In this episode of Built Different, Avo sits down with Lex Orosco, the number one agent in San Jose, California, with over $500M closed. Lex breaks down the exact work habits that built his business, including sending up to 50,000 mailers a month, writing 100 to 150 addressed envelopes daily, and treating every phone call like it could be worth $25,000 to $100,000.

Lex shares why direct mail is not a quick win and how most agents quit right before the payoff. He explains why handwritten envelopes are outperforming every door direct mailers right now, plus what he's learned from testing different response paths. A major theme is simple but brutal: marketing only works if you are elite on the phone and can convert calls into appointments. The conversation also goes deep on listing psychology, why Lex now speaks less and listens more in appointments, and how calm confidence beats "commission breath" every time.

Finally, Lex unpacks how he built a 75 agent group without taking team splits, using role plays, group chat, and weekly accountability to raise everyone's production and build a massive organization.

His closing advice hits hard: stop chasing the title, focus on effort, and let the results show up as a side effect.

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Guest: Lex Orosco Instagram: @lex_sells_homes Website: www.lexsellshomes.com