesses grow their companies. He’s grown his own company, ReminderMedia, to over $300 million in sales and earned it a place on Inc. 5000’s list of the Fasting Growing Companies in America four years in a row. ReminderMedia’s also been included on Philadelphia’s Top 100 Places to Work. Luke co-hosts a podcast with his CMO called Stay Paid, which routinely appears in the Top 30 Marketing Podcasts on Apple Podcasts. He’s been featured in Entrepreneur magazine, Forbes, Yahoo Finance, Disrupt magazine, Inman News, and Foundr.com. And he’s a frequent guest on podcasts including SharkPreneur with Kevin Harrington and Seth Greene, Marketing Genius with Grant Wise, and Real Estate Rockstars. Visit for more information, and follow Luke on . About Your Hosts 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. Check out this episode on , or , 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!
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How Top Agents Are Taking Their Unfair Share of a Shrinking Market w/ Jason Waugh
06/19/2025
How Top Agents Are Taking Their Unfair Share of a Shrinking Market w/ Jason Waugh
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 markets are flat or contracting, you have the best growth opportunities. That is, if you focus more on doing the work and less on the scary headlines and negativity. How do we outwork everyone else? How do you grow in a challenging market? In this episode of the 13% podcast, we’re joined by Jason Waugh, President of Coldwell Banker Affiliates and a leader who’s been on every side of the real estate business. Jason shares the mindset, the discipline, and the real-world strategy that help agents thrive when others retreat. Guest Bio Jason Waugh serves as president of Coldwell Banker Affiliates for Coldwell Banker Real Estate LLC. In this role, Waugh oversees the brand's marketing, franchise sales and operations teams, who support a network of 100,000 affiliated sales professionals in more than 2,700 offices across 39 countries and territories. Waugh most recently served as CEO and president of Berkshire Hathaway HomeServices Northwest Real Estate (BHHSNWRE) and Berkshire Hathaway HomeServices Real Estate Professionals (BHHSREP), which is ranked among the top 10 in the Berkshire Hathaway HomeServices global network. In this role, he oversaw the day-to-day operations of a multi-billion-dollar sales volume brokerage, strategic growth of the company's mortgage, title, escrow, and insurance business units, management of the enterprise's leadership team, and development of sales professionals, mergers and acquisitions. He grew the company from 600 agents and 15 offices to over 1,000 agents and 32 offices in just 4 years. Prior to his roles at BHHSNWRE and BHHSREP, Waugh was partner at Synergy Sports Management in Greenville, South Carolina. He is an inactive member of the California State Bar and received his BA and Juris Doctorate from Pepperdine University and Pepperdine University School of Law. Connect with Jason on . About Your Hosts 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. Check out this episode on , or , 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!
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What It Takes to Be a 13% Agent: Our Top 3 Episodes of the Year
06/12/2025
What It Takes to Be a 13% Agent: Our Top 3 Episodes of the Year
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 revisiting the top 3 most downloaded episodes. These episodes sparked the biggest aha moments and inspired agents to take real action. This special anniversary roundup will reignite your motivation and give you the tools to make the next 12 months your strongest yet. You’ll hear from: Amy Stockberger on how to go beyond the transaction and become a forever resource Sam Powell on why AI isn’t just a shiny object and how to use it to work smarter, connect better, and lead with confidence Michael Maher on how hosting events can unlock massive referral potential (even if no one shows up!) About Your Hosts 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. Check out this episode on , or , 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!
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What the Numbers Really Say About Phoenix Real Estate Right Now w/Tina Tamboer
06/05/2025
What the Numbers Really Say About Phoenix Real Estate Right Now w/Tina Tamboer
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 fact, when you know how to read them, they become your greatest tool. In this episode, we’re joined by Tina Tamboer, Data Analyst at The Cromford Report and one of Arizona’s most trusted voices in housing analytics. Tina’s made a career out of turning data into confidence, helping agents cut through the noise and see what’s really happening beneath the surface. What stats should agents be paying attention to? How do you thrive in the first buyer’s market we’ve had in years? Tina shares how to use stats to your advantage and how to win in a buyer’s market. Guest Bio Tina Tamboer is a keynote speaker and Senior Housing Analyst at The Cromford Report. She’s responsible for Cromford Report’s external operations in Maricopa and Pinal County. Tina provides Real Estate Statistics, Trends, Reports and Data Services for the Phoenix Metropolitan Area. The Cromford Report was founded by Michael Orr, the Director of Real Estate Theory and Practice for the W.P. Carey School of Business at Arizona State University. It is an online collection of interactive and customizable charts derived primarily from local MLS and Maricopa County public record sources. The online charts are updated every single day and provide an up-to-date, interactive, graphical representation of real estate activity in the Phoenix metropolitan area. Connect with Tina on . About Your Hosts 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. Check out this episode on , or , 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!
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Don’t Count the MLS Out Just Yet, It’s Still the Agent’s Greatest Asset w/ Matt Consalvo
05/22/2025
Don’t Count the MLS Out Just Yet, It’s Still the Agent’s Greatest Asset w/ Matt Consalvo
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 AI, tools, and insights that make homebuying more intelligent, efficient, and consumer-focused. The 13% already know this. They rely on the MLS daily to sharpen their insights and elevate their value to clients. Imagine an MLS so data-rich it gives agents hyper-local, real-time clarity. When agents use that data in conversations with buyers and sellers, they instantly become the most informed person in the room. So, instead of asking whether the MLS will survive, the real question is: How are you using it to stand out? In this episode, we’re joined by Matt Consalvo, CEO of Arizona Regional MLS (ARMLS®). He breaks down why the MLS is still a critical part of real estate, and how it’s keeping pace with today’s tech-savvy, consumer-driven market. Guest Bio Matt Consalvo is the CEO of Arizona Regional Multiple Listing Service (ARMLS®) and Past Chair of the Council of Multiple Listing Services (CMLS). ARMLS® serves 40,000 broker and agent subscribers in Arizona and beyond. Known as the definitive source of real estate data in their service area, ARMLS® aims to provide the industry benchmark of quality data and service for subscribers. Visit to learn more and connect with Matt on . About Your Hosts 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. Check out this episode on , or , 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!
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Real Estate Agents Are Devaluing Their Representation.. Here’s How to Fix It w/ Susan Nicolson
05/08/2025
Real Estate Agents Are Devaluing Their Representation.. Here’s How to Fix It w/ Susan Nicolson
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 consistent effort, hard work, and a focus on providing exceptional representation, even when the market is uncertain or challenging. When things are going well, it’s easy to get comfortable. Complacency can creep in, and agents may start to forget the fundamentals that made them successful in the first place. But markets rise and fall. And when the inevitable downturns come, those who haven’t kept up their standards or value proposition will feel the impact. The top 13% of agents know that the market will always shift. They don’t bury their heads in the sand when things change. Instead, they stay alert, adapt, and look for opportunities to pivot. So, how can agents avoid devaluing their work? How can we continue to uphold the high standards our clients deserve? In this episode, we’re joined by Susan Nicolson, Commissioner of the Arizona Department of Real Estate. She shares insights on the habits that top-performing agents maintain, how to stay adaptable during challenging times, and the work she’s doing to keep the real estate industry strong and credible. Guest Bio Susan Nicolson is the Commissioner of The Arizona Department of Real Estate. In February 2023, after 28 years working in the real estate industry, serving clients and growing her businesses, Susan inactivated her real estate license, closed up shop at her real estate school, and transferred ownership of my brokerage to a longtime friend and colleague. She became deeply involved in the industry, serving the local, state and national associations of REALTORSⓇ in various leadership roles. Connect with Susan on . About Your Hosts 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. Check out this episode on , or , 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!
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AI Cheat Codes Every Real Estate Agent Should Be Using Right Now w/ Sam Powell
04/24/2025
AI Cheat Codes Every Real Estate Agent Should Be Using Right Now w/ Sam Powell
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 businesses. But the truth is, we need to dive deeper and integrate these tools into our workflows to stay competitive. What are some unique ways we could be using ChatGPT and other tools? How do we explain recent legal developments in the industry to consumers? In this episode, we’re joined by Speaker, Trainer, Coach, and REALTOR®, Sam Powell. She shares how we can level up our AI skills and why that’s essential to being part of the top 13%. Guest Bio Sam Powell is a National and Virtual Speaker, Trainer, Coach, and REALTOR® since 2002. She is passionate about making the industry better, through education with consumers, peer-to-peer sharing, and her work as the secretary on the board of the Women’s Council of REALTORS®, Chicago Chapter. Sam is committed to mentoring, training, and coaching REALTORS® nationwide, with a focus on technology and creating efficiencies. Follow on Instagram. About Your Hosts 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. Check out this episode on , or , 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!
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Highlights from the Arizona REALTORS Leadership Event
04/17/2025
Highlights from the Arizona REALTORS Leadership Event
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 hopeful insight on what it’s going to take to lead the industry forward. You’ll hear how agents, association leaders, and advocates are stepping up — and how you can too. Howard Epstein – Arizona Housing Fund How a $25 closing donation is solving real housing problems Why agents and title companies are the key to ending Arizona’s housing crisis Becca Linnig – AAR Legislative Chair Why REALTORS® must reclaim the narrative and speak up for the profession The advocacy work happening behind the scenes to protect your ability to do business Colin Mullane – NAR Presidential Candidate What the top 13% are doing to thrive through disruption Why agents must be prepared — not just reactive — in today’s changing landscape Josh “Crisco Kidd” Carmona – NAHREP Phoenix President Why community, leadership, and representation matter more than ever How newer agents can stand out and lead with purpose About Your Hosts 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. Check out this episode on , or , 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!
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Want to Grow? Stop Taking Real Estate So Seriously w/ Rich La Rue
04/10/2025
Want to Grow? Stop Taking Real Estate So Seriously w/ Rich La Rue
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 about taking care of ourselves, focusing on genuine relationships, and not letting real estate consume our every thought. Quality transactions beat quantity every time—and that’s what creates long-term, sustainable success. So what do most agents get wrong about mindset? Why does taking a step back actually move us forward in real estate? In this episode, we’re joined by seasoned broker Rich La Rue, who shares the habits and mindset shifts that can lead to more success—without the obsession. Guest Bio Rich La Rue is a seasoned real estate broker with over 35 years of experience across Arizona and California. He is recognized for his ability to engage and connect with diverse audiences across the real estate landscape. Known for his impactful public speaking and ability to convey complex information clearly, Rich is also experienced in video production and podcast hosting, reaching audiences of all sizes with ease. Rich brings a rare combination of financial acumen, marketing expertise, and practical real estate knowledge. His journey spans hands-on roles as a real estate agent, support roles with a franchisor, franchise sales, broker-owner, and currently, Designated Broker for a Top 10 national brokerage. This varied background gives him a unique and comprehensive perspective on the industry. About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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How to Increase the 13% Who Stay in Real Estate to 20% w/ Ethan Beute
03/27/2025
How to Increase the 13% Who Stay in Real Estate to 20% w/ Ethan Beute
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 lack of an ownership and entrepreneurship mindset. If you’re not running it like a true business, you’ll never experience any lasting success. How can team leaders recruit and deliver on the reasons people exit the industry? How do we build a strong operating system that supports the growth of our businesses? In this episode, we’re joined by host of Real Estate Team OS and Marketing Strategist at Follow Up Boss, Ethan Beute. Ethan shares why agents fail, how to prevent it, and what the best team leaders do differently. Guest Bio Ethan Beute is a Wall Street Journal bestselling author of Human-Centered Communication and Rehumanize Your Business, and the host of Real Estate Team OS. With over a dozen years of experience in the real estate industry, Ethan currently serves as a Marketing Strategist at Follow Up Boss. Previously, he was the Chief Evangelist at BombBomb and the Director of Marketing for several local TV stations. Ethan's expertise spans communication, psychology, and marketing, with degrees from the University of Michigan and the University of Colorado Colorado Springs (UCCS). As a messaging specialist and branding enthusiast, he is an educator, content writer, producer, and editor. Ethan has delivered engaging talks and presentations on building relationships and improving customer experience through effective communication. In addition to his marketing career, Ethan is a seasoned podcast host, leading Chief Evangelist and The Customer Experience Podcast, where he shares valuable insights on business growth and client success. Connect with Ethan on and to listen to the podcast, visit . About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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Frictionless Real Estate: How to Future-Proof Your Business and Get Paid More w/ Nobu Hata
03/13/2025
Frictionless Real Estate: How to Future-Proof Your Business and Get Paid More w/ Nobu Hata
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 process. The truth is, people are taking longer to pull the trigger on buying/selling a home, but your approach as an agent is what will make them come off the fence faster. Why do we need to stop telling people to “stop paying someone else’s mortgage”? How do we become an agent people are willing to pay a premium for? In this episode, we’re joined by real estate industry legend and Zillow’s Director of Association and Industry affairs, Nobu Hata. He shares what agents should be doing to prove their value to the marketplace. Guest Bio A real estate industry veteran since 1996, Nobu is a student of real estate sales, marketing, communications trends, consumer trends, social media, and technology in the real estate industry having adapted new school techniques into multiple successful real estate sales businesses. Nobu was then recruited to work for the nation's top real estate trade association where as the Director of Industry Outreach and the Chief Executive for Colorado's largest local REALTOR association, he earned the respect of REALTORS, fellow association and Multiple Listing Service executives, brokerage-owners and technology company owners as he bridged their worlds with no-holds-barred advice to better their business and organizations. The proof was in the pudding as he earned accolades and recognition from small real estate associations to the likes of Inman News, Stefan Swanepoel and more during his time there. Now the Director of Association and Industry Affairs for Zillow Group, Nobu brings tactical tips, tricks and advice based on the real world - real business! - execution to help real estate business owners succeed and thrive in the "Age of Amazon." To learn more visit and connect . About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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From Real Estate Agent to Last Mile Advisor: The Shift You Need to Make Before It’s Too Late
02/27/2025
From Real Estate Agent to Last Mile Advisor: The Shift You Need to Make Before It’s Too Late
Real estate agents who are in the 13% aren’t just fighting for today’s listings. They are already working on winning listings months or even years from now. Today’s real estate market is changing rapidly, and the most successful agents know how to pivot and adapt accordingly. Thanks to AI and shifts in consumer behavior, the way people buy and sell homes is going to look very different very soon. Imagine a world where someone can simply speak into their phone, and instantly find the perfect home (and agent) by describing exactly what they're looking for. That’s where we’re headed in 5 years or less. The question is: if real estate changes like this, would your business survive? Would you be able to maintain your market share? For most agents, the answer is no. Their businesses aren’t built to survive these changes….unless they do something about it now. Why do we need to shift from real estate agent to last mile advisor? How do we elevate the service we provide? In this episode, we share what we learned from billion dollar brands and real estate CEOs about where real estate is headed, and how to set ourselves up for success 5 years from now. About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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The Only Way to Become a Top 1% Listing Agent w/ Russell Shaw
02/13/2025
The Only Way to Become a Top 1% Listing Agent w/ Russell Shaw
When a real estate agent is struggling to stay in the game, many factors get the blame. The truth is most agent failures boil down to one thing: a lack of listings. You can’t become a great listing agent if you haven’t built the skills for it…there are no shortcuts. In order to build a thriving business, we have to make sure we get to the listing table as often as possible. It’s simple: If we want to increase our chances of getting a hit, we need to have more attempts at bat. The challenge is, a lot of agents just don’t make it that far so they end up with lacklustre results. How do you increase your chances of getting to the listing table? Do agents underestimate the effort needed to succeed in this industry? In this episode, we’re joined by legendary real estate agent, Russell Shaw. With 40+ years in the business, and 30+ years as a top 1% agent in the US, he shares how to dominate real estate for decades and what agents get wrong about the job. Guest Bio Russell Shaw is a legendary real estate figure who has been selling homes for over 40 years. He has ranked among the top 1% of all agents in the United States since 1991. He has been recognized by the National Association of Realtors as being among the top 50 agents nationally for number of homes sold and by the Wall Street Journal as being among the Top 200 Agents in America. Russell is also the creator of the No Hassle Listing system which helps sellers earn more. Website: How to Price a Home: About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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The Shocking Reason Your Sphere Isn’t Sending You Business w/ Amy Stockberger
01/30/2025
The Shocking Reason Your Sphere Isn’t Sending You Business w/ Amy Stockberger
Year after year, real estate agents are told that their sphere is the biggest source of business. We hear it time and time again, but we don’t do enough to reap the rewards. We do our jobs well. We kill it before and during the transaction, and we remind the people who know, like and trust us to work with us and refer us, but nothing happens. What gives? The problem is: we’re trying to get referrals by doing only what we’re hired to do and nothing beyond that. How can we be memorable if we’re doing what every other agent is doing? If we really want people talking about us, we have to think bigger than a single transaction. We have to enhance their entire human experience, not just the home buying/selling experience. How do we create value that extends beyond a transaction? How do we become a lifetime advisor/concierge? In this episode, we’re joined by broker/owner, South Dakota’s #1 real estate producer and creator of the Lifetime Home Support™ system, Amy Stockberger. She shares the business model that helped her gain 10% of market share in her state, and how to build a system-centric, referral-driven business. Guest Bio Amy Stockberger is a broker/owner, entrepreneur, coach and the #1 real estate Producer in SD & #18 in the Nation. She is also the creator of the Lifetime Home Support™ system, which provides all the resources to ensure their clients are taken care of before, during and after the home buying and/or selling experience. Not only do we have nearly every home related service industry our clients will need on our Home Support Team, they also have entertainment venues, gyms and restaurants and so much more. Website: To get Amy’s free worksheet, DM the word CORE to on Instagram. About Your Hosts 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. Prior to 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 now 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. Check out this episode on , or , 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!
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Reject the Real Estate Reset: Why Top Agents Don’t Start Over in January w/ Leigh Brown
01/16/2025
Reject the Real Estate Reset: Why Top Agents Don’t Start Over in January w/ Leigh Brown
At 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 . Check out this episode on , or , 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!
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Re-Up or Opt-Out: How To Decide If You Should Stay in Real Estate w/ Kimberly Ryan
01/02/2025
Re-Up or Opt-Out: How To Decide If You Should Stay in Real Estate w/ Kimberly Ryan
The end of the year is upon us, and for many real estate agents, that means one thing: it’s time to renew your license. But if 2024 was a tough year for you—if you barely closed any deals—you might be wondering, is it even worth it to stay in real estate? Should you push through another year, hoping for a turnaround, or is it time to hang up your license and explore something else? If you’re on the fence about your future, now is the perfect moment to step back and reflect. The truth is, real estate is always evolving, and it’s never without its challenges. But here’s something to consider: agents who have thrived long-term didn’t succeed because it was easy. They made the choice to adapt and pivot when the market got tough. So, how do you reignite your passion when the industry feels more challenging than ever? What can you do to equip yourself for the inevitable ups and downs? In this episode, we’re joined by real estate broker, strategic business coach, and Real Broker’s growth leader, Kimberly Ryan. We’ll explore what it really takes to stay in the game, even when things get tough. Guest Bio Kimberly Ryan is a real estate broker, strategic business coach, and the growth leader at Real Broker. Follow on Instagram. Check out this episode on , or , 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!
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How to Avoid Becoming Just Another Real Estate Dropout w/ Jenny Hogan-Lizarraga
12/19/2024
How to Avoid Becoming Just Another Real Estate Dropout w/ Jenny Hogan-Lizarraga
Between social media and HGTV shows, there are a lot of people who enter real estate thinking this is an easy gig. All you need to do is get licensed and the deals will start rolling in, right? Wrong. A lot of the individuals who drop out of real estate are the ones who found out it wasn’t as easy as they thought it would be. Or they aren’t doing the right things for long enough. The real estate license is just the beginning - you have to invest in education that truly gives you the competitive advantage. If you’re not leveling up your skills and finding a niche, you’re doomed to be the agent who does a transaction here and there until you’re forced to drop out. How do real estate instructors know they have a rockstar in the making? Can a real estate license actually do us a disservice? How do we determine a valuable niche to dominate? In this episode, we’re joined by a real estate instructor, senior director of market development and broker association liaison at Hogan School of Real Estate, Jenny Hogan-Lizarraga. She shares how to set yourself up for success as early as possible and the mistakes new agents make. Guest Bio Jenny Hogan-Lizarraga is a real estate instructor, senior director of market development and broker association liaison at Hogan School of Real Estate. The Hogan School of Real Estate was founded in 1973, by Jim Hogan. As Southern Arizona’s leading real estate school, Hogan educates Real Estate Salespeople, Real Estate Brokers, Mortgage Loan Originators, Mortgage Brokers and Appraisers. To learn more, visit . Check out this episode on , or , 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!
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How to Sell 80 Homes a Month Without Burning Out w/ Carin Nguyen
12/05/2024
How to Sell 80 Homes a Month Without Burning Out w/ Carin Nguyen
If there’s a factor that drives real estate’s staggering 87% exit rate, it’s burnout. We’re an industry of hard charging, high achievers, but sometimes that same drive can be the very thing that knocks us out of the business. Even the most talented salesperson will fail when they’re running on fumes, so it’s no wonder why a lot of the best agents flame out in less than 5 years. This job can be demanding, but let’s be real: a huge part of the burnout real estate agents experience is entirely self-inflicted. We refuse to delegate, say yes to everything, resist leverage and control every aspect of the business, until it starts hurting us. The secret to selling more homes isn’t always putting more hours in, it’s actually working less, and focusing on the highest use of our time. What are some of the mindset blocks that keep some agents from experiencing freedom? Why do we have to look ahead in the face of change instead of burying our heads in the sand? How do you sell 80 homes a month without burning out? In this episode, we’re joined by top producing agent, coach, author and owner of a top 1% brokerage and Inc. 5000 business, Carin Nguyen. She shares the mentality that has helped her maintain success in real estate for years, and how we should be responding to change in the industry. Guest Bio Carin Nguyen is a real estate leader, national trainer and speaker, transformational coach, a top producing agent, best-selling author and the founder of The Carin Nguyen Real Estate Network a top 1% brokerage and an Inc. 5000 business. As a wife and mom who has raised 4 children while building her business over the last 20 years, Carin knows the challenges of growing a successful business and maintaining a happy & healthy personal life. She grew her business through the downturn selling 896 homes in her best year earning her the #2 ranking in the US by Real Trends. She specializes in educating real estate agents on creating systems and tools to thrive in any real estate market. Carin has owned a real estate brokerage, sold over 5000 homes and currently co-leads one of the top teams in the US with her husband, Son. Her mission is to empower others to transform their lives by fostering mental, emotional and economic wealth so that they create the most incredible legacies possible. Follow Carin on . Check out this episode on , or , 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!
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