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%.

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/37050155

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36969295

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36855675

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36649170

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36459020

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36287850

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36208365

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/36055905

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/35878290

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/35662310

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/35415870

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/35265050

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/35074560

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/34859910

Re-Up or Opt-Out: How To Decide If You Should Stay in Real Estate w/ Kimberly Ryan 01/02/2025

How to Avoid Becoming Just Another Real Estate Dropout w/ Jenny Hogan-Lizarraga 12/19/2024

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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/34301420

How to Turn Your Real Estate Business Into a Referral Machine w/ Michael Maher 11/21/2024

How to Turn Your Real Estate Business Into a Referral Machine w/ Michael Maher Agents are constantly told that building relationships is the key to success in real estate, but this advice is missing a critical link. Relationships alone don’t lead to referrals, being relational does. The quality of our sphere relationships isn’t measured by how many names we have in our database. It’s measured by how often people are telling their own sphere about us. Our aim should be delighting people and providing so much value, they have to tell their friends about the awesome real estate agent they know! To accomplish this, we have to go beyond calling people every quarter - we have to invite them to events. Hosting events allows us to stop chasing business and start attracting it. It’s the most efficient way to connect with multiple people. It’s also a powerful way to grow our businesses without the grind of prospecting. The best part: people don’t even have to show up for this strategy to work! What’s the first event every agent should host? How can we host an event and actually make money in the process? How do we build a business on generosity and appreciation? In this episode, we’re joined by coach, speaker and author of The 7 Levels of Communication, Michael Maher. He talks about the power of an event-based strategy and how to host your first one. Guest Bio Michael J Maher is a coach, speaker and author of The 7 Levels of Communication. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more. To join the Generosity Generation, go 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/33993702

How to Survive and Succeed in the New Real Estate Landscape w/ Scott Drucker 11/07/2024

How to Survive and Succeed in the New Real Estate Landscape w/ Scott Drucker As the market shifts and buyer compensation rules evolve, many agents are left wondering how these transformations will impact their business. Navigating these changes requires more than just a quick update—it demands a thorough understanding of how new regulations will affect buyer expectations and agent compensation alike. Many REALTORS® are struggling to keep up with these shifts. The new compensation changes and the evolving role of the National Association can create confusion and frustration. Clients rely on your expertise, and if you can't navigate these new waters, it can lead to mistrust and a loss of business. How can we compete with agents who are already embracing these changes? What will happen to sales if we can't effectively communicate the benefits of the new compensation model? In this clip, CEO at Arizona Association of REALTORS® Scott Drucker joins me to talk about the past, present and future changes in the world of real estate, how this will impact those in the industry and how to navigate it. We also talk about his experience within the industry and some common patterns he’s seen. Guest Bio Scott M. Drucker, Esq. is the Chief Executive Officer of the Arizona Association of REALTORS®, the state’s largest trade association representing over 57,000 real estate professionals. Promoted from his role as General Counsel and Assistant CEO, a position he held since 2013, Scott now leads the Association’s operations, championing its mission and strategic initiatives across Arizona. With a background in political science from the University of Rochester and a Juris Doctor degree from The George Washington University Law School, Scott also studied at the London School of Economics. Prior to joining Arizona REALTORS®, he practiced law privately. Scott is an active contributor to Arizona’s real estate industry, serving on committees like the ARMLS Strategic Steering Committee and frequently speaking on real estate topics. Find Scott on LinkedIn Listen to the Arizona REALTORS® Voices podcast here: 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/33824262

How to Sell a Winning Real Estate Product in a Crowded Market w/ Greg Hague 10/24/2024

How to Sell a Winning Real Estate Product in a Crowded Market w/ Greg Hague In the wake of recent lawsuits and intense competition, many real estate agents are facing their biggest challenges of their entire careers. It’s no wonder why many feel overwhelmed and even uncertain about the future in the industry. The truth is, buyers today are looking for more than just a transaction - they want a trusted partner who can provide them with exceptional value and insights. The fear of competition and the complexities of new compensation laws can be discouraging, but they are actually great opportunities too. Here’s the thing: real estate practically sells itself, so we have to do a lot more than compete on experience. We have to create a winning product. How can we articulate our unique value proposition in a way that resonates with potential buyers? What are the ways to differentiate ourselves to win clients and secure those vital commissions? In this episode, we’re joined by the founder and CEO of 72SOLD Greg Hague. He talks about the biggest challenges agents are facing, how the 13% sets themselves apart from the rest and why it's vital to have a stellar value proposition. Guest Bio Greg Hague is the founder and CEO of 72SOLD, America’s leading home-selling program. With a career dedicated to revolutionizing real estate, Greg has been recognized as a "Real Estate Visionary" by Real Estate Today magazine. His achievements include founding an international referral service, Arizona's top luxury home brokerage, and a 122-office, 4,000-agent franchise. A trusted real estate expert for NPR, The Wall Street Journal, and other major media, Greg has appeared on over 200 TV and radio shows. He authored the Amazon bestseller How Fathers Change Lives and has been a keynote speaker at over 450 events for companies like American Express and Sotheby’s International. In 2009, Greg briefly stepped away from real estate to practice law, achieving the top score on the Arizona bar exam and teaching at Arizona Summit Law School, where he was voted "Law Professor of the Year." His real estate training company is the most recommended on LinkedIn, and his proprietary 22-step home launch formula has been featured in over 200 publications. Since its launch in 2018, 72SOLD has grown by 300%-500% annually and has been recognized by Forbes and major networks. It ranks among Inc. 5000's Top 5 Fastest Growing Real Estate Companies in America and was voted Arizona's #1 real estate brand. A lifelong health advocate, Greg stays active as a pilot, motorcycle enthusiast, and a relentless real estate innovator. Visit Visit Find Greg on LinkedIn 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/33585657

Will AI Replace the Real Estate Appraisal As We Know It? w/ Tom Canale 10/10/2024

Will AI Replace the Real Estate Appraisal As We Know It? w/ Tom Canale In today’s fast-evolving real estate landscape, technology is changing how we do everything—including property appraisals. The rise of Automated Valuation Models (AVMs) has left many wondering: Is the traditional appraisal process going to be replaced? While AVMs offer speed and convenience, they rely heavily on data. But what happens when the data is incomplete, inaccurate, or fails to account for the unique nuances of a property? Can AI truly capture the condition of a home without stepping inside? Many appraisals are automated today, but there will always be properties that require a human touch—a walk-through that AI simply can’t replicate. In this episode, certified residential appraiser, licensed real estate broker and founder of Truppraisal, Tom Canale joins talks about how new technology is impacting appraisals. We also talk about the number 1 mistake agents make when it comes to comps and how Truppraisal helps both the 13% and 87%. Guest Bio Tom Canale is a seasoned real estate professional with over 20 years of experience in residential property appraisals and sales. Having sold millions of dollars worth of homes as a real estate broker, Tom combines his extensive industry knowledge with a genuine passion for helping others. Tom’s entrepreneurial journey began in his twenties with the launch of 2-Day Appraisal Inc., a successful business that grew to employ nine people during a booming real estate market. In 2018, he and his wife expanded their ventures by purchasing and transforming a restaurant into a thriving family-friendly sports grill. Now, with his focus on Truppraisal, Tom is channeling his experience and vision into this next chapter, optimistic about the bright future ahead. Visit Find Tom on LinkedIn 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/33385247

iBuyers Aren’t the Enemy: How to Create the Ultimate Real Estate Value-Add w/ Debra E-Leon 09/26/2024

iBuyers Aren’t the Enemy: How to Create the Ultimate Real Estate Value-Add w/ Debra E-Leon In today’s market, there are many factors that can take an agent out of this business. One of the worst things you can do is treat iBuyers like the enemy and only offer the traditional real estate transaction. Platforms like Offerpad provide multiple ways for the consumer to sell a home, but a lot of agents don’t want to hear it (or tell their clients about it). Here’s the problem: If our clients aren’t learning about iBuyer options from us, we’re at risk of losing the transaction entirely. Instead of trying to drive a singular real estate solution, including iBuyer options in our offerings makes us more valuable. How do we create a multifaceted service that solves different problems for sellers? How do we work through market changes instead of letting them defeat us? In this episode, we’re joined by real estate leader and Director of Brokerage Partnerships at Offerpad, Debra E-leon. She talks about howiBuyers and agents can create the ultimate win by working together, her journey and all the ways she’s giving back and making a contribution. Guest Bio Debra E-Leon brings a wealth of experience to any situation. Serving as a real estate leader and business developer over the last 20 years, Debra has sought to harness networking relationships and business needs with the communities in which she serves. This has included serving on the Board of Women’s Council of Realtors San Diego as Treasurer, VP of Membership of her local Parent Teacher Association and currently serving as a board member of the Hispanic Association Real Estate Professionals. Active in non-profit organizations and President of Xan You Matter Foundation, Debra has established a reputation of dependability, connectedness and getting things done. Debra has lived in the Valley for the last 9 years and is excited to offer her 20 years of expertise along with her certification as a Facebook Marketing Strategist to help her customers execute effective online marketing strategies. Connect with Debra on or follow her 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/33179292

Front Load Your Database: How to Build An Infinite Real Estate Pipeline w/ Jason Pantana 09/12/2024

Front Load Your Database: How to Build An Infinite Real Estate Pipeline w/ Jason Pantana If you’re a real estate professional in 2024, you’re competing with millions of agents and consumers have their pick of thousands of agents in their market. This is the reality of the business. If you’re wishy-washy, inconsistent and not putting effort into marketing, you’ll have NO PIPELINE and quickly find yourself in the 87% of agents who leave the business. The key to standing out and building a never ending pipeline? Finding a segment of the marketplace and building authority so you can DOMINATE IT. Whether it’s a neighborhood, a specific niche, or a lead generation platform, you have to pick something that will produce a harvest of leads, relationships and deals. How do you front load your database for future opportunities? How is real estate shifting from a relationship-based business to a research-based one? In this episode, coach, trainer, and speaker for Tom Ferry International, Jason Pantana shares the blueprint for success in a crowded real estate market. Guest Bio Jason Pantana is a coach, trainer, and speaker for Tom Ferry International the world’s leading real estate coaching program, as well as host of the popular seminar, Marketing Edge. His dynamic sessions arm professionals with the tools they need to stay current, competitive, and, above all, successful. Formerly the education director for a leading national real estate franchise, Jason creates tailored sessions for a range of professionals. His areas of expertise include social media strategy, digital marketing, and developing an eye for emerging business trends. He’s provided clear paths for companies, both large and small, to roll out powerful advertising campaigns through the use of Facebook, Instagram, YouTube, Google, and other mass online platforms. Jason has gained thousands of social media followers through his many effective engagements. His energetic style engages his audiences — in individual, team, and conference settings alike — while readying them to utilize the ever-changing marketing tools of today. For more information, head to To find out about the 4-week AI bootcamp go 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! /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/32982477

In It Together: The True Value of the Local Realtor Association w/ Tiffany Banks 08/29/2024

In It Together: The True Value of the Local Realtor Association w/ Tiffany Banks Most agents put tireless work into every transaction, but their clients have ZERO CLUE about all the behind-the-scenes effort they put in. When we don’t articulate our value, people are left wondering if we do anything valuable at all. Realtor associations have the same problem. They do a lot of work behind the scenes and it goes unnoticed. Every day, they are battling to make sure agents can put food on the table while also upholding the integrity of the transaction. Ultimately, agents and the associations that serve them are fighting the same battle - to prove our value. In light of the recent MLS changes, it’s never been more critical for agents to partner with their local associations. They are on the frontlines, advocating for the industry and the more we get involved, the better off we’ll all be. What are the best agents doing in these rapidly changing times? What are some of the things Realtor associations are doing to maintain our value? In this episode, we’re joined by CEO of the Nevada Realtors Association, Tiffany Banks. She shares how agents can collaborate with their local associations and why that’s important, ESPECIALLY NOW. Guest Bio Tiffany Banks is the CEO and former general counsel of Nevada REALTORS®. Her leadership is defined by a strategic approach to real estate advocacy and a commitment to community enrichment. With over a decade of legal experience, Tiffany guides the organization's direction with a keen focus on strategic consulting, complex legal analyses, and new business development. Nevada REALTORS® has successfully navigated legislative sessions, forging strong relationships with stakeholders and enhancing the community presence through impactful projects. Tiffany’s role encompasses not just operational management, but also driving growth and fostering a culture of excellence within the team and the broader real estate community. Connect with Tiffany on . /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/32766822

How to Think Like a $300k Earner in Real Estate w/ George Laughton 08/15/2024

How to Think Like a $300k Earner in Real Estate w/ George Laughton If you’ve been in real estate, even for a few years, you’ll know that we’re always going to be thrown a curveball or two. If it’s not the rules changing up on us, it’s inventory, rates or low demand. There’ll always be something we have to navigate, adjust to, pivot from and overcome. Right now, the NAR settlement is the latest change we have to work with, and it’s actually not all bad news. One of the best things about it is how it’s increasing the engagement and collaboration within our industry. The settlement might be a curveball now, but for top agents, it’s just another opportunity. A year from now, it will just be another layer of expertise baked into what we do. If you’re finding this market grueling, next year is promising to have a ton of transactions. That’s only if you’re taking the right steps to prepare right now. How do we bake in and solidify the best practices? In this episode, we’re joined by Arizona team leader, George Laughton. He shares how to think like a $300k earner, and his thoughts on the state of the real estate market. Guest Bio George Laughton is the founder of The Laughton Team with My Home Group. He has built one of the most successful real estate teams in the Nation, and currently ranks in the top 1% of all real estate teams in the United States. The multi-location team was established in 2007 in Peoria, AZ and has aided thousands of families in the process of buying or selling a home. The team believes homeownership is one of the greatest investments and biggest blessings an individual may ever experience. Their success comes from building strong client relationships through honesty and transparency, rather than focusing only on transactions, The Core Values of the Laughton Team are Integrity, Solutions Based, Pursuit of Excellence, Seeking to Understand and being Collaborative. To learn more follow and connect with him on . /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/32571607

The AI-Empowered Real Estate Agent: How to Create the Ultimate Advantage w/Marki Lemons Ryhal 08/01/2024

Laser Focus in One Direction: This Is What the 13% Do Differently w/ Keith Anderson 07/18/2024

Laser Focus in One Direction: This Is What the 13% Do Differently w/ Keith Anderson In real estate, the agents who struggle the most fall into two camps - the ones who are doing too little and the ones who are doing too much. You have the agents who have no idea what to do so they do nothing at all. Then you have the agents who are doing so many things they can’t gain momentum in a single area. The 13% have the same things in common - action and a laser focus in one direction instead of trying to be in 15 different lanes. Once you have the mastery, it’s easy to gain momentum and make meaningful money in this business. In trying markets, everyone becomes too scared, inconsistent or unfocused to do the work. So being consistent with the actions that lead to success immediately sets you apart. What are the non-negotiables of this business? How do you laser focus your efforts? How do we keep distraction at bay? In this episode, we’re joined by entrepreneur, business coach, real estate team developer and founding co-owner of KP Elite Realty, Keith Anderson. He talks about how he sets his agents up for success, and why this business isn’t for everyone. Guest Bio Keith Anderson is an entrepreneur, business coach, real estate team developer and a founding co-owner of KP Elite Realty. His passion has been building relationships through the art of communication his whole life so it was only fitting to enter the real estate market. Being in sales since 2010, Keith entered Real Estate on a team setting learning and growing in the field every way possible. After only 6 months he became the senior listing agent on the team leading in market share and closings. Seeing the Potential to grow a team of his own, Keith joined visions with Peter Kamboukos and created KP Elite Realty! Their teams sole focus is to provide an unparalleled service to their clients and be an asset to the community! Connect with Keith on . /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/32184667

Focus or Fail: What Successful Agents Do Differently w/ Todd Bookspan 07/05/2024

Focus or Fail: What Successful Agents Do Differently w/ Todd Bookspan Sales people often believe they are failing to meet their goals because they are doing all the wrong things. That’s often not the case. The truth is, many agents aren’t winning because they aren’t doing enough of the right things. We know what we need to be doing but we aren’t doing them frequently enough. Distractions make it hard for us to hunker down and do the work consistently. From emails to social media, there are so many things fighting for our attention and if we don’t put boundaries around the right activities, we won’t grow. Having daily discipline towards what drives results will impact our businesses and make achieving our goals automatic. How do we eliminate distractions and hunker down on what matters? In the real estate business, which activities should we be doing without fail? In this episode, entrepreneur, industry leader and founder of Win By Noon, Todd Bookspan shares what gets in the way of our results and how to be consistent about what moves the needle. He also shares all the contributions he’s made to the real estate industry, and how to stay focused in the face of industry uncertainty. Guest Bio Todd Bookspan is an entrepreneur, business leader, mortgage industry thought leader and the founder of Win By Noon and the Chairman of the Bookspan Baker team. For the past fifteen years, as a mortgage originator, Todd has proven successful in cultivating both teams and branch offices. Working alongside his wife Tara, Todd successfully helped grow the Arizona region of a mortgage bank from five to eighty-five employees at four branches. He also took the lead role in developing and designing a coaching program for originators. Following this program, Todd coached groups of loan officers for several years, helping them expand their personal and team production. During this time, Todd also successfully grew his own mortgage team into a cohesive fifteen-member group. With Todd's outstanding leadership, he led his team into the top 30 rankings for closed mortgage loans in 2015, yielding more than 540 closed loans and $113 million in volume. Go to and connect with Todd on . /episode/index/show/85826ec4-1b2f-442d-871a-173f7a2a2806/id/32010627

Defy the Odds: How To Outsell and Outlast Your Competition w/ Todd Conklin 06/20/2024

The 13%: How to Outlast Industry Changes w/ Roger Nelson 06/06/2024

The 13% Podcast

TOPICS